What is signal-based selling?

Signal-based selling is a modern B2B sales approach that uses buyer intent data to identify and engage the right prospects at the right time. It focuses on people within your ideal customer profile (ICP) accounts who are actively showing buying signals.

Instead of cold calling entire target account lists, signal-based selling monitors for behavioral triggers—like researching specific topics, visiting competitor sites, or engaging with relevant content. When prospects show strong intent, sales teams reach out with timely, contextual messages that resonate with their current needs.