You’re talking to a prospect too early… or far too late. The result: few opportunities, a lot of effort and a stagnating conversion rate. Here, we show you how to identify signals, translate them into clear priorities, then contact them when the time is right.
You keep the human touch, we add the perfect timing. 🔥 On the program:
What is a signal?
Why focus on buy signals? Opportunities and leads
Which signals, including non-verbal ones, to look at first?
Score express, without equations: recognizing a lead’s buying signals
Automate without robotizing with Waalaxy
Buying signals to identify the right prospects and find target accounts
Capturing buying signals with your first-party data
Prospecting challenges: how to optimize the sales process?
Four-step action plan
Read signals like a pro and activate them in Waalaxy
Conclusion
FAQ Buying signals
1) What is a signal?
What is a buy signal? A concrete indicator of interest : a specific question, a click on Demo, a repeated visit to the Rates page or encire a reaction under a customer case.
In your sales process, don’t just rely on an isolated buy signal: read the indicators in context (profile, timing, recency).
🚀Objective of the buy signal: to be able to identify the prospects most likely to move forward now, and let the still lukewarm prospects breathe.
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To square up your approach and prospect properly, follow the LinkedIn prospecting guide, which details the step-by-step method (targeting, messages, sequences) with concrete examples.
Buy Signal Infographic: 4 Categories
2) Why focus on buying signals? Opportunities and leads
Because your time is limited. A buy signal indicates where to invest your allocated capital and when to push the right message: so you spot attention windows without nagging, optimize priority (who to call first), accelerate hot opportunities and align thesales and marketingteam around the same truth. 💜
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3) Which signals, including non-verbal ones to look at first?
To identify a buying signal, classify it into four families: think simple radar, not gas factory!
Intentdata: close visits to the Pricing page, clicks on Demo, downloads, direct e-mail responses ✉️.
Matching prospectdata to ideal customer profile (Fit): KPI decision-maker, company size, stack, presence in your target accounts.
Verbal buying signals: « Can we test your product or service quickly? » « Can you send the proposal? ».
Behavioral (non-verbal) signals: follows your page, comments on a customer case, adds a colleague to the feed, returns to read a comparison.
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On LinkedIn, a well-argued comment under a customer case is often worth more than a simple « J’aime ». It’s not yet a sales signal, but it’s an ideal trigger for personalizing your approach and finding the right prospects.
🟣 Need some wording?
Check out our 13 sample LinkedIn messages to sell better to the people in whom you’ve spotted these signals.
4) Express scoring, without equations: recognizing a lead’s buying signal
Forget about addition and crosses. Think in levels of intensity, with clear reactions to trigger.
STRONG level: ready to talk timing and value
What you observe as a buy signal: a price request, a click on « Demo », two passes on Rates in one week, « can you send a quote? ».
💥 How to react: propose two specific slots for this week and mention a measurable benefit (appointments obtained, time saved, return on investment). Now’s the time!
Copyable direct message 🔍:
« Hello {First name}, I’ve seen your visits to our Rates and Integrations pages. If you’re comparing solutions, I can show how a potential buyer from {sector} was able to close a sale in fourteen days. Would you prefer Tuesday or Thursday, in a fifteen-minute slot? »
MEDIUM level: clarifying the need
What you observe as a buying signal: a comment on a customer case, the download of a comparison, the follow-up of two members of your team.
🔥 How to react: ask two to three qualifying questions (context, volume, current tool), then send a sector proof to raise the intensity.
LOW level: nurture without nagging
What you observe as a buying signal: repeated openings, a visit to a generic page, a simple subscription.
🌱 How to react : maintain the relationship gently, share a useful resource, then follow up a week later. Resume the exchange as soon as a concrete sign appears, such as a click on the Demo Request button or a second visit to the Rates page.
🔎 Reminder
Certain signals « » , when accumulated over a short period of time, carry more weight than an isolated peak. It’s not the shape of a sign that counts, it’s the overall coherence that reveals a truly hot prospect. ✨
5) Automate without robotizing with Waalaxy
Waalaxy Prospecting Buy signals
First make the move manually, then switch to assisted pilot : this is where, among sales enablement tools, Waalaxy really shines. Waalaxy and your CRM can detect peaks of interest, personalize messages and orchestrate contextual follow-up, without losing the human touch.
Typical orchestration: intelligent tags and conditions
Waalaxy sequence library
🟣 Define simple rules that everyone can read.
Example ofresponse to a purchase signal:
When someone comments on a case study, send an initial message, followed by sector proof:
When there are two close visits to the Rates page, offer a fifteen-minute slot 📅 ;
When a click on the Demo button is detected with no response, schedule a reminder after two days.
Multi-channel sequences: LinkedIn and email working together.
Alternate invitation, message and follow-up email to convert more conversations into appointments:
Start by making contact on LinkedIn; ✉️
Follow up with an email if the network remains silent 📮;
And finish with a social proof or customer case when interest rises 📈.
Lightweight AI: classify, summarize and prioritize without losing the human touch
Use simple AI to rank responses (price, integration, lead time) 🗂️, summarize pre-call history 🧠 and recommend next action ✅.
The aim is not to over-automate, but to save reading time for better personalization 🎨.
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To feed your lists cleanly and improve sort quality, start with a well-structured LinkedIn search for prospects (clear KPIs, precise filters, signals of interest).
Operational alignment: the same truth for marketing and sales
Share a single table with the last signal observed 🔎, the next action and the person responsible 👤. Bring up every useful interaction ( Rates visit ,Demo click, qualified comment) so everyone knows who to follow up and when.
Step-by-step setup: from configuration to targeting
Once the scenarios are ready, check the configuration and then refine the match 🎯.
Start with your LinkedIn prospecting method seen above, then segment by country, region and city with the LinkedIn localization targeting tutorial. This duo helps you reach the right people, in the right place, with the right message 💬.
6) Buy signals to identify the right prospects and find target accounts
Recognizing a buying signal isn’t a luxury: it’s your shortcut to useful conversations. The categories below will help you find the right ones in your target accounts.
Indicators of growth and expansion of the buy signal : recruitments, new locations, fund-raising. Thesevaluable pieces of information reveal a potential customer in the investment phase.
Contact them at the right time with sales triggers: come back just after a visit to Rates, Integrations or a click on Demo: timing means credibility. Expand your outreach! 🧭
Monitor company news to find out their intentions: an IPO, a buyout or a new product or service act as decision gas pedals: news creates a favorable trend.
An indicator of (cumulative) interest: your email open rates, recurring clicks and returns on Rates form a compelling bundle to prioritize buyers.
7) Capture buying signals with your first-party data
Put your first-party data to work to spot real interest and act at the right time based on the buy signal: simply, cleanly, effectively. 💎
Indicators to scrutinize
🔔 What we follow as a buy signal, concretely:
Key events on your site : a click on Request a demo, views of the Pricing page, customer case downloads, Integrations visits. Declare these interactions as events, then tag the ones that count as conversions in Google Analytics 4 for reliable, shared tracking.
Set up via Tag Manager 💡: create dedicated triggers for each action (button click, form submit) and link them to your tags. You get a clean feed that can be read by all teams.
News alerts on your target accounts: set up alerts on company names, competitors or sector keywords. Each time you receive a public signal (fundraising, acquisition, product launch), you’ll receive a notification and can follow up with fresh context.
How do you turn these signals into useful conversations?
Here’s how to propel your buy signal, follow this hacker process!
Define your intent events 🧭: demo, pricing, integrations, then tag the corresponding conversion to create a dashboard « who’s really interested » accessible to all.
Link analytics to your sequences 🔗: when someone visits the Rates page several times in a short space of time, make a contextual message go away in your Waalaxy scenario.
Add the “news layer” 📣: a company alert triggers your relaunch with a relevant angle (« I saw your product launch, here’s how our customers in the same sector orchestrate their demos in less than fifteen minutes »).
Feed the top of the funnel 🎯: enrich your lists and refine your targets, then pace outreach to convert these signals into qualified appointments.
The immediate benefit🏁: your signals come from your own interactions and public sources. You retain control, avoid ambiguity and give your sales and marketing teams concrete indicators to decide who to contact, with what message and at the right time.
8) Prospecting challenges: how to optimize the sales process?
Your B2B marketing needs to focus effort where it counts:
Follow these 4 milestones to move from intuition-based prospecting to a mechanic that turns every intention into a qualified appointment. 🎯
1. Map priority buying signals for B2B prospecting
🔎 Make a list of what you’re tracking: Rates and Integrations pages, clicks on Demo, qualified comments, subscriptions, repeat returns, additions to the feed.
And, assign a level of intensity (low, medium or high).
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This mapping produces valuable information for identifying the buy signal and prioritizing your target accounts in your sales process.
2. Write three score-based messages that convert
Prepare three scripts: « lukewarm » (quick validation), « hot » (proof then slot), « very hot » (quote or POC).
⚠️ Keep personalization in mind : context, quantified challenge, the right message to contact them at the right time.
3. Configure Waalaxy: tags, triggers and conditional scenarios
Create simple rules to boost the purchase signal: a comment on a customer case, then a direct message and a proof:
Two visits to the Rates page, then a slot proposal;
One click on Demo, then follow-up after two days;
No interaction, then thirty-day nurture.
These scenarios allow you to detect peaks and optimize your cadence.
4. Measuring impact: qualified leads and multi-channel attribution
For thirty days, track four key indicators: the share of qualified leads 📊, the average response time, the conversion rate between visiting the Rates page and requesting a demo, and the overall volume of lead generation 🚀.
Share these results with sales and marketing teams 🤝, then adjust the action threshold accordingly. If necessary, combine LinkedIn and e-mail to follow up at the right time 📬.
10) Read signals like a pro and activate them in Waalaxy
In finance, analysts never rely on a single indicator: they combine several benchmarks to confirm a trend, then take action. Apply the same logic to your prospecting: cross-reference behaviors, profile fit, verbal and non-verbal cues, then trigger the right scenario in Waalaxy.
A little memo of useful equivalences 🧠
Reflex “indicators”
Sales-side equivalent
What you trigger in Waalaxy
Confirm a trend
Several close visits to the Rates page and a click Demo
Tag “Intent fort”, message proposing two slots this week
Measuring the strength of movement
Detailed commentary on a customer case and follow-up by two team members
LinkedIn sequence followed by email with sector proof
Check volume
Increase in responses or openings in a short space of time
Short follow-up and qualification, or nurturing if interest wanes
👉 The key idea: never decide on an isolated cue. Cross-reference at least two clues, then orchestrate the rest with simple rules in Waalaxy: “if two Rate visits in less than seven days and a Demo click, then offer a slot”, “if qualified feedback, then send a message with sector customer case”, and so on.
Why Waalaxy is the right tool for the job 💜:
You set tags and conditions to automatically detect peaks of interest;
You link actions: invitation, message, email follow-up and social proof, without micromanagement;
You personalize without exhausting yourself, thanks to sequences and templates that respect the context.
Conclusion: buying signals to turn your leads into lasting relationships
Your cadence must respect the intensity of the buy signal: signals, then the appropriate action. Stay logical:
A strong opportunity means contacting them quickly, offering a slot and moving towards demonstration;
Medium interest means diagnosing, personalizing, proving (customer case, integration);
Low interest means nurturing, staying present and reappearing at the next catalyst.
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Keep a small diary of intentions for each account. Beyond two or three converging signs, finding the right arguments becomes natural: you talk about the real problem and buyers hear it.
Prioritize action, not noise. By reading buying signals by level (weak, medium or strong), orchestrating intelligent follow-ups and aligning your sales and marketing teams, you can prospect better, faster and with less friction. The combo « mapping then messages then scenarios » transforms your B2B flow into a clean pipeline, and your invested capital is finally working in the right place.
FAQ Buying signals
What are the three levels (strong, medium or weak)?
There are 3 levels of buy signals:
Strong: request for demonstration or quotation;
Medium: comment on a case study, downloads;
Weak: multiple openings, subscription. It’s consistency that counts.
Do I have to respond immediately to every buy signal?
Not necessarily. Not all signals have the same value. Treat them in triage. For a strong signal (demo request, callback, repeated returns on the price page), respond in less than five minutes: studies show that an almost immediate response drastically multiplies the chances of contact and conversion.
Medium signals (consulting comparisons, multiple visits to product sheets) deserve rapid qualification: enrich and score them with intent data and offer a slot when interest is confirmed, mapping each signal to the stage of the sales cycle.
Weak signals (reading articles, first downloads) are a matter for nurturing: educational content, valuable e-mails and light retargeting, until intent progresses. In short, speed on the strong, discernment on the medium, equipped patience on the weak.
What tools are needed to automate the detection of purchase signals?
Orchestrate the chain in four bricks. First, GA4 becomes your intent event sensor: configure recommended events (e.g. generate_lead, view_item, purchase) and your own custom events to qualify the warmth of the signal. Then deploy them without touching the code via Google Tag Manager (TMS) to add and route your tags cleanly. If you prefer in-house hosting, Matomo offers event tracking and an integrated Tag Manager to instrument clicks, scrolls and self-hosted micro-conversions.
Then, turn these signals into action: push qualified contacts to your CRM and synchronize with Waalaxy to launch LinkedIn and e-mail sequences as soon as a threshold of intent is reached. Finally, complete the picture with Google Alerts “as-it-happens” on your target accounts to capture triggering news (fund-raising, appointments).
What if you captured every buy signal before your competitors to trigger the right scenario 💡?
