Why 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 read
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Tagged timing
Every post tagged timing.
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Signal 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 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 readFunding rounds and the 90 days after
A funding round opens a short window for services firms. What happens inside a company in the 90 days after the money lands, and when to reach out.
3 min readWhen a buyer posts about a failed project
A leader who writes about a failed project is telling you the problem is still open. How to read that post and what to send, without pouncing.
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 readPrivate equity ownership changes the timing
When a private equity firm buys a company, services spending speeds up. Here's how the hold period changes when and how you should reach out.
3 min readWhen they say reach out next quarter
When a buyer says reach out next quarter, it's often real timing and sometimes a soft no. Here's how to tell, what to reply and how to come back.
3 min readWhen they say it's not a priority right now
What "not a priority right now" usually means from a senior buyer, the reply that keeps the door open, and the follow-up habits that close it for good.
3 min readThe 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 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 read