How to Identify High-Intent Prospects in Biotech and MedTech
In the fast-paced and highly regulated world of biotech and MedTech, finding the right prospects can feel like searching for a needle in a haystack. Unlike simpler B2B markets, the life sciences sector deals with long sales cycles, complex products, and multiple stakeholders who all influence the buying decision. That’s why identifying high-intent prospects—the ones most likely to convert—is critical for startups and growing companies aiming to scale.
Without a strategy for pinpointing intent, sales teams often waste weeks chasing contacts who will never engage meaningfully. Conversely, focusing on high-intent prospects ensures that every outreach, demo, or meeting has a real chance of moving a deal forward.
Understanding High-Intent Prospects
High-intent prospects are not just leads who “might” be interested—they are actively looking for a solution, have a tangible need, and are in a position to make a decision. In biotech and MedTech, this usually means:
- Decision-makers with budget authority, like Heads of R&D, Clinical Operations Directors, or Procurement Leads.
- Companies with urgent challenges—for example, needing faster diagnostic solutions or a new supply chain technology.
- Organizations showing engagement—downloading whitepapers, attending webinars, or researching solutions similar to yours.
Recognizing the difference between casual interest and true intent is key. The wrong lead can waste time and energy, while the right lead can accelerate your sales cycle and increase conversion rates.
How to Identify High-Intent Prospects
- Track Digital Engagement
- Start with the signals prospects are leaving online. Who is downloading your clinical trial reports, attending webinars, or interacting with your LinkedIn content? High engagement often signals readiness to explore solutions.
Example: A MedTech company noticed that several hospital procurement managers repeatedly downloaded their device safety datasheets and attended their webinar series. By prioritizing outreach to these individuals, they booked 15 qualified demos in just two weeks.
- Leverage Intent Data Tools
- Platforms like 6sense, Bombora, and LinkedIn Sales Navigator can show which companies are actively researching your product category. This data allows sales teams to focus on organizations already in the buying mindset rather than cold-calling blind.
Pro Tip: Pair intent data with your ICP criteria for maximum precision.
- Map Decision-Making Roles
- Biotech and MedTech purchases often involve multiple stakeholders. Identify the roles with influence or final decision-making power. For example, clinical trial solutions might require approval from both the Clinical Operations Lead and the Chief Medical Officer. Focusing on these roles ensures your outreach lands with the people who can actually make the purchase.
- Prioritize Based on ICP Alignment
- Your Ideal Customer Profile is the foundation of high-intent targeting. Consider factors such as company size, revenue, therapy area, technology focus, and geography. For instance, a startup offering CAR-T therapy support tools should prioritize mid-to-large biotech firms conducting clinical trials in regions where CAR-T is actively adopted.
- Look for Trigger Events
- Trigger events are signals that a company has immediate or near-term needs for your solution.
These include:
- Regulatory approvals or certifications (FDA, EMA)
- Clinical trial expansions or new therapy launches
- Public announcements of partnerships, funding, or lab expansions
By monitoring these events, sales teams can engage prospects at the exact moment they are most likely to convert.
Tools and Technology to Support High-Intent Prospecting
High-intent targeting is impossible without the right technology. Some essential tools include:
- CRM systems with lead scoring to rank prospects based on engagement and ICP alignment
- Intent data platforms like 6sense or Bombora
- AI-driven prospecting tools that suggest the best contacts for outreach
- LinkedIn Sales Navigator to research roles and companies effectively
Combining these tools ensures that your SDRs and sales reps are always focusing on the most promising opportunities.
Final Thoughts
Identifying high-intent prospects in biotech and MedTech isn’t just about having a long list of leads—it’s about quality, timing, and precision. By combining intent signals, ICP alignment, trigger event monitoring, and proper role mapping, startups can:
- Reduce wasted effort chasing unqualified leads
- Shorten long sales cycles
- Increase conversion rates and pipeline predictability
In a sector where every deal matters and timelines are long, focusing on high-intent prospects is the difference between growth and stagnation. Start today by refining your lead criteria, leveraging technology, and targeting the contacts who are most likely to turn into real, revenue-generating customer
