The signals that matter for your offer — and a team that knows what to do with them
Most sales teams do not lack data. They lack the one thing that makes a call land: timing.
Think of the account in your pipeline that goes quiet between two conversations and cools off without anyone noticing. The deal you lost last year, where the person who chose your competitor has since left. The company that starts behaving exactly like your best customers did, long before it appears on anyone's list.
In each case the reason to reach out already exists somewhere in public information. Nobody has the hours to go and find it.
That is not solved by adding another tool. Someone still has to read the signal, judge whether it means anything, and turn it into a conversation worth having. So we do both: we set up the signals, and we train the team that acts on them.
An example from an insurance intermediary we work with.
The source. Municipal permit publications and the register of mandatory electrical inspections are both public and machine-readable.
The signal. A hospitality business applies for a licence to reopen, and its mandatory inspection expired eighteen months ago.
Why now. A reopening is the moment the entire insurance package is rebuilt: premises, contents, liability, business interruption. Two weeks later that decision has been made by someone else.
The action. Call before the doors open, with the expired inspection as a concrete opening — not a check-in.
Every signal shows where it came from, with the source and the date. The salesperson can verify it before picking up the phone. No black box, and no reason nobody can explain.
The Dutch Chamber of Commerce and trade register: new entities, changes of director, relocations and changes in activity.
Licences to operate, alcohol and hospitality permits, building and zoning notices — published by municipalities and traceable per address.
Mandatory inspections and certificates with an expiry date. A date that has passed is a concrete, checkable reason to make contact.
New roles, departures and promotions among decision makers, and job descriptions that reveal a buying process is being staffed.
Press releases, sector publications and local news around expansion, investment and changes of course.
What accounts publish themselves — and what their competitors publish: new services, new locations, changed propositions.
We start with your offer, not with the data. At which moment in a company's life does what you sell suddenly matter? That question determines everything that follows — and the answer differs for every client.
Then we look for where that moment becomes visible: a register, a permit, an expiry date, a vacancy, a message. Usually it is a combination that makes the signal strong.
Raw sources produce far more than a team can act on. Signals are scored against your proposition and the account's history, so only what is genuinely worth attention reaches anyone.
What your team actually acts on says more than any setting. The filter is adjusted on that basis — which is exactly why the training and the tooling belong together.
By default your team works in a dashboard of its own: the accounts under watch, the signals per account, the source behind each one and a suggested next step.
We can also feed the signals into the CRM or the channel your team already uses, so nobody has to learn a new place to look. Which route works best depends on how your team runs its day — that is part of the setup, not an afterthought.
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Read more →Both, and that is the point. We set up the signals and we train the team that works with them. A stream of signals changes nothing if nobody knows what to do with it — and a well-trained team still misses the moment if the signal never arrives.
The dashboard works on its own, and we can feed signals into the system your team already uses. Tell us what you work with and we will look at what is possible.
By scoring against your proposition rather than counting events, and by adjusting on what your team actually picks up. Fewer, better signals beat a full inbox — a signal nobody acts on is worth nothing.
Your salesperson. Every signal cites its source so it can be checked before making contact. The judgement stays with the person having the conversation.
Mainly a routine: looking at what came in and acting on it. That is precisely what the training covers — reading a signal, and turning it into a conversation that is actually welcome.
Send us a handful of accounts you are working on and we will show you what is publicly visible around them right now.
After you contact you will receive a response within 24 hours.