Only 5 percent of B2B buyers are in the market for your product right now. So how do you build a sales and marketing strategy to give you the best possible chance of reaching those key prospects, at the right time and with the most personalised messaging?
At Honch, we’re changing the landscape of B2B selling by tracking core buying signals that allow clients to target campaigns towards engaged groups of prospects that they know have a higher propensity to invest with them.
Our industry-leading data then allows them to build targeted campaigns (at scale) to these key buyers.
Our 3 Key Buying Signals:
We highlight thousands of new prospective buyers to clients every week. This is done by tracking key indicators that you could categorise into 3 types of signals:
1. People-based Signals:
Honch monitors the professional profiles of 1 million+ UK B2B decision-makers. We uncover key movement that could result in these individuals becoming key prospects for clients, such as:
• New hires
• Promotions
• Prospects leaving existing clients and starting new roles in new companies
2. Company-based Signals:
We also monitor 70,000 UK companies and track key performance indicators at a company level, this allows clients to understand which of these are now most likely to sit in their 5%, such as those going through:
• International expansion
• Headcount growth
• Funding announcements
• New CEO appointments
3. Social-based Signals:
Each month we analyse 1million+ social posts made by every company that we monitor. We use custom-built AI to analyse the context of each post, allowing clients to target buyers in companies that are discussing areas such as:
• Product launches
• New L&D programmes
• Diversity
• Sustainability
• New job posts
• New website launches
Why Signal-Based Selling Matters
Your prospects are bombarded with sales pitches as sellers vie for their attention. The flood of spammy, AI-driven tactics overwhelms buyers causing decision paralysis. In this environment, no one wins. Spray and pray is dead and it’s caused the nullification of even the most successful outbound generic campaigns. This is why it’s time to focus on the prospects ready to buy from you.
Getting Started
At Honch, we track key buying signals to help clients better understand which 5 percent of their prospect audience is in the market for their products and services right now.
Most clients start focusing on 1 or 2 types of signals per month (for example companies expanding internationally or those with new C-Level buyers) and then build out their processes from there.
While identifying these signals can seem daunting, ignoring them can lead to missed revenue opportunities and drained pipelines.
You can try Honch completely free of charge and start uncovering your best possible prospects today.
