The challenge
Your sales team doesn’t need more contacts. It needs to know who to call this week, and what to say.
Most accounts in your market are not buying today. Those that are do their own research, compare vendors and arrive at the first meeting with a fairly clear idea. If your team arrives late, it competes on price. If it arrives early and with context, it helps shape the need.
Intent data lets you spot those signals in time. But on its own it is not enough: the signals have to be verified, combined with market knowledge and turned into a specific sales action. That is what we do at TMR.
What's included
We license the best signals. We build the intelligence that turns them into opportunities.
01 · Digital signals. First-party intent (visits to pricing, comparisons, demos, webinars) and third-party intent (companies researching your category or your competitors more than usual).
02 · Public signals in Spain. Tenders and preliminary market consultations, capital increases, leadership changes, new CIOs or CISOs, grants awarded, technical job openings and industry news.
03 · Verification and prioritisation. Every signal is checked, dated and compared with the account’s usual behaviour. Only what fits your ideal customer and has a clear reason to act now goes to sales.
04 · Account dossier. For each priority account, a sourced summary: what is happening, why now, who is involved in the decision and which conversation to open.
Signals we monitor
Global platforms see southern Europe less clearly. That is why we combine their data with Spanish sources.
Strong signals: pricing or demo visit, published tender, interest in a competitor, new CIO, CISO or CTO.
Medium signals: capital increase, merger or acquisition, grant or subsidy awarded, technical job openings, expiry of a public contract, industry regulatory deadline.
Context: installed technology and presence at industry events.
An account is investigated with one strong signal, or two medium signals from independent sources within thirty days, provided it fits your ideal customer.
How we work
Six steps, from signal to opportunity.
01 · Ideal customer and topics. We start from your won opportunities, your competitors and your solution lines.
02 · Capture. We gather digital signals, data from your website and CRM, and Spanish public sources.
03 · Verification. We compare each signal with the account’s usual activity and rule out false positives.
04 · Prioritisation. We combine fit, intent and existing relationship into a five-level score.
05 · Activation. ABM campaigns, outbound, partner programs or a direct call, with agreed response times. AI prepares; a person validates.
06 · Measurement. We compare the accounts we work with a control group and fine-tune every month.
From signal to action
Every account sits at one of five levels. Each level has an action and a response time.
Cold · no relevant activity → brand and content, no sales contact.
Waking up · early research → role-based content to nurture the interest.
Considering · above-normal activity → campaign targeted at the account.
Evaluating · several signals, possible shortlist → personalised outreach to the decision-makers within 48 hours.
Buying · strong signal (pricing, tender or comparison) → call from a senior salesperson with a concrete proposal, the same day.
Intent data tells you which accounts and when. Our ABM campaigns decide how to reach them.
Compliance
Useful data, obtained lawfully and used with judgement.
We work at company level: we do not identify individuals from their browsing.
We operate in line with the GDPR, Spain’s LSSI and the Spanish Data Protection Agency (AEPD) guidelines.
We do not scrape LinkedIn or hidden contact data.
We never tell a contact that we have detected their research: the message relies on their public context.
Data licences belong to the client or are used under a written agency agreement.
Whenever an AI interacts with a person, they are told from the very first moment.
How we start
With a three-month pilot, signed objectives and a control group.
Together we define the ideal customer, the signals and the success criteria. During the pilot we measure signal accuracy, response time and impact against comparable accounts we do not work. At the end you have real data to decide whether to scale.
We commit to what depends on us: signal accuracy, coverage and freshness, and response times. Pipeline is the goal we pursue together.
Find out which accounts in your market show buying signals →