Relationship Signal Monitoring
Find more sales opportunities by harnessing thousands of account changes on LinkedIn into one Global Command Center.
Relationship Signals
Why, What, How?
WHY
Did you know that 64% of your sales team’s time is spent on tasks that aren’t directly related to selling?
On top of that, the average seller spends half a day every week researching accounts and prospects.
Your Big Challenge:
Your Sellers Are Paid to Sell,
Not to Research.
Data leakage is happening whether you like it or not.
Revenue teams fail to spot Signals and fail to translate that data into a prescriptive sales play.
If a single seller on your team misses a Signal, chooses to not communicate a Signal to another seller on your team, or fails to action a Signal – you have Data Leakage.
At scale, as 3% of your CRM decays every month, hundreds of Signals each month become open for targeting by your competitors.
Do we need to partner with Pipeline Signals?
The most common problem we encounter:
Each seller on your team is focused on their accounts ONLY.
They don’t share Signal information, nor have complete visibility between 100% of your customer base and prospective accounts to find relationship patterns.
Partner with Pipeline Signals if you rely on LinkedIn for sales intelligence, but identify with any of the following:
- Less than 100% LinkedIn Sales Navigator utilization
- Are NOT tracking 100% of your accounts on LinkedIn
- Are NOT alerting 100% of your account changes in your CRM
WHAT
a portion of global sales opportunities.
Turn LinkedIn data into prescriptive sales intelligence you can action.
Change is the one constant on LinkedIn. 3% of your CRM is decaying as key stakeholders are moving up, down, and in and out of your accounts at an alarming rate. They bring with them new priorities, and they take with them the same priorities when they leave your accounts.
Harnessing this data and making sense of it is our job. We inform you on who you should contact today, why now is the perfect time to engage, and what the best practices are when you engage.
A piece of a puzzle
Relationship Signals
+ Buying Intent
+ Product Usage
= Completed Account Puzzle
Buying Intent shows you key stakeholders researching key topics. Product Usage shows you who’s leveraging specific technology, or even how they’re leveraging your technology.
Relationship Signals show you the experiences and changes to key stakeholders in your account, and how these changes and experiences help you predict the priorities and future direction this account will take.
Here are some examples of Relationship Signals that you might be missing out on:
- Every key stakeholder that’s new to their role this week
- Every key stakeholder that’s left their role this week
- Every advocate that left a happy customer to join a prospect or existing customer
- Every job posting that highlights a need for your solution
- Every job posting that highlights an interest in your competitors
- Every new key stakeholder that was previously employed by your competitor
- Every key stakeholder in all your accounts that have skills, certifications, or project experience with your competitors
- Every company that is heavily recruiting talent from your customers
An Overview of Relationship Signals
By the time B2B sellers and their frontline managers discuss sales pipeline, it’s a lagging indicator activity.
But what if you could get ahead of your accounts and find leading indicators of opportunities?
That’s what we’re here to provide. Think of signals as an insurance policy to uncover potential opportunities or risks in advance.
Not only does this help save an immense amount of time and energy, it enables focused prospecting at scale for the entire organization.
We’ll be mining and researching your active customer, prospect and competitors accounts for the Relationship Signals on a regular basis.
Customer Relationships
Sometimes key stakeholders leave an existing customer account and join a target or prospect account.
Of all the contacts you may target in this account, these stakeholders should have high priority and urgency.
When key stakeholders leave customer accounts, where are they headed? And, can you leverage a former commercial relationship to open a new door?
This signal enables this and should have high priority and urgency.
“Birds of a feather, flock together”. Key stakeholders tend to recruit teams, not just individuals to round out their departments. This creates a cluster of past customer advocates in specific accounts. Do you know which accounts these are?
Competitor Relationships
While competitors joining accounts may seem minimal, it’s an activity that happens much more frequently than we realize. These people bring pre-existing preferences with them.
Leverage this signal to qualify and validate your solution and protect the account from potential risk or churn.
Wouldn’t it be wise to know if key stakeholders in your target, prospect or customer accounts are connecting with a competitor’s salespeople?
By utilizing this signal, you can take action on protecting a deal or renewal.
Pending Relationships - Compelling Events
New account stakeholders or decision makers are most likely to have new budget and open to learning about new vendors or meeting their existing ones.
Use this signal to provide value and gain entry early.
When people leave accounts, they often take priorities with them. The chance they’ll alert you of their departure is minimal.
This signal helps you discover potential risk and get ahead of it.
Alumni networks and affinity are a very real thing in business today, especially B2B sales.
This signal tracks if stakeholders from your College/University are in key accounts that matter to you. If so, it can be a fast door opener.
Getting ahead of account growth or reduction can mean big things for your solution.
Leverage this signal to have smart, effective and timely sales conversations.
Proactively gain awareness of what job role/department is hiring key stakeholders. What intelligence can you glean around that department’s growth, talent replacement, key initiatives and tools/technologies leveraged?
Interested in learning more about Relationship Signals?
Stakeholders leaving/joining accounts, departmental growth, past advocates—these are just some examples of Relationship Signals that we monitor.
Download our eBook to find out what other Signals we monitor.
HOW
We leverage science-backed, proven sales methods to deliver you Signal Intelligence on the cadence you need, in your sales platform of record.
Pipeline Signals
is the right partner for you if:
You have a dedicated team to act on these Signals.
Time is finite. You want your sellers in the market, not researching.
Give time back to your sellers by also selecting the appropriate sellers to execute against these Signals.
Best-in-class customers provide these Signals to their “first touch” team.
Whether you call them SDR, BDR, Digital Sales, or something else – provide these Signals to sellers that have a defined Service Level Agreement (SLA) for execution timelines.
Don’t let these account opportunities and threats go unactioned.
You are willing to work internally to integrate Signals into your sales workflows.
Our Signal Intelligence needs to find a home.
The best home is within your existing sales workflows (CRM, Sales Engagement platform).
This will accelerate seller utilization while providing you the global visibility you need to understand Signals’ effectiveness at scale.
Best-in-class customers recognize that CRM integration means a global birds-eye view of every account with strong opportunities vs. pending threats.
“You can’t manage what you don’t measure.”
– Peter Drucker
You want results today but you also recognize the power of consistency.
Within two weeks of onboarding, you will be ready to launch your first series of Signal reports throughout our partnership together. Within two weeks, you will be in-market, actioning Signals at scale!
Best-in-class customers also play the long game. They plan for Signals to be part of their sales workflow for years.
That means that they communicate properly upfront, gain sales and marketing alignment early on, integrate Signals into their CRM upfront, focus on reports/dashboards to govern accountability, and leverage our coaching and resources constantly.
If you think five chess moves ahead, you will be hyper-successful with Signals.
Pricing
Team
Business
Enterprise
Custom
US$ 2,000 /month
US$ 3,000 /month
US$ 4,000 /month
Accounts Monitored
1,000
3,000
5,000
Let’s work on a plan
Signals Delivered
up to 1,000
up to 3,000
up to 5,000
that suits your needs.
Delivery Cadence
Once a month
Once a month
Once a month
Team
- 1,000 Accounts Monitored
- Up to 1,000 Signals
- Delivered Once a Month
Business
- 3,000 Accounts Monitored
- Up to 3,000 Signals
- Delivered Once a Month
Enterprise
- 5,000 Accounts Monitored
- Up to 5,000 Signals
- Delivered Once a Month
Up the delivery cadence of your Signals!
Give your sellers the latest Signals on their accounts as soon as we find them.
Choose your preferred delivery cadence from these add-ons:
- Weekly Delivery – add US$750 to monthly subscription
- Daily Delivery – add US$1,500 to monthly subscription
Stop missing out on sales opportunities that already exist in your current network.