A buying signal is any observable action, statement, or event that indicates a prospect's likelihood of purchasing has increased.

Three Types of Buying Signals

Verbal signals happen on calls: pricing questions, timeline questions, implementation questions. When a prospect asks "What does onboarding look like?", that is a buying signal.

Behavioral signals happen digitally: pricing page visits, demo replay, content downloads, email reply. A prospect who visits your pricing page three times in a week is showing buying signal behaviour.

Company signals happen at the organizational level: a funding round, a new VP of Sales hire, a job posting for a RevOps analyst. These signals tell you a company has both budget and pain — before they have heard of you.

Why Company Signals Are the Most Powerful

You can catch verbal and behavioral signals only if a prospect is already in your funnel. Company signals let you reach them before they start looking.