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.
All Salespeople will agree, timing is an important factor when trying to win business. 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 - instead, it’s strategic thinking and smart usage of modern technologies and data that will increase the chances of landing you at the right place at the right time.
It’s not luck that will land you as a Salesperson at the right place at the right time. Instead, it’s strategic thinking and smart usage of modern data and technologies.
Vainu and other lead generation platforms enable easy access to myriads of data, providing insights on the latest happenings within the accounts in your sales pipeline. Our software notifies you in real-time, right when a buying signal occurs within a company that fits into your Ideal Customer Profile. Simply put, Vainu can help increase your sales team’s hit rate by making use of the element of timing. As a result, you increase your chances of acquiring a greater amount of satisfied customers as you work smarter, not harder.
What buying signals indicate that a prospect is ready to buy now?
Sorry to say, there is no universal answer to this question. Rather, this answer depends on what product or service you sell, as well as the type of customers you target. You’ll have to do some legwork on your end to understand what signs to look for that would indicate an uptick in buying probability.
Begin with examining your existing customers: what changes occurred within those accounts before you inked a deal? If Staffing is your space, you may notice that clients had secured a successful funding round or had launched a new product or service shortly before became your customers, as these events call for an increase in headcount.
The buying signals you should track varies on the characteristics of the companies you are prospecting, as well as the accounts you’re already working with.
Track the most relevant buying signals – easily and systematically
Once you’ve identified these signals and trigger events to look out for, track these events in Vainu. You’re on the right path! Now, make sure to act fast when our software alerts you of a change that may indicate an opportunity to sell.
Want to know more about how Vainu helps you keep track of important buying signals? Drop your email in the form below.