Most sales teams face a common challenge: they treat every lead with the same level of urgency. They work through a list of 50 prospects, stick to the same script, and hope for a lucky break. Meanwhile, while you're cold calling someone with zero interest in buying right now, another prospect is actively researching your solution, checking your pricing page, or complaining about your competitor on LinkedIn.

These are buying signals—the digital and offline breadcrumbs prospects leave behind. Spotting these signals is what sets top performers apart from reps just hitting "send" on generic email blasts.

Not all prospect activity is created equal. Someone reading your blog post about "Industry Trends 2025" is likely just educating themselves. That's basic research, low intent. You need to tell the difference between casual curiosity and serious consideration.

High-value digital signals include:

• Pricing Page Visits: If a prospect looks at your pricing page, especially the "Enterprise" or "Pro" tiers, they're doing the math. They're calculating if you fit their budget.
• Repeat Technical Deep Dives: A prospect who downloads a technical implementation guide or API documentation is far past the "what is this?" stage. They're figuring out "how will this work for us?"
• "Dark Social" Chatter: This is harder to track but incredibly valuable. It's when prospects ask peers in Slack communities or Reddit threads, "Has anyone used [Your Product] vs [Competitor]?" Tools like G2 or intent data providers sometimes catch this third-party activity.

While digital clicks are useful, a particularly strong buying signal happens offline: the job change.

When a decision-maker moves to a new company, their intent to buy or change solutions skyrockets. A new VP of Sales or Head of Marketing has roughly 90 days to prove their value. They often audit existing tools, rip out what isn't working, and bring in the software they trust.

If you have a past champion—someone who loved your product at their old job—and they just landed a new role, that's a hot lead. They already know your value. They don't need a discovery call to understand what you do; they just need to know how to get you into their new budget.

Tracking these movements manually is impossible once your network grows past a few dozen people. This is where tools like Flux.report come in handy, alerting you exactly when a contact updates their employment status. It turns a standard LinkedIn update into a solid sales opportunity.

But collecting signals means nothing if you don't act on them right. The goal isn't to be creepy ("I saw you clicked our pricing page at 2:00 AM"), but to be relevant.

If you see heavy website activity, prioritize immediate outreach to that account. If you notice a past client just became a Director at a target account, send a congratulatory note right away—not a pitch, but a human connection.

By scoring your leads based on these behaviors rather than just demographics, you stop wasting time on cold prospects and start focusing on the ones waving their hands, ready to buy.