How Do Sales Teams Use Our Buying Signals to Power Their Outreach?

Would you like to know which companies are likely to be reviewing strategy and suppliers - as well as the key issues to focus on in your conversations with decision-makers?

Pearlfinders Buying Signals enable this, giving you forward-looking, accurate, relevant, and clear insights on all your prospects. Here’s how we track these signals - and how you can use them to help you target, connect, and engage with your buyers.

What are Buying Signals?

There are thousands of signals that offer us clues on the timing and scope of supplier reviews. Brands seeking new audiences. Partnerships nearing conclusion. New decision-maker appointments. Expansion, growth, transformation, and restructures. Macroeconomic forces…

Pearlfinders uses proprietorial technology combined with our team of analysts to detect, analyse, and curate all these - creating our unique Buying Signals. This lets you see when accounts are likely to be in play at your top prospects, as well as detecting opportunities at companies not yet on your target list.

How to Incorporate Buying Signals into Your Sales Strategy

1. Prioritising Your Best Prospects

Focusing outreach on accounts and individuals that are further along in the buying process - i.e., likely to be seeking solutions to specific challenges and objectives - will ultimately increase your team’s chances of success. Buying Signals are forward looking, enabling you to time your approaches for optimum relevance.

2. Reasons to Connect

Buying Signals provide a relevant context for your initial outreach and then ongoing dialogue with prospects — hot topics to mention, the challenges they’re facing, and what they’re trying to achieve. This enables you to tailor your conversations to suit each prospect’s needs, keeping dialogue going, and reigniting sales processes with fresh insights, strengthening your connections with prospects and increasing your chances of closing deals.

3. Upselling and Cross-Selling Accounts

Buying Signals help you proactively identify opportunities to grow existing accounts. For example, you might be an integrated communications consultancy providing media relations and generating coverage for a fast-growing tech brand. You can use Pearlfinders Buying Signals to learn that they’re restructuring and relocating their head office, making employee and stakeholder engagement a priority. Armed with this insight, you connect with contacts across multiple departments to highlight your employee and stakeholder comms credentials - which your client was unaware of.

4. Retaining Accounts

You can also use Buying Signals to anticipate threats to your client portfolio. For example, let’s say you’re a charity mid-way through a three-year corporate partnership with a ‘Big Four’ accountancy. Our Buying Signals tell you your client has new D&I targets, a new purpose platform, and that one of your key advocates has left. You can now reconnect with the remaining decision-makers to articulate how your organisation can support their new mission. Disaster averted!

“Pearlfinders enables us to contact prospective partners in a more strategic and effective way, allowing us to focus on building partnerships rather than finding the right contact. ”

— SENIOR NEW BUSINESS LEAD, CRISIS