{"id":181228,"date":"2023-10-09T08:08:44","date_gmt":"2023-10-09T08:08:44","guid":{"rendered":"https:\/\/www.similarweb.com\/blog\/?p=181228"},"modified":"2024-05-09T15:47:12","modified_gmt":"2024-05-09T15:47:12","slug":"buying-signals-examples","status":"publish","type":"post","link":"https:\/\/www.similarweb.com\/blog\/sales\/b2b-sales\/buying-signals-examples\/","title":{"rendered":"5 Buying Signals Examples for B2B Sales"},"content":{"rendered":"

If you\u2019ve been in the sales world for more than one (1) day, then you know all too well that there\u2019s no such thing as a sales silver bullet.<\/p>\n

But there are <\/em>ways to close more deals and secure more revenue with just a little less tearing out of one\u2019s hair. \u200d\u200d\u2640\ufe0f<\/p>\n

What are these ways,<\/em> you might be wondering, and why has this blog post started out with such visceral hair-related imagery?\u00a0<\/em><\/p>\n

Well, way #1 is to tie your hands to your chair between prospect calls so you\u2019re not tempted to tug at those glossy locks. Simple yet effective.<\/p>\n

Way #2, on the other hand, is a more proactive approach. And that\u2019s using buying signals.<\/p>\n

What is a buying signal?<\/h2>\n

In the world of sales, buying signals are little hints or actions from a prospect that suggest they’re ready to make a purchase. Think of them like sales green lights \u2014 or at least blinking yellows. <\/p>\n

Spotting buying signals<\/a> helps salespeople know when, how, and with whom to make their move, so they don\u2019t waste time on dead-end leads.<\/p>\n

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The Sales Leader's Guide to Buying Signals<\/p>\n

How to raise your whole team's baseline with one tool<\/p>\n

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The 4 categories of buying signals<\/h2>\n

Buying signals fall into four main categories: fit data, opportunity data, intent data, <\/strong>and behavior signals.<\/strong><\/p>\n

Let\u2019s dive into these categories, and then we\u2019ll explore some examples of buying signals in action.<\/p>\n

1. Fit data<\/h3>\n

Fit data includes technographic, firmographic, demographic, and web traffic<\/a> & engagement data. Altogether, these signals help you see if a prospect matches your ideal customer profile (ICP<\/a>).<\/p>\n

For example, if you\u2019re an SDR for a company that offers ecommerce shipping in France, you\u2019re probably on the lookout for prospects that use ecommerce technologies on their website (technographic data), are headquartered in your territory (firmographic data), and have significant web traffic from France (traffic data).<\/p>\n

2. Opportunity data<\/h3>\n

Opportunity data is information that indicates favorable sales conditions, usually on a company-wide level. This includes things like:<\/p>\n

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  • New leadership<\/li>\n
  • Funding<\/li>\n
  • Product & feature launches<\/li>\n
  • Headcount expansion<\/li>\n
  • Traffic & engagement growth<\/li>\n
  • Starting or stopping work with an ad network<\/li>\n
  • Penetrating a new geographical market<\/li>\n<\/ul>\n

    On the less happy side of things, opportunity data also includes company challenges, such as:<\/p>\n

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    • Layoffs<\/li>\n
    • Lawsuits<\/li>\n
    • Vulnerability issues<\/li>\n
    • Drops in traffic & engagement metrics<\/li>\n<\/ul>\n

      Not only do these more negative signals help spot churn risks in existing accounts, but they can also signify openings for certain kinds of B2B companies. Cybersecurity companies, for example, or budget-friendly companies looking to steal business from their more expensive competitors.<\/p>\n