Selling to travel and hospitality companies
How services firms sell into travel and hospitality. Who buys, the pressures on their systems and margins, the signals to watch and an example opener.
3 min read
Blog
Tagged buying signals Page 3
Every post tagged buying signals.
Reading 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 readSelling to media companies
How services firms sell into media companies. Who buys, the pressure on their revenue models, the signals that matter and an opener that lands.
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 readThe risk factor that wasn't there last year
A new risk factor in a 10-K is leadership admitting a problem in writing. Compare it to last year's filing and you'll know where the budget is going.
4 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 readWhen a buyer comments on your post
A comment or reaction from someone at a target account is attention, not intent. Here's how a services firm follows up without pouncing.
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 readA consent order comes with a deadline
When a regulator fines or settles with one company, the fix has a date the company didn't choose. Here's how services firms read that signal.
4 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 readNew CISO, new priorities
A new CISO reviews every control, vendor and gap in the first months, and that review becomes funded work. Here's how to show up early.
3 min readWhen a CDO arrives, data budgets follow
A new chief data officer is often the first visible sign a company will fund data work. Here's why the budget follows and how to reach them early.
3 min readSelling to private equity portfolio companies
PE portfolio companies buy services on the owner's clock, with an operating partner in the room. Here's who decides, what pressures them and how to open.
3 min readAfter a breach, the fix is bigger than the incident
A disclosed breach starts a security program that runs for years. Here's how a services firm reads the signal without chasing the ambulance.
3 min readThe new COO and the operations agenda
A new COO arrives with an operations agenda and a short runway to show progress. Here's what that agenda holds and how sellers should respond.
3 min read