#416 - 12 Ways to Reveal Your Buyers "Hidden" Purchase Intent

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About this episode (#416):

In this episode, Jack convinces Jeremy to go deep on one of the hardest problems in cold outreach: building a list when your buyers are essentially invisible. They unpack how to find prospects who use internal processes like Scrum or cold calling, even when there is no public signal that gives them away. The conversation introduces creative ways to spot indirect clues and build highly valuable lists that most databases simply cannot provide.

Key topics discussed in this episode:

What an "invisible list" is and why it is so hard to build

How to identify buyers who use internal processes that are not public facing

Using job ads, roles, and language as signals of hidden buying intent

Finding prospects through LinkedIn groups, skills, and thought leaders they follow

The "birds and bait" framework for spotting indirect signals that lead to ideal buyers

Mouse and whisker tactics to test for fit without being overly direct

Leveraging partners, implementers, and adjacent tools to access hard-to-reach audiences

Why the hardest lists to build often deliver the highest reply rates