Earnings call language that means budget
The phrases on an earnings call that tell a services seller money is moving, the phrases that mean it isn't, and how to turn them into an opener.
3 min read
Blog
Signals Page 2
Posts on signals for services firms selling $50K to $500K engagements.
Regulatory change as a buying signal
Why a new rule with a compliance deadline creates real services budget, how to read it in filings and job posts, and how to open without fearmongering.
3 min readState and local procurement signals
Where state and local buying signals live, from council agendas to budget documents and grant awards, and how a services firm reads them early.
3 min readJob posts tell you the budget is real
A job post for the problem you solve is proof the money exists. Here's how to read one and turn it into an opener a senior buyer answers.
4 min readReading SAM.gov as a services firm
How a services firm should read SAM.gov, which notices matter more than the RFP itself, and how to use award history to find work before it posts.
3 min readPublic tenders beyond the RFP
By the time a public RFP posts, the requirements are often shaped. The notices that come before it are where services firms can still get in early.
3 min readFunding rounds and the 90 days after
A funding round opens a short window for services firms. What happens inside a company in the 90 days after the money lands, and when to reach out.
3 min readInfluencer engagement is the weakest signal
A buyer liking an industry voice's post tells you little alone. Why influencer engagement ranks last and when it earns a place in your research.
3 min readWhen a buyer posts about a failed project
A leader who writes about a failed project is telling you the problem is still open. How to read that post and what to send, without pouncing.
3 min readMargin pressure is a buying signal
When margins get squeezed, someone inside is told to fix it and buys outside help. Here's how to spot margin pressure in public filings and act on it.
4 min readReading what a buyer writes about
A buyer's own posts tell you what they're measured on and what worries them. How to read them for a hypothesis without crossing the line.
3 min readSpeaking slots tell you what a leader is selling inside
When a buyer takes the stage at a conference, the talk is a pitch for their internal agenda. How to read a speaking slot and write to it.
3 min readEvent attendance as a buying signal
When a buyer says they're going to an event, they've told you what they're learning about. How to read event attendance and what to send.
3 min readWho follows your competitor's page and why it matters
When several people from one account follow a competitor's page in the same weeks, a vendor search may be starting. Here's how to read it.
3 min readCompetitor engagement without creeping people out
When a buyer engages with a competitor, it's a real signal. Here's how to use it without telling them you watched them like a hawk.
3 min readThe quiet signal in a LinkedIn job change
New CIOs are the loud job changes. Quiet ones, like a new title one level down or an internal promotion, often say more about where budget is going.
3 min readFollowing your champion to a new company
A former champion landing at a new company is the warmest signal in services sales. Here's when to reach out, what to say and what to leave out.
3 min readYour champion just left. Now what?
When your champion leaves, you get two buying signals at once. How to hold the account they left and open the company they just joined.
3 min read