Date : 06/2026

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Buyer Intent ETI & KA target accounts ; continuous prospecting

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Combined Scoring Sales Score combined +75

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equence Builder GPT Build your HubSpot sequences in minutes

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Dispatch Automatic account assignment

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Functional Emails Sequences on a clean base

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Key updates and HubSpot news for the Sales team.

Buyer Intent - Target Accounts: ETI & KA

What is Buyer Intent?

Buyer Intent allows you to identify companies that are actively visiting our high-intent pages (demo pages, pricing, free trial, solutions) without having filled out a form yet.

These are accounts raising their hand before calling a competitor. The goal is simple: reach them first.

Two segments, two feeding logics

🟢 ETI & Key Accounts segment : Continuously automated

Target: companies with 250 to 1,000+ employees.

As soon as a company matching the intent criteria enters the target, it is automatically added to the relevant sales rep's prospecting list. The flow is continuous; no manual action needed. You continuously receive new companies to prospect within your segment.

🟠 Other segments : Manual assignment

Companies within the target but without a flagged intent signal are assigned manually by the CRM Manager or sales manager based on monthly priorities.

High-intent pages monitored :

When to move a Buyer Intent contact to Odoo

For all contacts sourced from the HubSpot Buyer Intent tool:

Once there has been an exchange and you consider the lead warm enough, do not create the lead manually in Odoo. Use your personal sales form instead:

👉 Fill in your ****form yourself with the contact's information.

The contact's details will update in HubSpot, and the lead will automatically appear in Odoo with the source Prospecting.

❓ Any questions about the process? Contact @Katia Le Besnerais directly.

⚠️ Important reminder : Your feedback is essential

Systematically flag any company that does not match your segment or seems incorrectly assigned. Without your continuous feedback, bad assignments accumulate and degrade the quality of your lists.

A quick message to @Mohamadou Barry or in the dedicated Slack channel is all it takes.

Dispatch

👉 Take a look to the complete dispatch systeme

For sales reps covering UK, LATAM, APAC, Eastern Europe, and the Middle East: country + sector rules are documented in the "Workflow logic" tab of the dispatch file.

When in doubt about an assignment

1. The company doesn't match your segment

→ Flag it in the dedicated Slack channel with the company name and reason.

2. The company is in your segment but you don't recognize it

→ Check in HubSpot that the industry is correctly filled in. If not, update it ; that's the field driving automatic assignment.

3. Two reps receive the same account

→ Flag it immediately : it's a duplicate to fix in the mapping.

Combined Scoring : Sales Score Combined +75

In one sentence

The workflow continuously monitors all contacts in the database and automatically alerts the right sales rep as soon as a contact reaches a high commercial score ; without the rep having to search.

What the workflow Wf_Scoring_Signal_Combiné_75+ does

1 · Automatic score monitoring

HubSpot continuously calculates the Sales Combine Score for each contact. As soon as a contact exceeds 75 points, the workflow is triggered.

2 · Intelligent filtering

Before creating an alert, the workflow automatically verifies the contact is a legitimate target:

• Not already an active client
• No active license or subscription
• Has a professional email address
• Their company is not already a client
• Few or no remaining test credits

3 · Automatic context qualification

The workflow identifies two situations and creates the appropriate task:

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Workflow logic :