Review-Site Intent Scoring
Review-Site Intent Scoring is a six-step inbound and ABM play for email, calls and your CRM, from “Ingest the intent alerts” to “Route by temperature”. It uses G2, Slack, Clay, HubSpot, Salesforce and six more tools.
Ashwanth S, Founder- Motion
- Inbound, ABM
- Channel
- Email, Call, CRM
- Steps
- 6
- Tools
- 11
The workflow
Review-Site Intent Scoring
G2 buyer intentAlerts in SlackAlerts land in a Slack channel. A bot pulls the structured data out of each one.
Slack
One event per alert, against a companyRunning score per companyDecays over time
HubSpot
Salesforce
Same-day callDay 0The owning SDR is alerted, finds the right buyer and calls the same day.
Slack
Apollo
Findymail
BounceBan
LinkedInNooks
Category sequenceAutoEmails about the problem the category solves, never about the G2 visit.
SmartleadNo outreach yet. The account stays in the score and can still turn hot.
G2SlackClayHubSpotSalesforceNooksApolloFindymailBounceBanLinkedInSmartlead
The diagram as text
- 1
Ingest the intent alerts
G2 buyer intent (alerts in slack): Category page, Comparison page and Pricing page. Alerts land in a Slack channel. A bot pulls the structured data out of each one. In: Slack. Tool: G2.
- 2
Push every alert to Clay
One event per alert, against a company: Tool: Clay.
Deduped by domain. Page type and timestamp kept
- 3
Weight the signals
Page viewed → Weight
- Category page → Low
- Competitor comparison page → Medium
- Your pricing page → Highest
- Repeat visits in one week → Compounds
- 4
Score cumulatively, then sync
Running score per company (decays over time): Tool: Clay.
Company record (where reps work): Score, Last scored and Pages that drove it. Write: HubSpot and Salesforce.
Stale intent decays. Crossing the threshold flips the account to HOT
- 5
Route by temperature
HOT: Over threshold
Same-day call (day 0): The owning SDR is alerted, finds the right buyer and calls the same day. Alert: Slack. Find: Apollo and Findymail. Verify: BounceBan and LinkedIn. Call: Nooks. Tool: Nooks.
WARM: Building
Category sequence (auto): Emails about the problem the category solves, never about the G2 visit. Send: Smartlead. Tool: Smartlead.
COOL: Early
Keep scoring: No outreach yet. The account stays in the score and can still turn hot..
Outcome: In-market accounts worked same day. Tools: HubSpot.
Feedback loop: Cool accounts keep scoring: new alerts add to the running score until they cross into WARM or HOT.
The stack: G2, Slack, Clay, HubSpot, Salesforce, Nooks, Apollo, Findymail, BounceBan, LinkedIn and Smartlead.
Open the diagram full size (1180 px wide)
The play in six steps
- 01
Step 1: Ingest the intent alerts
Review sites tell you who is actively comparing vendors. Most teams let those alerts scroll past in a channel.
- Send G2 buyer-intent alerts to a dedicated Slack channel.
- Use a bot or webhook to pull the structured fields out of each alert: company, domain, page type, time.
- Capture category, comparison and pricing views as separate events.
- 02
Step 2: Push every alert to Clay
An alert read once and forgotten is a notification. An event stored against a company becomes a score.
- Log one event per alert against the company domain.
- Dedupe repeated alerts for the same domain and page within a day.
- Keep the page type and timestamp on every event.
- 03
Step 3: Weight the signals
A category browse and a pricing page view are not the same intent. The weights are the play.
- Category page view: low weight.
- Competitor comparison page: medium weight.
- Your own pricing page: highest weight.
- Several views within one week compound the score.
- 04
Step 4: Score cumulatively and let it decay
One visit is noise. A pattern over days is a buying signal, and old intent should stop firing.
- Add each weighted event to a running score per company.
- Decay the score over time, for example halve event weight after 14 days.
- Set a threshold that flips an account to HOT, and review it monthly against booked meetings.
- 05
Step 5: Sync the score to the CRM
If the score lives outside the CRM, reps never act on it.
- Write score and last-scored date to the company record in HubSpot or Salesforce.
- Attach a short note listing the pages that drove the score, so the rep knows what the buyer was comparing.
- 06
Step 6: Route by temperature
Same-day action on HOT accounts is the entire value of this play. A day late, they have already booked demos with others.
- HOT:
- Slack alert to the owning SDR
- Find the likely buyer with Apollo and Findymail, confirm they are still in role on LinkedIn, verify the email with BounceBan
- Call the same day through Nooks
- WARM:
- An automated Smartlead sequence about the problem the category solves
- COOL:
- No outreach. Keep scoring
- Never mention G2 or the visit in the copy.
- HOT:
Tools used
The eleven tools this play names. Each links to the other plays that use it.
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The disqualification reasons that keep coming back.
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