Thank you for your interest in LoneScale! This overview outlines how to create a custom object to save intent signals in your CRM, or database.
⚠️ We will focus on :
an intent custom object to save sales trigger alias intent alias insights alias signals
custom objects that can be associated with contact, company, or both object types.
To use Custom Objects like a pro, we advise you to read:
1️⃣ Define the type of data associated and the type of signals you will store in the custom object
💡 We advise using a different custom object to save product data even if they are intent data for you
There are different types of 3rd party intent data. We classify them into 3 groups applied within:
a Contact framework:
An Account framework
a Contact and an Account framework
Job movements (Job changes + New hires)
a Search (G2, Gartner, etc)
⚠️ Contacts and accounts-based intent data means they're used with both objects. It will be better to associate this kind of intent with both objects in your CRM or database.
2️⃣ Set up a type field
It will be used to trigger events or filters based on the intent type. Better to use a single checkbox list, here is an example of the type you can use:
Job movements (Job changes + new hires)
Content (ebook, webinar)
Community (slack etc)
Social selling (like, comment, post)
3️⃣ Create the data field you need for each type
Here is a non-exhaustive list:
Common to all intent records:
Contract value ($,€,£)
Usage type (Customer, Prospect, Churned)
Company LinkedIn ID
Old company CRM ID
Old company name
Event type (internal, external)
Job signals - hiring intent
Job movements (Job Changes + New Hires)
Is New Hire
Department job title
Level job title
Old job title
Tenure company length
Tenure position length
Start company date
Start position date
Type (slack, group, etc)
4️⃣ Customize the display of your intent
Your GTM team should accesss the information depending on the intent type.
5️⃣ Configure triggers and actions from intent data
Using a custom object, you can now trigger events following intent data capture. Here are some ideas:
Push the contact to our outbound sequences New Hires
Add 50 points to the company score if they use a Competitor
Add 100 points to the company score if they visit a G2 page
Add 30 points to the company score if they visit our website
Add 25 points to the contact score if (s)he downloaded an ebook
⛔️ Danger to avoid ⛔️
Make only the association you need because you may have to remove these associations. For example:
you associated hiring intent with all the company contacts
a contact job of company => you will have to remove the intent association with the contact who left the company
Forget to save in your intent record company or contact data to retrieve them. We always save the company's LinkedIn ID and the domain name in an intent record of the associated company.
You will find that implementing custom objects with LoneScale is a very light lift compared to most tools you can connect with your CRM or database.
💡 For Salesforce users, LoneScale offers a pre-built custom object built for all GTM teams: follow here 👈.
Still have questions?
☀️ If you haven't found the answer you were looking for, please ask our team by LinkedIn, emails, or on the LoneScale chat ❤️