A | B | C | D | E | F | G | H | I | J | K | L | M | N | O | P | Q | R | S | T | U | V | W | X | Y | Z | AA | AB | |
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1 | Signal | Why it Matters | Strength | Tag | Channel | Funnel Stage | Guide? | Playbook | ||||||||||||||||||||
2 | Name of signal | Description of the signal and application | Higher intent signals = higher signal strength | Categorization of signal type | Where signals originate from | Stage in buyer journey where signal occurs | Link to Common Room playbook | |||||||||||||||||||||
3 | Pricing page activity (See signal guide ➜) | Visits to the pricing page—especially when those visits have a lot of toggling and activity—are often a signal of purchase consideration. | 🔥🔥 | Product-led | Website | Mid: Consideration | ||||||||||||||||||||||
4 | Customer/champion job change (See signal guide ➜) | Tried and true, when a customer or champion moves to another company, there’s a good chance they’ll bring your product along for the journey. If you keep in touch, that is. | 🔥🔥 | Sales-led | Dark Funnel | Top: Awareness | Turn job movement into pipeline | |||||||||||||||||||||
5 | GitHub activity (See signal guide ➜) | Starring, forking, opening PRs, merging PRs—all are signals of interest in open-source technology. Even better when that activity is from an economic buyer. | 🔥🔥 | Community-led | Open Source | Mid: Consideration | Triage GitHub activity | |||||||||||||||||||||
6 | Surge in product usage (See signal guide ➜) | Spikes in product usage over a short period of time indicate rapid product adoption (or an organization running a proof of concept). It’s worth looking into. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
7 | Compliance or IT user identification (See signal guide ➜) | While compliance and IT users are not typically economic buyers or champions, they’re tasked with making sure products meet security and cost benchmarks. This is usually a strong buying signal. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | Identify active economic buyers and VIPs | |||||||||||||||||||||
8 | Economic buyer activity (See signal guide ➜) | Economic buyers are elusive. When they reveal themselves (be it by joining their team in your product, following your founder, or something else), you should pay attention. | 🔥🔥 | Community-led | Dark Funnel | Top: Awareness | Identify active economic buyers and VIPs | |||||||||||||||||||||
9 | Ideal persona community join (owned) (See signal guide ➜) | A new user joining an owned community (e.g., a community of your product users) is a signal that that user is looking for support from others who have been there and done that. | 🔥🔥 | Community-led | Community | Mid: Consideration | ||||||||||||||||||||||
10 | Rapid rise and fall in product usage (See signal guide ➜) | A common enterprise product selection tactic is to run a high-scale test (think connecting a streaming data workload) to assess product performance and UX. You might be getting evaluated. | 🔥🔥 | Product-led | Product | Bottom: Conversion | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
11 | Tech stack adjacency (See signal guide ➜) | Whether your product is complementary or competition, getting a peek at a company’s tech stack configuration will help you stand out with value and show empathy with pain points. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | Identify target accounts based on their tech stack | |||||||||||||||||||||
12 | Multiple workspaces created by single org | When there are multiple sign-ups from different departments as the same organization, it’s a sign to follow up on a potential consolidation or upsell. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
13 | Power user threshold reached | Carve out the top 1% of product users. See who’s underpaying, who could benefit from extra features, and so on. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | Find power users in top accounts | |||||||||||||||||||||
14 | Paid ceiling threshold approached | Whether it’s based on number of seats, API calls, connected integrations, docs created, or something else, users approaching free or self-serve limits are a surefire signal for a convo that can drive more revenue. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
15 | Stale opportunity | A lot of initial convos go well but die on the vine due to budget, timing, feature gap, etc. After some time, these are some of the lowest-hanging fruit to pick up. Even better if you have a new feature to revitalize interest. | 🔥🔥🔥 | Sales-led | CRM | Mid: Consideration | ||||||||||||||||||||||
16 | Community or forum question asked | When questions are posted to a community or forum, it’s usually a sign that people need help. It’s a good opportunity for the go-to-market team to step in and help pave the path to success. | 🔥🔥🔥 | Community-led | Community | Mid: Consideration | Send alerts when support queries are created | |||||||||||||||||||||
17 | Surge in email opens (internal) | Hint: The email opens probably aren’t coming from just one person. Rather, it’s a sign that your email is being passed around to other stakeholders. | 🔥🔥🔥 | Sales-led | CRM | Bottom: Conversion | ||||||||||||||||||||||
18 | Legislation change | Sometimes the government steps in and passes legislation that impacts markets. When your product is an easy fix for that change, it’s a lot easier to convert a customer or book an intro. | 🔥🔥🔥 | Sales-led | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
19 | Platform policy change | Companies and services have been wiped out by policy changes to distribution platforms (updates to Gmail sender guidelines come to mind). When this happens, it causes fear, uncertainty, and doubt—FUD that your product can potentially curb. | 🔥🔥🔥 | Sales-led | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
20 | Competitor feature deprecation | If competitors stop supporting features or deprecate product lines, everyone who gets value from those features is now in the market for a new offering. | 🔥🔥🔥 | Sales-led | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
21 | Competitor close or acquisition | When competitors sunset their service or get acquired, their customers often reenter the market to refill the gap. | 🔥🔥🔥 | Sales-led | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
22 | Multiplayer product activity | More than one person collaborating in the same corner of a workspace (think a shared Figma file or Miro board), is often a sign of shared value. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | ||||||||||||||||||||||
23 | Payment method added | Adding a credit card to a paid plan is a high-signal step toward recurring revenue. It’s worth a look to see who it’s from. Could be the next whale piloting a paid plan. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | ||||||||||||||||||||||
24 | Upgrade screen activity | Sure, raising a hand to upgrade is an obvious signal. But those who view an upgrade screen or CTA don’t always take the next step. This group is on the fence and likely need a call to discuss. | 🔥🔥🔥 | Product-led | Website | Bottom: Conversion | ||||||||||||||||||||||
25 | Plan upgrade | An upgrade to a higher-tier plan is an obvious signal of value. Worth a look (and often a check-in with the customer) to understand the reason. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | ||||||||||||||||||||||
26 | Aha! moment reached | Aha! moments happen when a user first groks the value of the product. Whether it’s connecting a data source, inviting a new member, or some combination of events, aha! moments are a signal of value and likely retention. | 🔥🔥🔥 | Product-led | Product | Bottom: Conversion | ||||||||||||||||||||||
27 | New integration connected | When a new integration is connected to your product (think Salesforce or Snowflake), it’s a strong sign of a new use case, an ability to pay, and long-term retention. | 🔥🔥 | Product-led | Product | Bottom: Conversion | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
28 | Bug question/complaint | Asking or complaining about a bug is a cry for help. It can be a signal that a user needs assistance. Providing it is an opportunity to uncover pain points and new use cases. | 🔥🔥 | Product-led | Product | Bottom: Conversion | ||||||||||||||||||||||
29 | Competitor follow | New follows of a competitor handle on LinkedIn or Twitter are a sign that a convo is happening. | 🔥🔥 | Competitor | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
30 | Employee of competitor follow | A follow of an account executive or leadership of a competitor is a sign that the follower is in conversations with that competitor. | 🔥🔥 | Competitor | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
31 | Ideal persona support forum join | Close cousin of joining a community, an ideal user joining a support forum (think Discourse or Bevy) is a signal of intent to get some help. Even stronger sign then joining a community in many cases. | 🔥🔥 | Community-led | Community | Mid: Consideration | ||||||||||||||||||||||
32 | Surge in product log-ins | If there’s a spike in log-ins, it’s a signal to look deeper into user behavior. It could indicate users are sharing log-ins (and need to expand) or are preparing for an upcoming initiative. | 🔥🔥 | Product-led | Product | Mid: Consideration | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
33 | Security page/terms page activity | These forgotten pages are actually a strong signal of purchase intent. It’s a sign that a compliance person is reviewing terms for a purchase. | 🔥🔥 | Product-led | Website | Mid: Consideration | ||||||||||||||||||||||
34 | Product link share | For collaborative products (think Figma or Loom), sharing links to reports or docs developed in the product is a signal of associated value and potential upsell or cross-sell opportunities. | 🔥🔥 | Product-led | Product | Bottom: Conversion | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
35 | Gmail/personal sign-up enrichment | Product-led companies tend to get a lot of sign-ups from personal emails. With enrichment, it’s possible to separate the ideal customers from the freeloaders. | 🔥🔥 | Product-led | Product | Mid: Consideration | Enrich Gmail signups | |||||||||||||||||||||
36 | Surge in layoffs | Reduction in force is a signal of need for efficiency or strategy not working as intended. While often seen as a counter-signal, it can be a positive sign for a need to consolidate technology or bring on a new tool to replace the function of an employee. | 🔥🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
37 | Integration removal (external) | Just like adding an integration to a tech is a signal of intent, the same goes for removal. It could mean the stripped tool was not adding value as intended and is being replaced for something more feature rich. | 🔥🔥 | Sales-led | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
38 | Integration disconnected (internal) | When an integration is disconnected or removed from a customer’s workspace, it’s a sign that it wasn’t adding value or is being replaced by a new integration that is more cost-effective, feature-rich, etc. | 🔥🔥 | Product-led | Product | Mid: Consideration | ||||||||||||||||||||||
39 | Community or forum question answered | Questions answered in community channels are often a sign of product advocacy and expertise. Depending on where the question came from and where that user is in the customer journey, it could be a sign to reach out, even if just to thank them. | 🔥🔥 | Community-led | Community | Mid: Consideration | Send alerts when support queries are created | |||||||||||||||||||||
40 | Integration page activity | A visit (especially for an extended period) to an integrations page is a signal that the viewer is looking to understand how that integration works. It’s a good opportunity to reach out and offer some help. And even better if that integration is one that’s associated with a high revenue value. | 🔥🔥 | Product-led | Website | Mid: Consideration | ||||||||||||||||||||||
41 | Docs page activity | Similar to integrations page views (sometimes they’re even the same thing), consumption of docs pages is a sign that a lead (or account if the lead is unknown) is looking to address something with your product. Doesn’t hurt to reach out to lend a helping hand. | 🔥🔥 | Product-led | Website | Mid: Consideration | ||||||||||||||||||||||
42 | Relevant post engagement | Everyday there are dozens of posts on LinkedIn or Twitter that trend. If those trending topics hit on a pain point that your product can solve, those who engaged with it can be a good source of prospects to reach. | 🔥🔥 | Community-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
43 | Negative product review | Sites like G2 and Trustpilot offer a wealth of reviews from product users. Even if generally positive, reviews often uncover frustrations or limitations of the product. If your product addresses those pain points, it’s a good opportunity to reach out or chime in. | 🔥🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
44 | New account sign-up | Obvious one, but a new sign-up for a trial or free version of a product is a clear sign of interest. | 🔥🔥 | Product-led | Product | Mid: Consideration | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
45 | Trial end approached | When a trial is expiring (especially when there’s active product usage), it’s an opportunity to reach out to users to help with conversion to customer. It can also be used as a point of leverage to extend the trial in exchange for a conversation. | 🔥🔥 | Product-led | Product | Bottom: Conversion | ||||||||||||||||||||||
46 | Upcoming renewal with competitor | While it’s hard to programmatically know when a renewal is upcoming, it’s possible to infer or gain intel on when a target account is in renewal talks with the competition. | 🔥🔥 | Competitor | Dark Funnel | Mid: Consideration | ||||||||||||||||||||||
47 | Competitor job change | Chatting with someone who recently left (or was let go) from a competitor presents an opportunity to get intel on churn risks, upcoming renewals, key points of context, and more. | 🔥🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
48 | Sign-up flow abandonment | Just like abandoning a shopping cart, many times someone will begin filling out a product sign-up form and bounce part of the way through. This is a good chance to follow up to see what happened. | 🔥🔥 | Product-led | Product | Mid: Consideration | ||||||||||||||||||||||
49 | Form or chat flow abandonment | In addition to abandoning a sign-up flow, form fills and live chats are occasionally abandoned (especially if there’s a lag in live chat response time). Dig into it. | 🔥🔥 | Sales-led | Website | Mid: Consideration | ||||||||||||||||||||||
50 | Payment declined | For self-service products, a declined payment can be a sign of reaching credit card limits. An annual contract or insertion order might be needed. | 🔥🔥 | Product-led | Product | Bottom: Conversion | ||||||||||||||||||||||
51 | Rage clicks | Rage clicking or frequent loads of a page in your product is a signal that something is going wrong. It’s a sign to reach out to lend a helping hand. | 🔥🔥 | Product-led | Product | Mid: Consideration | ||||||||||||||||||||||
52 | Support ticket creation | Seems obvious, but oftentimes support teams and go-to-market teams don’t talk to one another. When a support ticket is created (especially if it’s from a high-fit account), it’s usually worth a look from the GTM team. | 🔥🔥 | Sales-led | CRM | Bottom: Conversion | Send alerts when support queries are created | |||||||||||||||||||||
53 | Round-tripping (contacts from a vendor used internally) | Quid pro quo. I use your product, you should use mine. Contacts at companies that your company currently uses can offer a warm intro to the right buyer. | 🔥🔥 | Nearbound | CRM | Mid: Consideration | ||||||||||||||||||||||
54 | Shared opportunities across partners | Two are better than one. Sharing overlap of deals across strategic partners helps paint a picture of initiatives at a given account. It’s also an industry in itself: nearbound. | 🔥🔥 | Nearbound | CRM | Mid: Consideration | ||||||||||||||||||||||
55 | Questions answered | The other side of users asking support questions, a contact answering a question posed by the community not only helps relieve the support team but could be a candidate to connect with for upsell. | 🔥🔥 | Community-led | Community | Mid: Consideration | ||||||||||||||||||||||
56 | Negative media coverage | In the unfortunate scenario that a target account runs into PR trouble, it can be a catalyst for making a change—a change that may require new solutions to address a problem. | 🔥🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
57 | Product activity after stagnant period | When users or prospects go dark—no log-ins, no usage, no responses to outreach—and resurface, it’s often a sign of a new initiative or use case being prioritized. | 🔥🔥 | Product-led | Product | Mid: Consideration | Surface product-qualified leads (PQLs) to reps | |||||||||||||||||||||
58 | Keyword engagement (See signal guide ➜) | Consumption of content or interactions with social posts centered around business-relevant keywords (think product functionalities, competitor names) are often a signal of top-of-funnel intent. | 🔥 | Community-led | Dark Funnel | Top: Awareness | Track buyer intent by keywords and send real-time alerts | |||||||||||||||||||||
59 | Topic engagement | Similar to keyword intent, when a topic blows up on LinkedIn or Twitter (and that topic is a pain point your product can solve), user engagement around that topic is a surface area for in-market leads. | 🔥 | Community-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
60 | Influencer follow | If there’s an influencer who shares a similar view of the world as your company (thinking Chris Walker and “dark social” or Brendan Short and “signal selling”), followers who meet ICP criteria are worth looking into. | 🔥 | Community-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
61 | Ideal persona community join (unowned) | A new user joining a community is a sign of interest in the category or product. It can also be a sign of support for communities of practice. Be sure to adhere to the community guidelines before contacting members. | 🔥 | Community-led | Community | Top: Awareness | Identify ideal customers in your community | |||||||||||||||||||||
62 | Surge in hiring | Hiring is a sign that there’s a need to solve a problem. If your product can help, it’s a strong signal to connect and show how. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
63 | Ideal persona recently hired | New employees want to make an impact. When an ideal persona lands at a target account, it’s an opportunity to get in the mix of their ideal tech stack. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | Turn job movement into pipeline | |||||||||||||||||||||
64 | Content consumption | Tried and true way of surfacing engaged leads—those who click the emails, sign up for the webinars, read the blog posts, watch the videos, etc. | 🔥 | Sales-led | Website | Top: Awareness | ||||||||||||||||||||||
65 | Capital raised/new funding secured | Caution: This one is overused. However, it does mean that scale will follow. That scale could be a strong signal to purchase new software. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
66 | Event attendance | Even if you’re not there, knowledge that an event was attended is a signal that the attendee is looking to learn or even seek out a solution to an initiative/pain. | 🔥 | Event | Community | Top: Awareness | Track participation of in-person events | |||||||||||||||||||||
67 | Earnings call/10-K release | While a pretty loose signal, these financial reports can provide insight into a widespread initiative within a target account. It’s decent leverage to book a meeting. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
68 | Product review intent | Review marketplaces like G2 offer the ability to share intent signals with reps. It’s not cheap, but it can work depending on the category. | 🔥 | Community-led | Community | Top: Awareness | ||||||||||||||||||||||
69 | Webinar participation | Indicates active interest in a product offering and the desire to deepen understanding. Often a sign of a prospect evaluating how the product fits their needs | 🔥 | Sales-led | Website | Top: Awareness | ||||||||||||||||||||||
70 | Analytics tag added to website | This shows an initiative to understand user behavior and demographics of users on a web property. It’s often tied to a marketing or growth lead joining a company. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
71 | Advertising tracking tag added to website | This shows an initiative to scale GTM channel investment and track conversion from that investment. This behavior is often driven by demand gen or marketing ops roles. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
72 | Website relaunch | A significant update or complete overhaul of a prospect's website signals a strategic shift or a new direction in their go-to-market approach. It could mean a change in audience targeting, product packaging, need to move upmarket, etc. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
73 | New leadership recently hired (CEO, C-level, board) | Bringing on a new CEO, C-level executive, or board member is a sign that change is happening in the form of new initiatives, new hires, strategy adjustments—all possible triggers where a new technology can help fill a gap. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
74 | Podcast guest appearance | So the economic buyer at a target account was just featured on a podcast? Seems like a good trigger to send a congrats and show you’re a fan. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
75 | Event talk/keynote/panel participation | When a key prospect or customer is speaking at an event, it signals a few things, including topic of interest (the talk track) and investment in the event audience. It’s also a good chance to recognize the achievement. | 🔥 | Event | Community | Top: Awareness | ||||||||||||||||||||||
76 | Social post | Follow key people at target accounts on social channels. When they post, like it, engage in the convo, and help amplify. It keeps you top of mind and increases the chances of getting that intro call booked. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
77 | Live event registration/attendance | Even if you’re not there, knowledge that an event was registered for or attended is a signal that the attendee is looking to learn or even seek out a solution for an initiative or pain point. | 🔥 | Event | Community | Top: Awareness | Track participation of in-person events | |||||||||||||||||||||
78 | Digital event registration/attendance | Similar to live events, participation in digital events (such as webinars) often indicate active interest in a product (or product-adjacent topic). | 🔥 | Event | Community | Top: Awareness | ||||||||||||||||||||||
79 | Shared investor | Sharing a common investor presents an opportunity for a warm intro. Keep track of your investors’ portfolio and ask for that intro when the time is right. | 🔥 | Nearbound | Community | Top: Awareness | ||||||||||||||||||||||
80 | Shared advisor | Part of the value advisors bring is the ability to connect people in their network. If you share an advisor with a target account, it’s an easy ask to get a warm intro. | 🔥 | Nearbound | Community | Top: Awareness | ||||||||||||||||||||||
81 | Event sponsorship | Event sponsorship is a sign that an account (usually someone from the marketing team) is trying to reach the audience in attendance. If your product can help with that objective, it’s a good signal to reach out about. | 🔥 | Event | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
82 | Product or feature launch (internal) | When your team ships a new product update, it’s a good time to revisit lost opportunities from lack of feature set. It’s also an upsell play for existing customers. | 🔥 | Product-led | Product | Top: Awareness | ||||||||||||||||||||||
83 | Product or feature launch (external) | When target accounts launch a new product, it’s a signal that could mean a change in strategy, a new line of hiring, or a new set of customers they can sell to. All can be signals of things your product can potentially help with. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
84 | Beta launch (internal) | Offering exclusive access to a new product or feature is a good chance to retain customers and set expectations for a new product upsell. | 🔥 | Product-led | Product | Top: Awareness | ||||||||||||||||||||||
85 | Merger or acquisition | Rare these days, but integrating a new product, team, line of business, etc. is not an easy task. Still, it’s one that your product can potentially help with. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
86 | Job opening(s) | Hiring people is a sign that there’s a gap that needs to be filled. It’s possible that gap can be addressed by your product or that the person to address the gap would benefit from your product. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
87 | Surge or decline in website traffic | Website traffic in either direction can be a signal of pent up demand (rapid growth) or cause for concern (rapid churn). If your product is priced on traffic, it’s a signal to reach out and offer support. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
88 | Award or recognition received | When a target account is recognized (think Cloud 100), or someone within that account is (think 30 under 30), it’s an opportunity to send a congrats. Just try to make it relevant. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
89 | Customer story published (internal) | When a customer story is made public (especially when that story has hard numbers), it’s a good time to share it with prospects in a related space. Even better if they’re competitors to the customer featured in the story. | 🔥 | Sales-led | Website | Top: Awareness | ||||||||||||||||||||||
90 | LinkedIn profile view | Not everyone who looks at your LinkedIn page is a recruiter or job seeker. Ideal prospects lurking on your page might be your next customer. So it’s likely worth paying for that extra feature, especially if you’re regularly posting content to attract buyers. | 🔥 | Community-led | Community | Top: Awareness | ||||||||||||||||||||||
91 | Customer/prospect promotion | Not all job change prospects move organizations. When a customer or ideal prospect gets a promotion, it’s often a sign that the team is growing, they’ll have additional budget, and that they’ll be looking to make a fast impact. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
92 | Region expansion | Moving into a new market could mean localized copy, policy restrictions (think GDPR), real estate requirements, etc. These are all potential buying triggers. | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
93 | LinkedIn insights tag activity | In addition to reverse IP lookup, adding the LinkedIn Insights tag to track web activity delivers more matches to visits from target accounts. | 🔥 | Product-led | Website | Top: Awareness | ||||||||||||||||||||||
94 | Likes/comments on relevant topics across content aggregators | Content aggregators like Medium, Substack, and Dev.to, provide visibility into who’s liking what content. Those who react to a post are potential prospects. | 🔥 | Community-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
95 | Offer expiration (internal) | When there’s a planned price increase or a holiday offer, the deadline offers a reason for a prospect to take action. | 🔥 | Sales-led | CRM | Top: Awareness | ||||||||||||||||||||||
96 | Shared connections (colleague) | More of a coincidence than a signal, shared connections between a prospect and a colleague are often an easy way to get your foot in the door. | 🔥 | Nearbound | Community | Top: Awareness | ||||||||||||||||||||||
97 | Prospect or customer email bounce (internal) | When an email sent to a high-fit user bounces, it’s worth a look to see what happened. There may have been a change of employment, giving you a reason to connect with a different point of contact. | 🔥 | Sales-led | CRM | Top: Awareness | ||||||||||||||||||||||
98 | Subscribe (blog, newsletter, video, podcast) (internal) | Subscribers to an owned blog, newsletter, video channel, podcast, etc., while passive, are worth a look. Especially if they’re an economic buyer. | 🔥 | Community-led | Website | Top: Awareness | ||||||||||||||||||||||
99 | Professional milestone | Recognition in the form of awards, news coverage, tenure, etc. are milestones that can be acknowledged to cater to a contact’s ego. Can’t hurt, right? | 🔥 | Sales-led | Dark Funnel | Top: Awareness | ||||||||||||||||||||||
100 | Personal milestone | Like professional milestones, personal wins like an alma mater sports championship, birthday, vacation, etc. are sometimes made public. When the occasion calls for it, it’s a chance to show you’re paying attention and stand out from the pack. | 🔥 | Sales-led | Dark Funnel | Top: Awareness |