Buying signals aren’t expensive — just underutilized
January 21, 2025
"Buying signals are expensive and underutilized."
I’ve come across many revenue leaders with this train of thought.
My take on it is this - buying signals are expensive BECAUSE they’re underutilized.
Here are some example responses to leads that properly use intent data:
1. Predicting a use case
"Hi Serena, glad to hear. We’ve worked with companies like Walmart and Uber and thought Solution X could be relevant for your new distribution centre in Denver (or other parts of the org). Worth a closer look later this week?"
2. More effective scheduling
"How’s Friday 3pm when you’re back from the CES conference?"
3. Offence against competition
"Okay, understood! It looks like you’re using Current Solution X. We’ve moved over a few others, like Webiflow and cut costs by 40%. Is it worth a look?"
4. Predicting goals and metrics
"Saw you exceeded expectations for Q4, what’s your plan to get to $50M for 2025?"When used well, buying signals are the key to standing out. So, are they really “expensive,” or are they just undervalued?
