Stage 1 gets sharper the longer you run it
Every signal in Stage 1 starts from a default weight. Then your own reply rates move it. Here's how the Board learns which signals work for your firm.
2 min read
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Finding 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 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 readSignal stacking. When three beats one
Why three buying signals stacked at one account in the same few weeks beat one strong signal alone, and how to weigh and age them sensibly.
3 min readLicense renewal timing as a signal
How to read when a company's major software license is up for renewal, and why that window is a strong moment for services work around the platform.
3 min readCloud contract renewals you can see coming
How to spot a company's cloud contract renewal before it happens using filings, job posts and leadership changes, and pitch the cost work around it.
3 min readThe signals before an ERP migration
The buying signals that show up months before a company starts an ERP migration, and how a services firm reads them to get in before the RFP.
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 readSelling to the Fortune 500 as a small firm
How a small services firm wins work at a Fortune 500 company by picking one business unit, one problem and one leader instead of the whole logo.
3 min readNew market entry as a buying signal
When a company enters a new market, region or segment, it needs capacity it doesn't have. How to spot the move early and who to write to about it.
3 min readOffice closures and consolidation signals
Office closures and site consolidations create services work in IT, finance and shared services. How to read the signal and who to write to.
3 min readGuidance cuts and what they mean for vendors
A guidance cut freezes some services budgets and opens others. How to read the cut, who's under pressure afterward, and what to say to them.
3 min readEarnings 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 readSelling to companies after an IPO
How to sell services into a newly public company, who holds the budget after listing, which signals matter most, and an opener that fits.
3 min readRegulatory 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 readSelling to professional services firms
How to sell services into law, accounting and consulting firms, who decides in a partnership, the pressures on them, the signals to watch and an opener.
3 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 read