Podcast guest spots are a buying signal
A senior leader at a target account guests on a podcast. That's thirty minutes on the record about their priorities. Quote it in the opener.
4 min read
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Tagged buying signals
Every post tagged buying signals.
Buyers20 postsIndustries38 postsLeadership37 postsMethod50 postsPipeline40 postsProduct7 postsReplies21 postsSignals82 postsWarm intros32 posts
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How Stage 1 ranks accounts on the Board
How the Stage 1 Board ranks your target accounts. Ten signals, weighted by strength, stacked at the account and faded with age so fresh activity rises.
3 min readIntroducing Stage 1
Stage 1 watches your target accounts for ten buying signals, finds warm intro paths, and drafts openers your team approves before they go out.
3 min readThe same signal means different things by industry
A new CIO, a hiring spree or a funding round can mean opposite things in different industries. How to read a signal in the context of the business.
3 min readInterim leaders and how to approach them
An interim leader isn't a new-leader signal in the usual sense. What an interim title tells you, what they can buy and how to open with them.
3 min readThe officer change hidden in an 8-K
An 8-K Item 5.02 reports an officer or director coming or going. Read who it is, when it takes effect, and whether that seat buys services.
3 min readExecutive departures that open doors
An executive leaving can open an account as wide as a new hire arriving. Which departures matter, what to watch next and how to open.
3 min readWhen your account comments on a rival's post
When someone at a target account comments on a rival firm's posts about your kind of work, they're shopping. Bring a sharper point of view.
3 min readThe account that went quiet
When a busy account stops producing signals, the silence means something. Here's how to read a quiet account, when to wait and when to write anyway.
3 min readA new leader from a company you served
When a new CTO or VP arrives from a company your firm served, they already know your work or can check it in one call. Find who overlapped.
4 min readHow to rank signals for your offer
A general signal ranking is a starting point. Here's how to reorder buying signals around what your services firm sells and who buys it.
3 min readSignals at mid-market companies with no filings
Mid-market companies don't file 10-Ks, but they still leave signals. Here's where to look when the public record is thin and how to read it.
3 min readSix engineering roles in one offshore city
When a company posts several engineering roles in one offshore city, it's building a center with a deadline that lands before the team does.
4 min readA lawsuit against the integrator is an open door
When a company sues its integrator over a failed rollout, the relationship is over and the system still has to work. Lead with the recovery.
4 min readA global capability center is a services buy
A company announcing a global capability center has funded work with a date and no partners named yet. Here's where services firms fit in.
4 min readWhy last quarter's news is worth less
Buying signals lose weight with age. Here's why a fresh signal beats an old one, how to discount stale news, and when an old signal still counts.
4 min readA role open 60 days is a project slipping
When a senior or specialist role stays open past 60 days, the work behind it is slipping. Offer capacity to cover the gap, not candidates.
4 min readWhen the news names the incumbent integrator
A headline naming an account's integrator tells you who you're displacing and when the contract turns. Here's how to read it and when to move.
4 min read