What Is A Buying Signal And How to use it to Improve your Timing in Sales?

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.

Yes, there are cases in which the stars align and decisions are made quickly to result in closed deals. This is the exception and not the rule though, as it isn’t often that the timeline you’re working on matches up with the timeline of your prospect. In other words, it’s not enough to rely solely on luck. The best salespeople strategically use buying signals, modern technologies and data to increase their chances of landing at the right place at the right time.

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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

Buying Signals that Staffing Professionals Should Jump On

Apr 28, 2017

Erika Granath
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Topics: Buying Signals, Vertical Industries

Keep Track of Key Accounts by Following Buying Signals

Mar 7, 2017

Erika Granath

While sales is the foundation on which some organizations are built, there are also many companies that are far less sales-driven. These companies, for example creative agencies and consultancy firms, will get most of their deals from existing customers or connections.

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Topics: Buying Signals

4 Easy Ways to Exploit Buying Signals

Jan 12, 2017

Erika Granath

No one ever said finding new sales leads is easy. It's not enough to find companies that match your Ideal Customer Profile, you also have to know when they are ready to buy to catch them at the right time. For that, use insights from buying signals.

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Topics: Buying Signals