Glossary
Buying signal
Also called intent signal
An observable event suggesting a company may be in the market now: a funding round, a job posting, a leadership hire, a new office, a public project announcement, or a technology change.
Signals decay. A hiring post noticed in its first week is worth several noticed in its sixth, because by then everyone selling to that company has seen it too.
The distinction worth holding on to is between a signal of fit and a signal of timing. A company matching your ICP perfectly is a fit signal and is stable. A company that just raised a round is a timing signal and is perishable. Scoring models handle the first well and the second badly, which is why timing usually belongs in the sequence rather than in the score.
More terms
- Lead enrichmentAdding missing detail to a prospect record - role, seniority, company size, industry, location, technology, contact details - so it can be scored and acted on rather than just stored..
- FirmographicsThe company-level attributes used to segment B2B markets: industry, headcount, revenue, location, ownership structure and growth stage.
- Connection requestAn invitation to connect on LinkedIn, optionally carrying a short note.
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