Stop using commodity signals — Most teams copy generic signals (funding, headcount growth, job changes, intent) that are overused and ineffective when used in isolation.
Reverse engineer your own closed-won deals — Analyze deals from the past 3-6 months (SMB/Mid-Market) or 12-18 months (Enterprise) to identify unique patterns and catalysts that actually drove purchases for your company.
Build company-specific, high-intent signals — Create custom signals unique to your market (e.g., waste volume for waste management, recent outages for monitoring software, low ratings for restaurant software).
Mine your first-party data for insights — Use CRM data, call transcripts, and product usage data to understand WHY customers bought, then build prospecting systems around those patterns.
Timing is everything in pipeline generation — Use signals to predict the right time to reach out with the right message, not just to identify prospects.
Use AI to find patterns at scale — Leverage tools like Claude to analyze transcripts and identify recurring themes across closed deals.