Build a High-Intent Lead List with Wistia and HubSpot

Let's face it: not everyone who attends a webinar is a hot lead. But what if you could pinpoint the most promising prospects for your sales team? By mixing webinar attendance with video engagement data, you can do just that. Here's how to use HubSpot and Wistia to create a list of high-intent leads that your sales team will love.

📌 This tactical setup was a part of the discussions at the Happy Customers Festival, where HubSpot experts shared even more valuable insights and strategies.

Here’s how it works

Step 1: Gather Your Webinar Data

First things first, you've run your webinar using Wistia Live. Great! Now all that juicy attendance data is flowing right into HubSpot. You've got a list of everyone who showed up, ready to go.

Step 2: Track Video Engagement

Here's where it gets interesting. You're not just looking at who attended your webinar. With the Wistia integration in HubSpot, you can also keep tabs on how contacts interact with your videos. Are they watching your product demos? How much of each video are they actually viewing?

Step 3: Build Your High-Intent Lead List in HubSpot

In HubSpot, create a list that combines webinar attendance and video engagement. For example, you might include people who:

• Attended your recent partner webinar
• Watched at least 25% of any product demo video (this data can be pulled into your HubSpot account automatically with the Wistia integration)

This combo is golden. It shows you who's interested enough to attend a webinar and dive deeper into your product videos.

Step 4: Send the List Off to Your Sales Team

Now that you've got your high-intent lead list, it's time to hand it over to your sales team.

Your sales reps now have a treasure trove of tailored information at their fingertips. They can see exactly which webinars each lead attended and which product videos caught their interest. Want to know if a lead rewatched the pricing section of your demo video? That info's right there in HubSpot.

Armed with these insights, your team can craft personalized outreach that really hits home. They might kick off a call by saying, "Hey, I noticed you attended our partner webinar last week and spent some time with our feature comparison video. What stood out to you?"

This level of personalization shows leads that you're paying attention and genuinely interested in addressing their specific needs.

Ready to start reaching out? Your team can use Aircall to efficiently work through this list of high-intent leads. With Aircall's HubSpot integration, they can make calls directly from the contact record, keeping all that valuable engagement data right at their fingertips.

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