Legacy systems in a 10-K are an invitation
When a company names its legacy systems as a risk in a 10-K, it's telling you where the work is. Here's how services sellers should read and act on it.
3 min read
Blog
Signals Page 5
Posts on signals for services firms selling $50K to $500K engagements.
The first 90 days of a new CIO are your window
A new CIO's first 90 days are the strongest window in services sales. Here's why it opens, how fast it closes, and what to send first.
3 min readWhy a cost program needs outside help
When a company announces a cost program, the people inside are too busy to run it. That's why it's one of the strongest signals a services seller can track.
3 min readLayoff news and the services seller
How services sellers should read layoff news at a target account, when it points to outside help, and how to reach out without looking like a vulture.
3 min readWhen a restructuring is a door and when it's a wall
A restructuring can open a services deal or shut one down. Here's how to read the filing, tell which kind it is and decide whether to reach out.
3 min readReading an earnings release for the one line that matters
An earnings release is long, but one line usually tells a services seller where the pressure is. Here's how to find that line fast and use it in an opener.
3 min readWhat a buying signal is, and what it isn't
A buying signal is evidence an account has a reason to buy now. Here is what counts, what doesn't, and why signals stack and age at the account.
4 min readThe 8-K items every services seller should watch
An 8-K tells you something material just happened at a public company. Here are the item numbers that signal a services buying window and how to read them.
3 min readWhat a new CFO means for your services pipeline
A new CFO changes how every services deal at an account gets judged. Here's what the signal means, when it opens a door and how to reach out.
4 min readThe ten buying signals a services firm should watch
Ten buying signals for services firms, ranked strongest to lightest, and the four questions that decide what any one of them is worth.
4 min read