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Complete guide with examples, templates & detection tools to turn intent into pipeline
Actionable signals organized by category, complete with detection tools and ready-to-use templates
When companies hire aggressively, they need tools to scale. New employees = new seats, new workflows, new infrastructure. Hiring 50 SDRs? They need your sales engagement platform. Hiring 20 engineers? They need your dev tools. Track LinkedIn job postings and connect growth to your tool category. Expansion mode is buying mode.
🔧 How to detect:
📧 Template:
"[FirstName], I saw you're hiring [X] [positions]. This typically signals [challenge]. Here's how [solution] helps scale..."
💡 Example:
Hiring 10 SDRs → Sales engagement platform → Scaling infrastructure need
Fresh funding = spending mode... for about 6 months. After that, it's back to scrutiny. The sweet spot: 30-90 days post-announcement when they're hiring, scaling infrastructure, and building the 'growth stack.' Be in their inbox before their hiring plan is finalized. Early conversations = embedded in the roadmap.
🔧 How to detect:
📧 Template:
"Hi [FirstName], congrats on the [round]! As you scale [function], [solution] helps companies at your stage by [benefit]."
💡 Example:
Series B $20M → Scaling sales team → CRM/sales tools opportunity
Your best customers are your best salespeople—even after they leave. Champions who loved your product will push for it at their new company if you stay in touch. The 90-day window is critical: they're assessing tools, building their stack, and proving their expertise. Make it easy: 'Want to bring [Product] to [New Company]? Here's our team plan.'
🔧 How to detect:
📧 Template:
"Hi [FirstName], congrats on the new role at [company]! As [role], you'll probably want to set up [solution] like you had at [old company]."
💡 Example:
Champion moves to new company → Bring solution with them → Easiest sale ever
New hires in your ICP role (Head of Sales, CMO, VP Eng) are building their toolstack from scratch. They're not loyal to old vendors—they're loyal to what works. The first 60 days are your shot: 'Welcome to [Company]! We help [Role] achieve [Outcome]. Would love to share how.' Early relationships = embedded solutions.
🔧 How to detect:
📧 Template:
"Hi [FirstName], congrats on joining [company]! As new [role], you'll need [solution] to [achieve goal]. Happy to show you how..."
💡 Example:
New VP of Sales hired → Sales tools → First 90 days budget
When companies hire aggressively, they need tools to scale. New employees = new seats, new workflows, new infrastructure. Hiring 50 SDRs? They need your sales engagement platform. Hiring 20 engineers? They need your dev tools. Track LinkedIn job postings and connect growth to your tool category. Expansion mode is buying mode.
🔧 How to detect:
📧 Template:
"[FirstName], I saw you're hiring [X] [positions]. This typically signals [challenge]. Here's how [solution] helps scale..."
💡 Example:
Hiring 10 SDRs → Sales engagement platform → Scaling infrastructure need
New execs bring new budgets, new vendors, and 90-day mandates to 'make an impact.' They haven't been captured by the status quo yet. The first 100 days are your window—they're reworking the stack, challenging old contracts, and proving their worth. Your pitch: 'You weren't here for the old decision. Here's the modern approach.'
🔧 How to detect:
📧 Template:
"Hi [FirstName], congrats on the new [C-level] hire! New leadership often means new initiatives. Here's how [solution] supports..."
💡 Example:
New CTO hired → Infrastructure/dev tools → 100-day plan opportunity
Job postings are budget approvals in disguise. Hiring a 'Head of Sales Ops'? They need CRM, engagement, and analytics tools. Posting for a 'Security Engineer'? Someone just allocated $500K for infosec. Match your ICP roles to your product category and reach out BEFORE they start. Be part of the onboarding plan.
🔧 How to detect:
📧 Template:
"[FirstName], I saw you're hiring a [position]. This role typically needs [tool/solution]. Happy to show how [solution] helps..."
💡 Example:
Hiring Data Engineer → Data infrastructure tools → Technical buyer identified
Your best customers are your best salespeople—even after they leave. Champions who loved your product will push for it at their new company if you stay in touch. The 90-day window is critical: they're assessing tools, building their stack, and proving their expertise. Make it easy: 'Want to bring [Product] to [New Company]? Here's our team plan.'
🔧 How to detect:
📧 Template:
"Hi [FirstName], congrats on the new role at [company]! As [role], you'll probably want to set up [solution] like you had at [old company]."
💡 Example:
Champion moves to new company → Bring solution with them → Easiest sale ever
Your competitor's ex-employees know where the bodies are buried. They know the roadmap, the churn reasons, and the weaknesses. Don't pitch them—learn from them. 'Congrats on the new role! Would love to hear your thoughts on the [Category] space.' Intelligence goldmine, relationship builder, and potential champion rolled into one.
🔧 How to detect:
📧 Template:
"Hi [FirstName], saw you recently left [competitor]. I'd love to learn about your experience with [topic] there. Coffee chat?"
💡 Example:
Former competitor employee → Insider intel + potential champion → Competitive intelligence
New hires in your ICP role (Head of Sales, CMO, VP Eng) are building their toolstack from scratch. They're not loyal to old vendors—they're loyal to what works. The first 60 days are your shot: 'Welcome to [Company]! We help [Role] achieve [Outcome]. Would love to share how.' Early relationships = embedded solutions.
🔧 How to detect:
📧 Template:
"Hi [FirstName], congrats on joining [company]! As new [role], you'll need [solution] to [achieve goal]. Happy to show you how..."
💡 Example:
New VP of Sales hired → Sales tools → First 90 days budget
Promotions = new responsibilities + new budgets + 'quick wins' pressure. A promoted AE becoming a sales manager needs team tools. A promoted marketer needs scale solutions. Message: 'Congrats on the promotion! Companies often need [Tool Category] when moving from IC to manager. Let's chat?' You're solving their new problem before they Google it.
🔧 How to detect:
📧 Template:
"Congrats on the promotion, [FirstName]! As [new role], you now oversee [scope]. Here's how [solution] helps at that scale..."
💡 Example:
Manager promoted to Director → Bigger budget + scope → Upsell opportunity
Whether your product is complementary or competition, getting a peek at a company's tech stack configuration will help you stand out with value and show empathy with pain points.
🔧 How to detect:
📧 Template:
"[FirstName], I saw you're using [adjacent tool]. Great choice! [Solution] integrates perfectly to [benefit]. Demo?"
💡 Example:
Using Salesforce → Propose Salesforce integration → Perfect fit conversation
Pricing page visits are the digital equivalent of asking 'How much?' in a store. They're past awareness—they're evaluating fit. If they visit pricing 3+ times without converting, something's blocking them (sticker shock, unclear value, wrong tier). Proactive outreach: 'Saw you checking out pricing. What questions can I answer?' Close the gap before they ghost.
🔧 How to detect:
📧 Template:
"[FirstName], I see there's interest in [solution]. What questions can I answer about pricing and packaging to help your decision?"
💡 Example:
Pricing page visited 5 times → High buying intent → Strike while hot
Heavy documentation usage shows technical evaluation and implementation planning.
🔧 How to detect:
📧 Template:
"[FirstName], saw you're deep in the docs! Any questions about implementing [feature]? Happy to connect you with our solutions team..."
💡 Example:
Read API docs for 2 hours → Technical buyer → Implementation phase
Case study views indicate they're looking for proof and validation from similar companies.
🔧 How to detect:
📧 Template:
"[FirstName], saw you checked out the [company] case study. They're similar to you in [aspect]. Want to hear how they achieved [result]?"
💡 Example:
Read competitor case study → Social proof seeking → Reference call setup
Integration research shows they're thinking about how your product fits their tech stack.
🔧 How to detect:
📧 Template:
"[FirstName], saw you're looking at integrations. We work great with [their tech stack]. Want to see the [specific integration] in action?"
💡 Example:
Checked Salesforce integration → Tech stack fit → Implementation planning
Security page views indicate enterprise evaluation and compliance requirements.
🔧 How to detect:
📧 Template:
"Hi [FirstName], I see security is important to you. We're [SOC 2/GDPR/etc] compliant. Want our full security documentation?"
💡 Example:
Read security page → Enterprise buyer → Compliance check phase
Repeated views of specific support content shows a pain point or confusion that needs addressing.
🔧 How to detect:
📧 Template:
"Hi [FirstName], saw you're reading about [topic] a lot. Can I help clarify or show you a better way to [solve problem]?"
💡 Example:
Read same article 5 times → Struggling with feature → Onboarding help needed
Sharing competitor content shows awareness of category and research behavior.
🔧 How to detect:
📧 Template:
"[FirstName], saw you shared [competitor]'s content on [topic]. We do [topic] differently by [unique approach]. Interested in comparing?"
💡 Example:
Shared Gong content → Sales tech interested → Competitor awareness
Stop sending generic emails. Use this proven structure to turn buying signals into meetings.
Starting with a signal proves you did your homework. It shows this isn't a mass email—you're reaching out for a specific, timely reason. This immediately separates you from the 99% of cold emails that start with "I help companies like yours..."
"I noticed your team just posted a new SDR role on LinkedIn—congrats on the growth!"
Don't jump straight to your solution. First, demonstrate you understand the challenge this signal creates. Sales leaders affirm that as they hire more reps, ramping them up quickly becomes their bottleneck. You're not selling yet—you're showing empathy and expertise.
"Sales leaders tell me that as they scale their SDR team, getting new hires to quota in under 60 days becomes their biggest challenge."
Now you've earned the right to introduce your solution. Keep it outcome-focused, not feature-focused. "We help sales leaders reduce ramp time" beats "We have an onboarding platform." Connect directly to the problem you just stated. Make the benefit crystal clear.
"We help sales leaders cut ramp time in half by automating personalized coaching for every new rep—without adding headcount."
The softer the ask, the higher the response rate. Questions outperform commands ("Let's schedule a call"). Binary yes/no questions work best because they require minimal cognitive effort. You're not asking for their time yet—just their opinion or interest.
"Worth a conversation?"
P.S. lines have the highest read rate in emails—often higher than the body. Use it for one of two things: (1) add a personal touch that shows deeper research, or (2) drop social proof that builds credibility. This is your "secret weapon" to stand out from templated emails.
"P.S. Congrats on the VP of Sales promotion last month! This timing is perfect."
Example (Social Proof)"P.S. We helped [Similar Company] reduce ramp time from 90 to 45 days—happy to share the playbook."
Subject: Quick question about your SDR expansion
Hi Sarah,
I noticed your team just posted 3 new SDR roles on LinkedIn—congrats on the growth!
Sales leaders tell me that as they scale their SDR team, getting new hires ramped and hitting quota in under 60 days becomes their biggest bottleneck.
We help sales leaders cut ramp time in half by automating personalized coaching for every new rep—without adding management overhead.
Worth a quick conversation?
Best,
Alex
We helped Salesforce reduce their SDR ramp from 90 to 42 days last quarter—happy to share the playbook if helpful.
Send within 24-48 hours of the signal. After 7 days, it's old news. Strike while the iron is hot.
80% of emails are read on mobile. Keep paragraphs to 2-3 lines max. Short = readable.
Don't personalize for the sake of it. Only mention details that connect to your solution.
A/B test your signals, problems, and CTAs. What works for Series A may not work for Enterprise.
Whether you're hunting new logos or expanding existing accounts, there's a signal for you
Stop cold calling. Start warm outreach by detecting signals like job changes, funding announcements, and tech stack changes before your competitors.
Re-engage stale opportunities, expand existing accounts, and close deals faster by striking when buying intent is highest.
Give your team a competitive playbook that turns intent data into predictable pipeline. Scale what works across the entire org.
Align marketing campaigns with real-time buying signals. Turn intent data into targeted ABM plays that sales actually uses.
salesCraft helps B2B companies build outbound engines that actually work. We'll audit your current process, identify the highest-impact signals for your ICP, and show you exactly how to activate them.
Book a free 30-minute strategy call. We'll review your ICP, identify your top 10 signals, and create a custom activation plan.
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