Signal-based selling replaces static lead scoring with a dynamic model: instead of scoring accounts based on who they are, you score them based on what they just did.
The Shift from Fit to Timing
Lead scoring answers: "Is this company the right type of buyer?" Signal-based selling answers: "Is this company ready to buy right now?" Timing is where most teams leave the most pipeline on the table.
Building the Motion
- Set up signal monitoring across Google News, TechCrunch, HN, and Reddit
- Score each signal by category, recency, and ICP fit
- Route high-score signals to the right rep within 4 hours
- Personalize outreach around the specific signal
- Track which signal types produce the highest conversion rates and double down