Person-level intent scoring
Key Takeaways
- •Person-level intent scoring combines multiple signals into one score per individual, not per account.
- •Good scoring models weight signals by recency, proximity to the buying decision, and role relevance.
- •Scoring should feed directly into workflows - alerts, sequences, or CRM fields - not just sit in a dashboard.
- •Scoring at the person level is more precise than account-level scoring, but depends on solid DMU and signal data underneath it.
Signals alone don't prioritize themselves. A team tracking dozens of person-level buying signals across hundreds of contacts still needs a way to decide who to act on first.
That is what person-level intent scoring is for: converting individual signals into a single, comparable score per person, so outreach can be prioritized systematically instead of by gut feeling.
Why intent needs to be scored, not just tracked
Tracking signals without scoring them creates noise: a long list of "activity" with no clear sense of what matters most today. Scoring turns that list into a ranked, actionable view.
At the person level, scoring also has to account for role. A single signal from a economic buyer is often worth more than several signals from someone with no budget authority.
What goes into a person-level intent score
Most effective scoring models weigh a combination of factors rather than counting raw signal volume.
- •Recency: how recently the person engaged
- •Frequency: how often signals repeat over a given period
- •Signal strength: a pricing page visit typically outweighs a single LinkedIn like
- •Role relevance: how close the person is to the actual buying decision, based on DMU mapping
- •Peer activity: whether others at the same account are engaging around the same time
A good score answers one question clearly: who should we talk to today, and why?
Putting person-level scores to work
A score that only lives in a dashboard doesn't change outcomes. The teams that get the most value route scores directly into daily workflows: a Slack alert when a key stakeholder crosses a threshold, a CRM field that reorders a rep's task list, or a trigger into an outbound sequence.
This is where person-level intent scoring connects back to outbound sales execution - covered in the next article - and to workflow automation more broadly.
Score every decision-maker, automatically
See how Stairoids turns person-level signals into a single, actionable intent score.