B2B Buying Signals Built for Your Business
Choosing the right accounts to target is a key foundation for any marketing approach. If you’re reaching the wrong audience, you could waste your efforts on accounts that won’t convert.
To help with this crucial stage, xGrowth is introducing Signals Engine, an always-on buying signal solution for B2B businesses. It identifies potential customers through custom-built signals, continuous TAM monitoring, and actionable insights.
xGrowth helps APAC businesses better analyse buying activity to ensure you’re targeting the accounts that will get the most benefits from your products and services.
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Identify Buying Opportunities Before Your Competitors
B2B buying signals include any actions, behaviours, and events that indicate a business is moving toward a purchase.
Static account lists only consider if a company might be a good fit, not if they’re ready to buy. Looking at buyer intent signals within an account list can narrow down your target accounts by deciding if they have a high likelihood of purchasing.
Most buyers start researching solutions long before they contact vendors. Generic data shared between competitors might give you some idea of who you’re targeting, but digging deeper into the low-intent and high-intent buying signals of each business can give you better insight. Signals Engine helps businesses discover current signals that the competition might not be aware of.
How Signals Engine Works
xGrowth’s Signals Engine works by following four key steps:
Define Buying Signals
Your sales team starts by working with our team to determine what suggests a potential buying opportunity for your business.
Build Custom Signals
Signals Engine will develop tailored signals that include combinations of multiple data points.
Monitor Your Market
The engine continuously monitors the entire TAM to rank accounts based on fit and detected buying activity. Our analysts check the results and tune the signals every week.
Take Action
You can use insights from Signals Engine to guide your targeted sales outreach and ABM activity through xGrowth's GTM Hub.
Signals Engine uses transparent scoring to make it clear which signals were detected and why an account has been prioritised. That way, your business can use the insights effectively.
What Types of B2B Buying Signals Can We Identify?
xGrowth helps identify a wide range of buying signals, including:
Business Expansion
New physical locations and geographical expansion may require different products and services.
Procurement Activity
Tenders, RFPs, and publicly announced projects show that the company is actively looking for new purchases.
Leadership Changes
New CIOs, CTOs, and senior management roles may arrive with new needs and processes.
Technology Investment
Upgrades, replacements, and new initiatives signify changes and a potential need for new technology.
Business Developments
Funding, mergers, acquisitions, and strategic changes are all key signs that a company is currently trying to reach a goal.
These are just some examples of potential B2B buying signals. When we put our Signals Engine into action, the focus is on identifying and combining signals that are relevant for your business needs.
Why Choose Signals Engine Over Generic Intent Data?
Signals Engine offers stronger insights than generic data, including:
- Custom-built buying signals instead of focusing only on standard intent topics
- Ongoing monitoring of the whole addressable market rather than a static account list
- Transparent, customisable scoring centred around account fit and relevant activity
- Buying intelligence paired with ABM strategy and execution
- Ability to identify new market conditions and demand patterns
Many businesses are reaching accounts with the same tactics and messaging because of shared data. Signals Engine offers customised buying signals and monitoring to tailor insights to your business while helping you stand out from the competition.
See Buying Signals in Action
It’s one thing to list benefits, but it’s another to see them drive success. Let’s look at how our Signals Engine would work for an ERP Software Provider.
If a manufacturing company appoints a new CIO, recruits transformation specialists, and announces an operational expansion, these are all developments that Signals Engine would detect. The company would be identified as a potential opportunity based on these signals.
These buyer intent signals provide detailed context needed for relevant sales outreach. Looking at multiple buying signals at once gives more insight on the intent and timeline of purchases, making it easier to predict buying behaviours.
Signals Engine lays all this information out in an easy-to-analyse format, including detected signals, account score, and a potential angle for outreach.
Example manufacturer
In plain words. The company has appointed a new CIO, is recruiting transformation specialists, and has announced an operational expansion.
For the ERP provider, the expansion is the opening: the new CIO is hiring transformation specialists to run it, so the systems behind the expanded operation are still being chosen.
Evidence 3 signals
- New IT Leadership1mo ago
- Transformation Hiring1mo ago
- Operational Expansion2mo ago
Turn Buying Signals into Sales Opportunities
With buying signals tailored to your business needs, you can experience the following benefits:
- Identify potential customers at the most relevant times
- Maintain an updated and prioritised account list
- Help sales teams only target promising opportunities
- Increase the relevance and timing of ABM campaigns
- Identify growing demand across a wider market
Signals Engine is especially helpful for B2B businesses that have high-value offerings, complex buying decisions, or long sales cycles. If your brand falls into any of those categories, work with xGrowth today to get custom buying signals and deeper context.
Frequently Asked Questions
What are B2B buying signals?
B2B buying signals are actions, events, and data indicating that a company is ready to move forward with a purchase. This could include key hires, new locations, and business developments.
What is the difference between buying signals and buyer intent data?
Buyer intent data tracks the research and online consumption of possible target accounts. Buying signals dive deeper into that research by tracking real-world milestones and events that indicate a shift in buying needs and decisions.
How is Signals Engine different from traditional B2B intent data providers?
Signals Engine stands out from B2B intent data providers because it focuses on real-world events and timing rather than passive research. It identifies and monitors several buying triggers to better predict the best messaging and timeline to reach target accounts.
Is Signals Engine a software tool or a customised solution?
Signals Engine is more than just a buyer intent software tool because it offers a tailored solution. Rather than providing generic buying signals, it customises its approach based on the signals and data points that matter to your business.
Can Signals Engine monitor companies outside our existing target account list?
Yes, Signals Engine can monitor your existing target account list while also searching for new relevant accounts. It uses your custom-built buying signals to ensure you’re targeting the most valuable accounts for your brand.
How are buying signals identified and scored?
Buying signals are identified when the Signals Engine notices a business moving toward a purchase decision. Then, the weight of the signal is assessed based on strength, relevancy, and patterns.
Discover Your Buying Signals
Discussing which buying signals could lead to opportunities in your market can help you develop campaigns that stand out.