Prospect vs. Lead vs. Buying Signal

Mar 15, 2019

Miikka Jokela

The terms prospect, lead and buying signal are all well-known to B2B sales professionals, but their differences can be unclear. In part, the reason is that different CRM and marketing automation providers are using the terms in different ways. That's why we feel a clarification between prospect, lead and buying signal, and their roles in sales process, seems appropriate. Our definition is very close to the framework used by HubSpot among others, and helps unify the conversation within a sales team, and further enhance sales and marketing alignment, or smarketing.

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Topics: Sales Prospecting, Buying Signals

How Buying Signals Improve Timing in Sales and Speed up Sales Cycle

Jun 1, 2018

Erika Granath

Nothing is harder to sell around than a prospect unwilling or unready to buy. A company that checks every box in your Ideal Customer Profile doesn’t hold weight if the decision maker isn’t in a position to sign a deal with you now. According to HubSpot, as many as 25 percent of the deals that are marked closed-lost are because of timing, or rather, the lack of it.

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Topics: Buying Signals

How Sales Intelligence Helps Salespeople be More Timely

Apr 12, 2018

Erika Granath

Imagine picking up the phone for a cold call, getting the right decision maker on the line, delivering your sales pitch and then hearing this: “Thanks for calling, your timing is great! We’re just in the need of what you’re offering. Tell me more.”

This little dream scenario might sound silly here, however, the idea of reaching out to a company that can clearly benefit from your offer just as they’ve seen an increased need for your product or service can definitely happen. And, it’s not just about getting lucky.

You will have a significantly better timing in your sales outreach and win more deals when you

  1. Include the right buying signals in your Ideal Customer Profile, and
  2. Find out how you can (use a sales intelligence platform to) track these relevant changes that reveal a window of opportunity in your target accounts.

How? We'll tell you that in this article.

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Topics: Buying Signals

Use Buying Signals to Understand When Customer is Ready to Buy

Aug 17, 2017

Erika Granath

Nothing is harder to sell around than a prospect being unwilling or not ready to buy. A company that ticks every box in your Ideal Customer Profile doesn’t hold weight if the decision maker isn’t in a position to sign a deal with you now. Fortunately, with modern technology, it's possible to follow buying signals from public and open data to know when a customer is ready to buy.

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Topics: Buying Signals

Staffing Sales Workflow - Track Buying Signals within Existing Customers

Jun 22, 2017

Erika Granath

Here is our quick take on how to streamline the process of winning more business as a sales professional in staffing: by uncovering sales opportunities within your existing customer base.

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Topics: Vertical Industries, Buying Signals

Buying Signals that Staffing Professionals Should Jump On

Apr 28, 2017

Erika Granath
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Topics: Vertical Industries, Buying Signals