High Intent Volume, Disposition Science, and Nurture
Don't Just Call—Capture Intelligence: The Long Game of Phone Intent
In this Q&A session, Joey and Evan address the common fear of "running out of P1s" (High Intent leads). They explain that while TitanX accelerates speed-to-conversation, the real value lies in what you do after the connect. By understanding that only ~10% of the market is ready to buy now, they break down how to leverage "Disposition Science" to capture value from the other 90%.
The "P1 Fear" Myth: You won't run out of high-intent leads because markets are fluid. 20% of your low-intent prospects will likely become high-intent over the year as roles change and timing shifts.
Speed to Intelligence: The goal of a cold call isn't just a meeting; it's intelligence. Every conversation must end in a clear disposition (e.g., "Not Now," "Referred") that dictates the next move.
The "Activated" Gold Mine: Joey defines "Activated" leads as those showing the 3 I's (Interest, Intrigue, Intent). These shouldn't just sit in a CRM; they should go immediately to an AE Self-Sourcing Pool for higher-level follow-up.
Marketing's Missed Opportunity: Evan highlights a massive gap in most orgs: Marketing treats itself as "above" the sales funnel. Instead, they should be retargeting accounts based on specific phone dispositions (e.g., serving ads to "Not Now" prospects based on their renewal dates).
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