Boost Conversions by Focusing on High Intent Leads

Most B2B buyers are already deep into their journey before they ever fill out a form. That means your highest-intent prospects—those checking out your pricing page, reading case studies, or downloading content—are already evaluating you. But if you wait for them to raise their hand, you’re already too late.

This Play shows you how to generate more pipeline by focusing on the signals that matter. With Dealfront, you’ll learn how to identify high-intent behavior early, build precision segments, and engage decision-makers while they’re still in the buying window.

Let’s stop missing out on pipeline. Let’s turn anonymous visits into qualified opportunities.

The problem with generic pipeline generation 

On paper, your marketing machine is working, but despite the activity, something’s not clicking. The numbers look good… until you follow them down the funnel.

• You’re generating traffic but it doesn’t convert.

• You’re passing leads to sales but they’re too cold or nowhere near ready to buy.

• You’re optimizing for MQLs but can’t prove pipeline impact.

Traditional lead generation plays the volume game. More clicks, more forms, more names in the database. But in today’s buyer-led world, that model breaks down. Pipeline generation today demands precision. It’s not about how many leads you attract; it’s about identifying the ones already in-market and moving fast to engage them.

The new reality – buyers show intent before they raise their hand

B2B buying has changed. Today’s prospects don’t follow a linear path—and they certainly don’t wait to talk to sales before doing their research.

In fact, 70–80% of the buying journey now happens before a prospect ever speaks to a rep. And despite all the time and effort you put into your website, less than 2% of visitors ever fill out a form.

That means if you’re only tracking form fills, you’re missing the full story. You’re invisible to your most engaged prospects, until it’s too late.

The smartest marketers have already adapted though; they’re not waiting around for hand-raisers. They’re using real-time intent signals like repeat visits, pricing page views, and content engagement, to spot buying behavior early and engage before the competition.

This is the new playbook for pipeline generation: proactive, data-driven, and perfectly timed.

What “high-intent” really means

Not all website traffic is created equal. Some visitors are just browsing, while others are deep in research mode, actively evaluating vendors, and inching closer to a decision. This is where pipeline generation starts to get real: by sorting the curious from the committed.

High-intent leads don’t always announce themselves, but their behavior gives them away. Look for patterns like:

• Visits to your pricing or product pages

• Spending more than 3 minutes actively exploring your site

• Downloading gated content like case studies, ROI calculators, or whitepapers

• Making multiple return visits within a few days

These aren’t random clicks. They’re digital buying signals; evidence that someone is seriously considering their options.

Dealfront helps you surface these signals in real-time, so you can prioritize the accounts that are most likely to convert and engage them before the window closes. That’s how you shift from generic lead capture to focused pipeline generation: by spotting intent, scoring behavior, and acting while interest is high.

Different ways to identify high-intent leads with Dealfront

Identifying high-intent leads using Leadfeeder

Step 1 – Set up Leadfeeder tracking

Once you know what high intent looks like, the next step is being able to spot it as it happens. That starts with visibility, and Dealfront gives you exactly that.

• Install the Dealfront pixel on your website. This tracking script lets you monitor visitor behavior across key pages, without needing prospects to fill out a form.

• Within minutes, you’ll start identifying anonymous companies browsing your site. You’ll see which accounts are showing interest, where they’re spending time, and what content they’re consuming.

• This is where the pipeline generation shift happens. You’re no longer guessing who’s active, you know. You’re no longer relying on hand-raisers, you’re tracking real engagement in real time.

With Leadfeeder by Dealfront tracking in place, your marketing and sales teams gain a direct line of sight into which accounts are in the decision phase. This means you can prioritize outreach, personalize messaging, and move before your competitors do.

Step 2 – Use Custom Feeds to surface buying signals

Once you’ve got visibility into who’s visiting your site, the next step is to separate the signal from the noise. Dealfront’s custom feeds let you do exactly that by surfacing the leads showing real buying intent.

Using Dealfront’s advanced custom feed filters, you can build smart, intent-based feeds that align with your pipeline generation goals. Here are four high-impact examples:

1. Pricing page visitors feed

Filter setup:

• URL contains /pricing

• Time spent > 30 seconds

Why it matters: Prospects don’t visit your pricing page by accident. These are accounts evaluating budget, ROI, and fit; key buying signals that suggest they’re close to a decision. This feed helps your team prioritize outreach to those already in solution-evaluation mode.

2. Gated content access feed

Filter setup:

• URL contains /whitepaper, /ebook, or /case-study

Why it matters: Gated assets like whitepapers and case studies typically attract more informed buyers. This feed identifies leads engaging with in-depth, decision-stage content so you can tailor follow-up accordingly and move them closer to conversion.

3. Form fill feed 

Filter setup:

• Custom event = form submission on gated content

• Combine with URL rules (e.g., /whitepaper, /resources)

Why it matters: These are some of your highest-intent leads. They didn’t just visit, they converted. By narrowing this feed to late-stage content forms, you can surface accounts that are not just curious but actively expressing interest and ready for sales engagement.

4. High time-on-site feed

Filter setup:

• Time on site > 3 minutes

• Pages viewed > 3

Why it matters: Deep, multi-page sessions often indicate serious research. These visitors are absorbing information, comparing solutions, and evaluating whether you’re the right fit. This feed helps flag accounts that may not have converted, yet, but are demonstrating strong buying behavior.

Identifying high-intent leads using Target

Layer in ICP fit

Spotting intent is powerful, but intent alone isn’t enough. If the company isn’t a good fit for your product or service, chasing the lead just burns time and resources. To really drive efficient pipeline generation, you need to combine interest signals with ICP (Ideal Customer Profile) fit.

This is where Dealfront gives you an edge. By layering behavioral signals with company-level filters, you ensure your team focuses only on the leads that matter: high-fit accounts actively in-market.

Here’s how to build that precision:

Apply firmographic & technographic ICP filters 

Start with the basics. Use Dealfront’s Target feature to apply filters that match your ICP, so that you’re only surfacing companies that align with your go-to-market strategy.

Recommended filters:

• Industry – Focus on verticals where your solution has traction.

• Company size (employees) – Target the org size that typically buys from you

• Revenue – Prioritize accounts with purchasing power.

• Geography – Filter to regions you actively sell into.

Don’t forget to exclude known irrelevant segments like students, freelancers, bots, or verticals outside your scope.

Outcome: A clean, ICP-qualified list of companies engaging with your website, so you can focus on leads that are both interested and viable.

Use the Website Content search filter to qualify by relevance

Basic firmographics tell you who a company is, but Dealfront’s Website Content Search lets you dig deeper, filtering companies based on the topics, tools, and challenges they talk about on their site.

This layer helps identify companies whose messaging aligns with your product’s value proposition.

Example keyword filters:

• Pain points you solve (e.g., “B2B lead generation,” “sales enablement,” “ABM strategy”)

• Tools you integrate with (e.g., “HubSpot,” “Salesforce,” “Marketo”)

• Industry terms that match your niche or vertical

You can also:

• Exclude keywords to filter out irrelevant segments (e.g., “IT support,” “staffing agency”)

• Sort by Dealfront’s Company Relevance Score to prioritize companies where keywords appear prominently or repeatedly

Outcome: You get a list of companies not just with the right profile, but also the right problems, making it easier to align messaging and accelerate deals.

Track Website Visits filter from Target Lists 

Once you’ve defined your ICP list in Target, the final step is to track when those companies actively visit your site. This is the crucial bridge between intent and action.

Use Dealfront to monitor real-time engagement from your target accounts and trigger workflows the moment they show up.

How to do it:

• Build a custom company list in Target (e.g., “ICP Accounts – US + UK”)

• In Leadfeeder, create a Custom Feed: Company List is [Your ICP List Name]

• Set up an automation to push these visits into your CRM or sales tool

• Automatically create sales tasks, assign account owners, and notify reps

• Track and act on continued engagement from these companies

Outcome: Your sales team is alerted the moment high-fit accounts are on your site, turning passive browsing into proactive pipeline generation.

By combining firmographic filters (to identify who a company is), keyword signals (to understand what they care about), and real-time visit behavior (to see what they’re doing right now), you build a high-definition view of your most valuable prospects. This layered approach ensures you’re not just generating leads, you’re identifying the right ones, at the right time, with the right intent. That’s the difference between chasing leads and driving true pipeline precision.

What to do next – Turning high-intent leads into pipeline

1. Prioritize based on signal strength

Once you’ve identified high-intent activity, the next step is turning those signals into action, and ultimately, pipeline. But not all interest is created equal. Treating every web visitor the same is a fast way to waste valuable sales time and stall your pipeline.

Dealfront helps you prioritize leads based on the strength of their intent signals, so your team can focus on the prospects that matter most. By segmenting accounts into actionable tiers, you create a clear path from interest to engagement, without the noise.

Hot accounts

These visitors are showing multiple high-intent signals and are likely deep in the decision-making process.

Examples:

• Viewed the pricing page and downloaded gated content

• Returned to your site multiple times in a short span

• Spent 3+ minutes on high-value pages like product or solution overviews

Use case: Automatically trigger a Slack alert or CRM notification and route these accounts directly to an SDR. Equip reps with personalized outreach suggestions like a product demo invite or ROI calculator.

Warm accounts

These visitors are engaged and curious, but not yet sales-ready.

Examples:

• Browsed your site for more than 3 minutes

• Viewed multiple solution or use-case pages

• Engaged with blog content or mid-funnel assets

Use case: Add these accounts to a targeted retargeting audience or enroll them in a nurture campaign with contextual content, such as case studies or educational guides.

With Dealfront, you can automate this prioritization by building custom feeds that distinguish hot from warm leads; keeping your team laser-focused on accounts that are heating up, not just passing by.

2. Notify sales in real-time

Speed matters when it comes to pipeline generation. The moment a high-fit account engages with your site, your sales team should know, so they can act while intent is still high.

With Dealfront’s real-time Slack and email alert integrations, your reps get immediate visibility into key moments, like when an ICP-fit company spends time on your pricing page or downloads a gated asset. No more waiting on form fills or end-of-week reports; sales can strike while the interest is hot.

Example 1 – ICP visitor viewed pricing page

Scenario: An account that fits your ICP visits the pricing page and spends 2.5 minutes exploring.

Action: Dealfront triggers a Slack alert: “ICP-fit account just viewed the pricing page for 2.5 minutes.” An SDR follows up immediately with a personalized message and a relevant case study tailored to their industry or use case.

This kind of real-time visibility transforms passive interest into pipeline momentum, ensuring high-intent signals never slip through the cracks.

Example 2 – Engaged lead downloads a whitepaper

Scenario: A mid-market account spends over 4 minutes on your site, explores multiple pages, and downloads a gated whitepaper; clear signs of research-stage intent.

Action: Dealfront automatically adds the company to a LinkedIn Custom Audience. They’re served a targeted product comparison ad designed to nudge them further down the funnel. Once they engage with the ad, an SDR follows up with a tailored outreach; perhaps a helpful checklist or a relevant webinar invite, aligned with the topic of the content they downloaded.

By connecting behavioral signals with precise follow-up, you keep momentum high and guide leads naturally from interest to pipeline.

3. Deliver context to sales

The disconnect between marketing and sales isn’t usually about lead quality, it’s about missing context. Dealfront bridges that gap by giving your sales team real-time visibility into which companies are engaging, and exactly what they’re engaging with. No more cold handoffs, no more guesswork, just clear, actionable insight.

Here’s how to empower your reps and give your sales team everything they need to follow up with confidence:

Push to CRM with enriched context

Automatically sync high-intent accounts into your CRM, complete with rich data that gives reps everything they need to act fast and with confidence:

• Firmographics: Company size, industry, location

• ICP fit: Segments and scoring to show how well they match your ideal customer profile

• Engagement history: Pages visited, time on site, downloads, return frequency

• Traffic source: Whether they came from a LinkedIn ad, organic search, or email campaign

Enable personalized outreach

With this behavioral context at their fingertips, sales teams can tailor their outreach based on the lead’s actual interests, making every touchpoint feel timely and useful.

The result?

• Reps feel prepared and confident

• Messaging becomes hyper-relevant, not generic

• More meetings get booked, faster

This is what a sales-ready pipeline looks like; and it all starts by giving your team the context to connect with purpose.

4. Retarget in your campaign channels

Dealfront Promote (Native retargeting)

Promote is Dealfront’s native B2B advertising solution, designed to turn high-intent website activity into real pipeline. Unlike traditional retargeting tools, Promote lives inside the Dealfront platform, so there’s no need for list exports, third-party integrations, or lag time between insight and action.

Why it’s a game-changer for pipeline generation:

• Uses the same high-intent feeds you built in Leadfeeder

• Run ads only to companies actively engaging with your site

• Allows you to tailor ad messaging to real-time behaviors 

• Supports both display and native ad inventory for maximum reach and flexibility

Example use cases:

• Show a dynamic display ad to companies who viewed your pricing page

• Trigger a customer story ad for those who downloaded your ABM playbook

• Launch a retargeting campaign 24 hours after a high-intent visit

With Promote, you’re not just retargeting, you’re re-engaging the right companies at the right time, with messaging that reflects exactly where they are in the buying journey. This turns anonymous clicks into measurable pipeline impact.

LinkedIn custom audiences

LinkedIn is one of the most effective channels to reach decision-makers, especially when combined with Dealfront’s intent signals. By layering company-level engagement data with job titles, departments, and seniority, you can ensure your ads land in front of the right people at the right accounts.

How to use it:

• Export your high-intent Dealfront feeds (e.g., pricing page viewers, gated content leads)

• Upload the company list into LinkedIn Matched Audiences

• Narrow your audience further with filters like seniority or department

Run bottom-of-funnel creative (e.g., case studies, ROI calculators, demo CTAs)

Google display ads

Keep your brand top-of-mind across the web by retargeting high-intent companies using Google’s massive ad network. This broadens your reach while staying laser-focused on engaged prospects.

How to use it with Dealfront:

• Export your high-intent company list from Dealfront

• Match domains via Customer Match in Google Ads

Run banners or responsive display ads that reinforce your value proposition

Pro tip: Use this for broad coverage and brand reinforcement outside of LinkedIn.

Together, LinkedIn and Google extend your Dealfront-powered targeting into the platforms where your buyers already spend time, helping you turn intent into action across multiple touchpoints.

Keep improving over time

Pipeline precision isn’t a one-and-done process; it gets better the more you learn.

Use Dealfront to continuously track how different signals perform and double down on what’s driving real results. Monitor conversion rates by behavior type to understand which signals lead to pipeline, faster:

• Are visitors to your pricing page converting at a higher rate?

• Does engagement with gated content correlate with larger deal sizes?

This data not only proves ROI, it sharpens your targeting and filters out the noise.

Refine your setup as you go:

• Adjust time-on-site thresholds to match observed buying patterns

• Test new page triggers (e.g., demo page, product comparison)

• Fine-tune list exclusions to remove unqualified traffic and false positives

And don’t optimize in a silo, bring sales into the loop:

• Share the highest-performing signals with your sales team

• Review outreach outcomes and feedback weekly

• Refine triggers, alert timing, and handoff workflows together

The result? A tighter, faster feedback loop, and a pipeline engine that gets smarter (and more efficient) every week.

Precision wins deals

The way forward in converting leads lies not in broad, untargeted outreach, but in a focused approach that prioritizes understanding. True success in today's market is achieved by identifying prospects who are genuinely interested, understanding the reasons behind their interest, and knowing the exact moment to engage.

Dealfront empowers you to move beyond assumptions and operate with concrete intelligence. Instead of passively waiting for the right companies to show interest, you gain the ability to actively monitor their behavior in real time, enabling proactive and purposeful engagement. This shift from reactive to proactive strategies is crucial for maximizing conversion rates and driving efficient pipeline growth.

This Playbook has given you a repeatable process to:

• Spot warm, high-fit prospects the moment they engage

• Prioritize by real intent signals, not assumptions

• Reach out when interest is highest and relevance is clear

• Turn anonymous web visits into qualified pipeline

Your next best customer is already on your website. This time, you’ll see them.