The 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 read
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Tagged research
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Executive 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 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 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 readFinding signals at private companies
Where to find buying signals at private companies with no SEC filings, from job posts and leadership moves to local news, tenders and owners' own words.
3 min readA culture of research
How a services firm leader builds a sales culture where research before outreach is the norm, from what gets inspected to what gets praised.
3 min readSignals that look good and aren't
The buying signals that look promising to a services seller and usually aren't, and the quick checks that separate a real opening from noise.
3 min readProduct launches and the services work behind them
Why a product launch announcement points to services work a firm can win, which signals around it matter, and how to time an opener to the cleanup.
3 min readPersonalization that isn't flattery
Real personalization is about the buyer's problem, not the buyer. How to tell the difference and write an opener that's specific without flattering.
3 min readResearch that takes ten minutes, not two hours
How to run account research in ten minutes without cutting corners, by capping each source at three facts and stopping the moment the hypothesis is clear.
3 min readBuilding the market panel of a 3x3
How to build the market panel of a 3x3, using competitors, peers and the voices a buyer follows to find pressure the company itself won't name.
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 readThe 3x3 for a private company
How to run a 3x3 research pass on a private company with no filings, where to find public record, social context and market facts that hold up.
3 min readResearch before reach. The 3x3 method.
The 3x3 is three sources and up to three facts each, gathered before the first note goes out. Here's how to run it and turn it into an opener.
4 min readThe out-of-office reply is a lead
An out-of-office reply isn't a dead end. It names delegates, reveals the org and tells you when to follow up. How to read one and what to send next.
3 min readThe 3x3 for a public company
Public companies publish more about their problems than any other buyer. How to run 3x3 research on one and turn the filings into a sharp hypothesis.
3 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 read