Inboxes are full
Generic sequences are easy to send and easy to ignore. Relevance and timing are what get a reply now.
Signals
Know which accounts to contact this week, and why.
We build signal systems in Clay and Apollo that score your target accounts on buying signals and your team's own network, and give each rep a ranked list with the reason next to every account. Your reps do the outreach.
Account scoreHalden Software
B2B SaaS · 180 staff · UK
Score
82
Signals found
- +25
Hiring 8 AEs
LinkedIn jobs
- +20
New VP Sales, started 6 weeks ago
Clay
- +15
Your CEO is connected to their VP Sales
Team network
- +22
ICP fit: Tier 1
Clay
Score82 / 100
#sales-signals · now
New priority account for Sarah: Halden Software, hiring 8 AEs. Warm intro via Ciara. Score 82.
Why now
Why timing matters more than ever
Buyers get more outbound than ever, much of it written by AI and sent at volume. Most of it gets ignored. The replies go to reps who reach out at the right moment, with a real reason to talk.
The data is there
Hiring, funding, leadership changes and job moves can be tracked across your whole market in Clay and Apollo.
Your network is an advantage
Most teams already know people at their target accounts. Few have a way to see it.
Five thousand accounts look the same in a spreadsheet. Signals show your reps which ones to call this week.
How it works
From target list to ranked accounts
- 01
Define the audience
Target accounts and buyers built from your ICP in Clay and Apollo, or from your existing list.
- 02
Agree the signals
Chosen with your sales team, based on what was happening at accounts before past deals.
- 03
Weight and score
Each signal carries points, and every account gets a score out of 100.
- 04
Deliver it to reps
Scores and reasons go into Attio or HubSpot, with new priority accounts posted in Slack.
Warm network
Start with who your team already knows
A warm introduction gets a reply far more often than a cold email. Between your founders, reps, advisers and investors, most teams have hundreds of connections into their target accounts and no way of seeing them. We map them, so every rep knows who can open the door.
- Your team's LinkedIn connections matched against your target accounts
- Former colleagues and former customers who've moved into target accounts
- Higher scores for accounts with a warm path in
- The name of who to ask for an intro, right next to each account
Warm paths · Halden Software3 pathsTom Byrne, VP Sales
Ciara Walsh (your CEO) · 1st-degree connection
Priya Shah, Head of RevOps
Mark (AE) · worked together at Corvo Logistics
Dan Murphy, Sales Director
Your CRM · former champion at Arden Systems
Example
What a scoring model looks like
Every model is built for the client. This one is for a company selling enterprise AI software.
| Signal | Weight | Why it matters |
|---|---|---|
| Announced a new initiative | High (25 pts) | A live project with budget and an owner |
| Someone on your team knows someone there | High | A warm route in beats a cold email |
| A former customer contact joined the account | High | They already know what you do |
| Hiring for roles your product supports | Medium | The company is investing in the area |
| New CIO or technology leader | Low (5 pts) | A change, but rarely a trigger on its own |
Announced a new initiative
High (25 pts)
A live project with budget and an owner
Someone on your team knows someone there
High
A warm route in beats a cold email
A former customer contact joined the account
High
They already know what you do
Hiring for roles your product supports
Medium
The company is investing in the area
New CIO or technology leader
Low (5 pts)
A change, but rarely a trigger on its own
Who does what
We build it. Your team runs it.
What we build
- A defined audience of target accounts and buyers
- An agreed signal list and scoring model
- Your team's network mapped against target accounts
- Contact and company enrichment
- Scores and reasons in your CRM, with alerts in Slack
- Outbound reporting by segment, signal and rep
- Documentation, so your team can change it later
What your team does
- Reaches out to the accounts at the top of the list
- Asks for the warm introductions
- Writes the messaging and runs the sequences
- Feeds back on which signals lead to real conversations
target companies tracked before any hire
Use signals before you hire
One client had around 5,000 target companies and was about to hire SDRs. We tracked signals across the list for a few weeks first to estimate real demand. That showed how many reps the work needed before anyone was hired.
Built in your accounts, so you own everything.
- Clay
- Apollo
- Attio
- HubSpot
- Slack
Attio
HubSpotFAQ
Common questions
No. We build the system that tells your reps who to contact and why. Your team writes the messaging and does the outreach.
Each person on your team connects their LinkedIn with their permission. We match their connections against your target accounts and your CRM, then flag every account where someone on the team has a way in.
Yours. Clay, Apollo and everything else is set up in your accounts, so you keep it if we stop working together.
Clay, Apollo and any other data providers bill you directly. We agree a lean setup and the expected monthly cost before we build.
Most signal builds take two to four weeks. The scoring improves over the first month as we see which accounts turn into conversations.
It helps, because scores and reasons land in the CRM. If you don't have one, we can set up Attio or HubSpot at the same time.
Want to know who to target this week?
Tell us who you sell to and what your team is working from today. We'll tell you which signals we'd start with.