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Signal-based prospecting, explained.

Practical guides to reading company changes, checking the evidence and preparing a relevant approach.

What is signal-based selling?

A practical way to use company changes as starting evidence for prospecting, while keeping the seller’s offering at the center.

Separate evidence of research activity from evidence of company change—and understand where the terms overlap.

Read the responsibilities and initiative behind the vacancy before deciding whether your offering belongs in the conversation.

Read the intended use of capital, separate event dates from discovery dates, and avoid assuming a universal buying window.

Use the role’s responsibilities and your offering to form a relevant hypothesis, while leaving the purchase decision unassumed.

Configure your offering and explore the changes that relate to it.