Deal Signal Intent Score

A practical example

Example: a deal sits in negotiation for three weeks, then the champion forwards your proposal internally and legal views your terms page.

A rising intent score could justify a proactive push, while a flat score might argue for patience.

What to evaluate before investing

• Ask which signal types feed the score and whether reps can see the underlying events, not just a number.
• Verify scores update in near real time, since late-stage timing windows are measured in days.
• Test how the score handles silence: a good model should flag declining engagement, not just spikes.

Limitations and tradeoffs

Intent signals on open deals are noisy — a champion reviewing documents may be benchmarking you against a competitor.

The score should inform timing decisions, not override rep judgment, and thresholds will need tuning per deal size and sales motion.