Finding and Understanding Buying Signals

Iterate
Sales Enablement
Finding and Understanding Buying Signals

Finding and Understanding Buying Signals

Last updated: Jul 12, 2024

Table of contents

Outbound has evolved drastically over the past several years and sales teams and prospects are tired of sending and receiving thousands of cold emails. Prospects are responding less, SDRs are getting burnt out, and at the end of the day, the results are not there. So how can you save time and find the potential customers that actually matter to you? By using relevant buying signals and tailoring your response to address problems that leads are facing when they actually have them.

What Are Buying Signals?

Buying signals are cues that potential customers give, indicating their interest in your product or readiness to explore new solutions. Recognizing these signals allow you to respond appropriately and reach out before your competitors, moving the customer closer to making a purchase.

Common Types of Buying Signals

Past Champion: If a former advocate of your product or service joins a new company, they might push for its adoption in their new role. Reaching out to a past champion can open doors to opportunities based on their prior positive experiences.
New Hire: When a company hires new employees, especially in decision-making roles, it often signals changes and potential new needs. Reaching out to new hires can uncover opportunities as they may be looking to make an impact in their new positions.
Promotion: When someone within a company gets promoted, they may have new responsibilities and goals that your product or service can help achieve. Congratulating them on their promotion and discussing how you can assist in their new role can be a good segway into a potential deal.
Website Visitor: If someone visits your website, especially multiple times or views specific product pages, it indicates interest. Tracking and following up with website visitors can help convert interest into sales.
Funding and News: Companies that receive new funding or are featured in industry news often have growth plans and budgets for new projects. These can be prime opportunities to introduce your product or service.
Social Interactions: Engagements on social media, such as likes, comments, and shares of your content, show that the prospect is already aware of your product. Monitoring and interacting with these potential leads can nurture them into customers.
Hiring Trends: Companies that are actively hiring, especially for roles related to your product or service, may be gearing up for new projects or expansions. These hiring trends can signal upcoming needs for your offerings.

There are many tools that can help you track and act on these signals. Try using The Org’s Track feature to stay up to date on team changes at your accounts so you don’t miss when a champion moves or a decision maker is hired.