Ignoring the Noise: Signal-Based Prospecting Explained

Demographics tell you who someone is. Signals tell you what they are doing. In sales, "what they are doing" is infinitely more important.

The Demographic Trap

"Targeting SaaS CTOs in New York." Result: You sound like every other vendor. They get 50 emails a day.

The Signal Advantage

"Targeting CTOs who just installed 'Segment' on their website last week." Result: You are timely. You are relevant.

Top Signals We Track

1. Tech Installation: Detects new software added to their website (Competitors or Complements).
2. Job Hiring: "Hiring for Head of Growth" = They have budget and a problem to solve.
3. Funding News: "Series B" = Pressure to grow.
4. Executive Moves: New VP of Sales joined 2 months ago = They are evaluating new tools.

How to execute

IngageNow monitors these signals 24/7. When a signal "fires", the agent:

1. Verifies the lead.
2. Drafts a message referencing the specific signal. ("Saw you just installed HubSpot...")
3. Queues it for your review.

Conclusion

Signals are the difference between "Spam" and "Consultative Selling".