Timing was Crucial

When you dive a bit deep into any deals that an Account Executive has closed, or an SDR has opened, one of the key things you realize is 👇

”Timing was crucial”

No buyer is walking around all day thinking about buying a SaaS product or a business service.

But during a crucial moment, it can suddenly becomes the most hair on fire problem a business has.

There are 2 main approaches to be “Top of mind” for these buyers.

  1. Be genuinely interested in your buyers and their business. Build a relationship with key decision makers and get to know about your buyers, so that way when the time is right, you are the first person they call to work together with. Not because you built a relationship for sales, but you do care about their business.

  2. Catch them in the buying moment. That is to approach them when the particular buying moment occurs to them, This is a tough one. You need to identify a lot of intent data and reach the key decision maker at the right time if you haven’t made an introduction yet. But there are tools that enable this kind of relationship building as well.

Both these approaches require you to identify “signals” that your leads and their company leave on the internet as breadcrumbs.

As I mentioned before there are tools that enable in keeping track of these signals.

But it is important for you to know what kind of signals you would like to keep track of.

Below are some ideas on signals that can trigger a conversion leading might trigger you to sell to the buyer or build a relationship with them.

  • Internal Events: Promotions, new hires relevant to your offering, organizational restructuring.
  • External Events: Industry regulations, economic shifts, competitor moves.
  • Content Engagement: Downloads of white papers, attendance at webinars, interaction with educational content.
  • Social Media Activity: Posts about relevant challenges, engagement with related topics.
  • Search Behavior: Searches for solutions or pain-point related terms.
  • Website Visits: Frequency, the type of pages they linger on, actions they take (e.g., demo requests, contacting sales).
  • Email Interaction: Opens, clicks, and replies to targeted campaigns.
  • Ad Interaction: Clicks on specific ads that relate to your offer.
  • Technology Adoption: Usage of complementary or competing technologies.