How B2B Lead Gen Uses Intent Data from Content Consumption

Lucas and Luna drill into how B2B marketers can use content consumption signals—like which whitepaper a prospect reads, how long they spend on a pricing page, or whether they watched a product demo replay—to score and prioritize leads. The episode centers on a real example: a mid-market SaaS company that reorganized its scoring model around two specific behavioral triggers and saw a 30% increase in sales-accepted leads within one quarter. Lucas breaks down the data structure (page-level engagement scores, recency weighting, fit vs. intent) and Luna pushes back on common pitfalls like privacy objections and data noise. They also discuss a counterintuitive finding: prospects who never fill out a form but visit the pricing page seven times may be more qualified than those who download a gated case study. No fluff, just a tactical breakdown of intent-based lead scoring in mid-2026. #B2BLeadGen #IntentData #LeadScoring #ContentConsumption #Marketing #FexingoBusiness #BusinessPodcast #DemandGen #PipelineBuilding #SalesDevelopment #BehavioralData #ABM #PredictiveScoring #B2BMarketing #RevOps #SalesEnablement #LeadQualification #MarketingAnalytics Keep every episode free: buymeacoffee.com/fexingo