Buying Signals 6

6 Buying Signals (Ranked by Purchase Correlation)

1. Former Customers & Alumni Users (Highest Correlation)

Why it works:

• Trust already established + known playbook
• Faster proof of value

Query: Previous users of your product at new companies

Outreach timing: Immediately upon detection

2. New Leadership ≤90 days

Why it works:

• Mandate for early wins
• Vendor amnesty period
• Budget air cover for new initiatives

Query: LinkedIn job changes, press releases

Outreach timing: Days 14-45 (peak engagement window)

3. High-Intent Website & Content

Why it works:

• BOFU pages: pricing, competitor comparisons, demo, integrations
• Shows active evaluation

Query: Website visitor tracking, content downloads

Outreach timing: Within 24-48 hours (highest intent signal)

Reply rate: 25-30% (they know you)

4. Tech Stack Change

Why it works:

• Active change project indicates openness
• Fresh pain from transition
• New gaps in workflow

Query: BuiltWith, job postings mentioning new tools

Outreach timing: 1-2 weeks after detection

5. Expansion (Raise, New Region/Product)

Why it works:

• Board targets create urgency
• Scale pain emerges
• Standardization moment

Query: Crunchbase, press releases, job postings

Outreach timing: 2-4 weeks after announcement

6. Hiring or Downsizing

Why it works:

• Hiring = ramp pressure, need efficiency
• Downsizing = do-more-with-less mandate

Query: LinkedIn company growth, layoff news

Outreach timing: 1-2 weeks after pattern detected

Signal Performance Benchmarks

Key insight: Signal-based outreach = 3-4x higher contract values

Combines with

Example prompts

Which buying signal should I prioritize for a $50K ACV enterprise deal?

Create an outreach strategy combining job change + funding signals for fintech companies.

How do I detect tech stack changes for companies using Salesforce?

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