#70: 12 Signals EVERY sales rep should monitor (without a fancy tech stack)

Apr 30, 2024

∙ Paid

Hi Friends,

A couple of weeks ago I laid out the framework for the NEW outbound playbook with a focus on signal-led outbound.

Today I want to focus on 12 signals that every sales rep should be monitoring and ultimately booking meetings off of. The best part is that you don’t need a fancy tech stack to make this happen.

A vivid image of a traditional traffic signal, showing a green light illuminated against a clear blue sky. The traffic signal is mounted on a sleek, dark metal pole, and it is located at a busy city intersection. Several modern cars and pedestrians are visible in the background, waiting at the crosswalk. The focus of the image is on the bright green light, symbolizing 'go', with a few fluffy white clouds in the sky. — ChatGPT: Draw me a picture of a green signal

1. Website Visitors

Until recently, you needed expensive software to track what accounts and people were on your Company’s website. Now, this data has become a commodity for the most part (especially in the USA) where privacy laws are more lenient.

With free versions of RB2B, Warmly, and Clearbit you can see what accounts and in some cases (USA) see exactly who is on your website.

People that are already on your website are much more likely to engage with your outreach because they already know who you are.

If you don’t have these types of tools in place, set them up asap.

2. Past Champion Job Change

Past champions/customers convert at 3x the rate of normal leads. These are people that have already used your platform in the past and know you. Execs also 70%+ of their budget within the first 100 days.

There are tools like Common Room, UserGems and Champify in place to help you monitor these job changes. You can also do it more manually by tracking job changes of your champions on LinkedIn Sales Nav.

It’s important you hit them up within that first 30-60 day period.

3. New Job Postings

This is one of my favorites. Job postings have an insane amount of information about a company and it’s strategic direction.

You get to see first hand from the job titles and descriptions:

1. What initiatives they are investing in
2. What locations they are hiring

3. What tech stack they use

4. How they talk about the problems

5. What the org / reporting structure looks like

If you can call out something from a job posting specifically as your reason for reaching out. Your likelihood of getting a response increases heavily.

Keep reading with a 7-day free trial

Subscribe to Prospecting from the Trenches to keep reading this post and get 7 days of free access to the full post archives.