Signal-Based Selling

Finding buyers before they raise a hand. 32 pages.

A list tells you who could buy. A signal tells you who might buy now. Most accounts that match your ICP are not in the market this quarter, so working them all equally wastes effort and goodwill. This book shows you how to find the moments when a conversation is welcome and reach out with something relevant to say.

You will learn to separate fit, intent and timing, and to work from a catalogue of twelve signals such as hiring, leadership changes, funding, technology changes and public complaints. Each signal comes with what it suggests and an example message. You will build a transparent points-based score in a spreadsheet and back-test it against deals you have already won and lost. You will also use AI prompts to read and classify signals, apply BANT and MEDDIC before the first call, build your ICP from closed-won data in a 90-minute workshop, and set a daily and weekly routine you can keep up.

Inside:

• Fit, intent and timing as three separate dimensions
• Twelve signals, what each means and how to message it
• A scoring model with decay rules and thresholds, plus how to test it
• Four full prompts for reading and using signals
• A fictional worked example, a common-mistakes chapter and a launch checklist