GLOSSARY -> Signal Based Selling

What is Signal-based prospecting?

Also known as trigger-based prospecting, it's a sales strategy that leverages buyer intent data to identify and engage high-potential prospects at the right time.

Signal-based prospecting, also called trigger-based prospecting, is a sales strategy that uses buyer intent data to find and engage high-potential prospects. The key is timing: you reach out when prospects show signals they're actively researching solutions, making your outreach relevant rather than intrusive.

How It Differs from Traditional Prospecting

Traditional prospecting often means cold calling lists of titles at target companies, regardless of whether they're ready to buy. Signal-based prospecting flips this—it waits for prospects to raise their hand through research behavior, then engages them with context about what they're actually interested in.

Example Triggers

A VP of Sales visits your pricing page three times this week
Someone downloads your competitor comparison guide
A prospect attends a webinar about a problem your product solves
An account starts researching keywords related to your solution category

Each trigger becomes an opportunity for personalized, timely outreach that references their specific interest—dramatically improving response rates compared to generic cold emails.

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