Guide
Signal-based prospecting
Write to a company because of something it just did, not because it sits in a database. A hire, a tender, a new website, an official change: each one is a reason to talk now, and the message is built on that reason.
What a buying signal is
A buying signal is a public event that says an account may need what you sell, soon. A company opens three sales roles, so it is building a team. A public buyer announces a purchase, so a budget exists. A competitor's customer posts about switching tools, so the door is open.
Signal-based selling replaces the static list with these events. Instead of reaching every company that matches a job title and a headcount, you reach the few that have a reason to answer this week. Intent data is one kind of signal, read from what people search or read online. The signals below are of another kind: facts that anyone can check, and that you can name in the first line of a message.
The signals Walego reads
Each signal comes from a source in the Walego catalogue. A campaign picks the ones that fit its offer.
Hiring
A company recruiting for the role your product serves, or for the role that buys it.
Public buying
A tender published, a buyer planning a purchase, or a contract about to expire.
Company changes
A new company, a merger, a move, a new director: the moments when suppliers get reviewed.
Spend and tools
A company that advertises, or that runs the tool you replace or plug into.
Attention on social
People posting, reacting or attending events on the topic you sell.
Risk
A data breach, a regulator's decision, an insolvency: problems your offer may solve.
From a signal to a meeting
- 1
The signal
A source brings in the companies that just did something, each with the fact that triggered it.
- 2
Qualification
Each company is checked against your ideal customer. The ones that do not fit stop here, before anyone is contacted.
- 3
The right person
Walego finds the decision-maker who owns the problem, with their LinkedIn profile, email and phone.
- 4
The message
The first line names the signal. The message goes out on LinkedIn or email, and every reply comes back into your CRM.
- 5
The meeting
Interested replies become deals. Every answer feeds the next campaign, so targeting improves week after week.
What it gives
For Dumon Partners, our team ran a 3-month pilot built on signals: 127 interested leads, and 57 large groups that accepted a meeting.
See the done-for-you pilotQuestions
What is signal-based prospecting?
It is prospecting that starts from an event at the target account, such as a hire, a tender or an official change, rather than from a list of job titles. The event decides who is contacted and when, and it gives the first line of the message.
What is the difference between buying signals and intent data?
Intent data guesses interest from what people read or search online, usually without saying who read what. The buying signals Walego reads are public facts about a named company, so you can check them and quote them in your message.
Is Walego an AI SDR?
Walego does the work of an SDR with AI: it finds the accounts, qualifies them, finds the decision-makers and writes the messages. You can approve each message before it leaves, run it yourself, or let our team run it for you with Walego Enterprise.
See the signals in your market
In a 30-minute demo, we show you which accounts in your market are sending signals right now, and what we would write to them.