What's up, it's Zayd.

Website intent tools promised to change outbound forever. But most teams are still using them like it's 2020. That sort of “traditional outbound” gives the same energy as proposing on a first date—right message, catastrophically wrong timing.

After analyzing hundreds of successful deals, I've noticed the most innovative AEs aren't just tracking basic page visits—they're turning intent data into a competitive advantage. This week we’re diving into what to look for, what stats to track, and how to leverage this competitive advantage yourself.

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Zayd’s Picks

My favorite finds of the week.

• How to consistently go viral - Nikita Bier (link)

• Marketing playbook for $1m ARR in 12 months (link)

• 5 important learnings from the founder of Default (link)

• Sales is often a search of a side door/cracked window (link)

• How to generate demand on autopilot (link)

• Market segmentation insights for b2b startups (link)

5 Unconventional Ways Top AEs Are Using Intent Data

1. The "Digital Drive-By" Strategy

Most AEs wait for multiple site visits before reaching out.

Top performers do the opposite—they strike within minutes of the first visit with a simple message:

"Hey Sammy Salesforce 🧑‍💻, saw you were checking out our site. Just wanted to reach out in case you had any questions. Feel free to shoot me a text, email, carrier pigeon, or morse code message at anytime—here's my cell: 123-456-7879"

Timing is everything.

2. The Competitor Trigger

Instead of just tracking when prospects visit your site, monitor when their competitors raise funding or launch new features. Then send targeted outreach like:

"Noticed [Competitor] just raised their Series A. You're probably thinking about scaling pipeline without adding headcount. Here's how we could help..."

This is how you up the anti.

3. The Job Board Detective

Top AEs monitor their prospects' job boards for specific roles being hired. A surge in SDR postings? That's your cue to reach out about automation. VP of Sales opening? Perfect time to discuss scaling challenges.

Hiring more SDRs to fix bad targeting is like hiring more painters to fix a leaky roof. Give them a solution that actually solves their problem at scale.

4. The Content Breadcrumb Strategy

Rather than basic page tracking, analyze the specific order prospects view your content:

• Pricing → Case Studies = Ready to buy, needs validation

• Blog → About → Pricing = Still evaluating fit

• API Docs → Security = Technical buyer doing due diligence

Each pattern reveals different intent signals and requires different messaging.

5. The Event Arbitrage Play

High-performing AEs use intent data to optimize event invites. When a prospect visits your site multiple times, they're primed for a dinner invitation or VIP event access.

Personal connections convert. This will never change.

The Future of Intent-Based Sales

I’ve said it before and I’ll say it again, the spray-and-pray era is over. Email providers are cracking down on mass sending. LinkedIn is tightening connection limits.

The future belongs to teams who can identify and act on genuine buying signals.

Website intent isn't just about knowing someone visited your site—it's about understanding their digital body language and responding with perfect timing and relevance. Intent data without action is like having a GPS that only works after you've reached your destination.

How I Can Help?

Let me book sales calls for you while you’re analyzing intent data. Seriously.

I built Valley to be your automated SDR and empower AEs. Get started today and watch your calendar fill up with qualified leads.