Buying signal

An observable event that suggests an account is more likely to buy now than last month: a hire, a funding round, a tool switch, a job post.

Signals split into two families. First-party signals are things the account did with you: visited pricing, opened three emails, replied once. Third-party signals are things it did in the world: raised money, posted a job, changed CRM, got a new VP.

The value of a signal is timing, not information. A company that just hired its first SDR does not need to be told outbound matters; it needs to hear from you this week rather than next quarter.