Signal Intelligence Systems Skill

When to Use

• Monitoring account readiness for ABM plays.

• Prioritizing SDR/AE follow-up based on live engagement.

• Coordinating signal-based automations (ads suppression, nurture routing, sales alerts).

Signal Sources

• Intent Platforms – Bombora, 6sense, ZoomInfo (topics, spike scores, recency).

• Product Usage – PQL metrics, feature adoption, seat utilization, idle license detection.

• Engagement – email/web activity, event attendance, community participation, SDR/AE touchpoints.

• Commercial – opp stages, renewal windows, open tickets, expansion likelihood.

• External Events – hiring, funding, tech stack changes, executive moves, news.

Framework

• Normalize identifiers (domain, account ID) across sources.

• Define scoring rules per signal category with decay functions.

• Build alerts/automations (Slack, email, CRM tasks, MAP triggers).

• Feed prioritized lists into plays (target-accounts, plan-plays, monitor-abm).

• Log outcomes to refine weighting and ROI.

Templates

• Signal scoring worksheet (source, weight, freshness, trigger threshold).

• Alert matrix (signal → delivery channel → owner → SLA).

• Data dictionary for dashboards/warehouse models.

Tips

• Combine at least two signal types before triggering high-effort plays.

• Store historical signal snapshots to correlate with pipeline impact.

• Align privacy/compliance flags with marketing automation + CRM suppression rules.