These 46+ sales signals help me book 100+ meetings per month

Inbound-led outbound is the new way to prospect in 2024.

Inbound-led outreach is a simple combination of old-school sales and modern technology.

I've spent months and months testing and perfecting this inbound prospecting methodology. I've found lots of different innovative ways to capture all of these signals fully on auto-pilot (some semi-automated.)

I just launched the playbook on LinkedIn here.

If we were to pull all of these leads, qualify them, personalise an email and give them an offer they can't refuse.

You would most likely 5x/10x the ROI of your outbound.

Almost everyone who started a business used their connections to make their first sales.

Why?

They already know you and they trust you. What we have found though is that there are many more ways to collect this advocacy than just your “connections” or “network”.

So here is how you could set up an inbound funnel for your business.

Step 1: Where are you most prominent in?

Do you have an audience? A channel? Or an audience-pocket you have access to…i.e. a conference attendee list? A network of influencers in your space?

Step 2: Map out your top 3 biggest high-intent lead sources

Look at who is within these networks, are they an ICP match? Would they be likely to be needing your product/service?

Step 3: Setup your automated funnel

Utilise the playbook here. To set recipes to automatically engage those who land under these sales signals.

Step 4: Work out your offer

The best offers you can make are those which cost $$$ but you give away for free. For example, if I reached out to an SEO agency and said here is a list of 20k Semrush users who match your sales ICP. This would cost them money to make it. You can see the offer creation funnel in the playbook here.

Step 5: Refine it and improve it

I would recommend beginning with only 2/3 signals at the start but I would begin to add more in and improve your messaging.

Here are the sales signals you can utilise:

• Website Visitors

• New Freemium Users

• Aha! moment reached

• New integration connected

• Rapid rise and fall in product usage

• Excessive Proposal/Follow-Up Page Activity

• New account sign-up

• LinkedIn Personal/Company Profile Engagers

• Churned Users

• Ideal persona joins community

• Community or forum question asked

• Subscribe (blog, newsletter, video, podcast)

• (internal) Event attendance

• Trial end approached

• Sign-up flow abandonment

• Support ticket creation

• Webinar participation

• New Social Mentions, Anywhere

• Inclusion of new tool added to stack

• Relevant post engagement

• LinkedIn profile view

• LinkedIn Competitor Engagers

• LinkedIn Influencer Engagers

• Customer/champion job change

• Negative competitor product review

• Surge in hiring

• Ideal persona recently hired

• Surge or decline in website traffic

• Customer/prospect promotion

• Influencer follow

• Competitor follow

• Employee of competitor follow

• Upcoming renewal with competitor

• Competitor Mention

• New Product Hunt Launch

• New Hacker News Launch

• External Event/Webinar Attendences

• Event sponsorship

• Surge in layoffs

• Negative media coverage

• Advertising tracking tag added to website

• New leadership recently hired (CEO, C-level, board)

• Podcast guest appearance

• Account-Level Product or feature launch

• Merger or acquisition

• Job opening(s)

Please note some of these signals were pulled from a super great resource from CommonRoom. Here is their website you should check them out. (No affiliate link, just credit when credit is due)

If you have got this far, I’m cooking up an Outbound Machine course which I will be charging for. I’m giving my loyal subscribers free access.

Drop me an email at aaron@tractionagency.io if you would like access