A Sales Guide to Influ2 Buyer Signals

Congratulations! If you’ve received a signal notification from Influ2, it means your marketing team is working hard to give you valuable information that makes prospecting and building pipeline easier.

What are buyer signals and why do they matter?

Buyer signals are key moments (think: actions taken or milestones reached) from your target prospects that indicate interest in your product or offering. Signals alert you when interest is detected, giving you the perfect opportunity to reach out and capture it while it’s still top of mind. Buyer signals reveal who is showing interest, what they care about, and why so you can:

• Prioritize the right people at the right accounts

• Tailor messaging so it’s relevant to your prospect

• Increase reply rates and reduce wasted outreach

• Engage buyers while their interest is still top of mind

Signals vs. leads

• Lead: Someone explicitly requested follow-up or scored high enough on marketing's criteria to be handed to sales.

• Signal: An action or behavior that reveals buying intent before they ever raise their hand. A job change, a content view, a keyword search, an ad click.

Access your signals

All buyer signals appear in Influ2 Signals Center—a centralized feed showing you exactly who to reach out to, what they care about, and why.

Check Signals Center daily

Navigate to Signals Center directly from your signal notification (ex. Slack notification, email digest, within your CRM)

Make it a habit: every morning, review new signals in your Signals Center feed. This keeps high-intent prospects top of mind.

Explore each signal

Click into any signal to see:

• What triggered it (job change, ad click, search keyword, etc.)

• The specific topic or action

• Timeline view of this person's signals and your outreach history

• Engagement from other buying group members at the same account

• Account-level context (industry, size, other contacts)

Personalize your outreach

Use the signal details to tailor your message. Mirror the language they showed interest in. Reference the specific topic or action (with nuance—see "Best practices" below).

Mark signals and track action

When you take action on a signal:
1. Click the "To be reviewed" dropdown in the signal.
2. Record your action (e.g., "Email sent," "Called," "To call").
3. This keeps your feed clean and ensures high-intent prospects don't fall through the cracks.

If you marked a signal by mistake, select "Clear" to revert.

Best practices for following up

• Act within 24 hours. Speed dramatically improves conversion. The fresher the signal, the higher the reply rate.

• Mirror their language. If they searched for "demand gen software," use that phrase in your subject line and opening. Show you understand what they care about.

• Combine signals for impact. If someone clicked an ad AND searched a related keyword, mention both. "I noticed you were researching X and engaged with our content on Y."

• Keep it short and personal. A 2–3 line email beats a long pitch. Get straight to relevance.

• Reference the topic, not the tracking. Avoid "I saw you searched for X" (creepy). Instead, "I see you're interested in X—we help with exactly that."

Signal types and how to respond

1. Engagement intent (click)

What it means: They clicked on an ad your marketing team is running.

How to respond:

• Note the topic they clicked on

• Reference it directly in your outreach

• Lead with it in your subject line

2. Search intent

What it means: They searched for a keyword or topic related to your solution.

How to respond:

• Reach out immediately—it's top of mind

• Reference the keyword they searched for

• Explain how your product solves that problem

• Share a relevant resource (blog post, case study, comparison guide)

3. Content intent

What it means: They visited a third-party website and read content about a topic relevant to your solution.

How to respond:

• Reach out immediately

• Reference the topic they were researching

• Connect your product to that topic

• Share a relevant resource

4. Social intent

What it means: They shared something relevant on LinkedIn (detected by Influ2 and filtered to show only relevant posts—no noise).

How to respond:

• Engage with the post (comment, like, share)

• Send a short note referencing it to show you're paying attention

• Connect the post topic to your business and value

5. Job changes

Job changes signal new priorities, new budgets, and openness to new vendors. Buyers are 62% more likely to respond after a job change.

New hire

What it means: They were hired at a company active in your programs.

How to respond:

• Congratulate them on the new role

• Tie your message to their new responsibilities and priorities

• If they moved companies, check if they were a past champion of your solution

• Ask if they're evaluating tools to support early wins in their new role

Promotion

What it means: They were promoted to a higher-level position.

How to respond:

• Acknowledge the promotion and their expanded role

• Highlight how your solution supports their new responsibilities

• Reference working with them in their previous role (if applicable)

Title change

What it means: They moved to a different role at the same company (lateral move or function change).

How to respond:

• Research their new responsibilities

• Connect to their previous role if you have history there

• Show how your product addresses their new area of focus

6. Prioritized by marketing

Your marketing team has flagged these prospects as ones you should prioritize for outreach because they have been exposed to marketing content as part of recent campaigns.

To understand the exact criteria used to flag them as a priority, please consult your marketing operations team.