Signals
Funding, hiring and news attached to the lead record, so timing is a field rather than a guess.
The agent watches for buying triggers and writes them onto the lead as
latest_signal rather than leaving them in another tool.
What Counts as a Signal
| Signal | Why it moves a deal |
|---|---|
| Funding | New budget, and a mandate to spend it quickly |
| Hiring | Roles being opened in the function you sell into |
| Role change | A new VP re-evaluates the stack in their first 90 days |
| News and launches | A new market or product often implies new GTM tooling |
| On-site activity | Pricing page twice this week beats any external signal |
External signals are inferred from public pages. Activity on your own site is observed, and it comes from the Surface Tag rather than a data vendor.
How to Use It
As timing, not as fit. A signal says who to contact this week. It does not say who is worth contacting at all, which is what the score is for.
As the first line of an outreach. A signal is context a rep can open with.
As a reason to look again at a dead account. A closed-lost account that just raised has budget it did not have before.
Freshness
latest_signal is the last thing the agent saw, not necessarily a recent thing.
Check the date on it before you build a campaign on timing, and check the source
it was attached with before you say it back to the buyer.
Signals are inferred from public sources and are occasionally wrong or stale: an announced round that never closed, a job posting that was pulled. Treat one as a reason to look, not as a fact to state back to the buyer.