Buying signals are observable actions that may indicate commercial interest, such as viewing a pricing page, returning to a product page, requesting a demo or engaging with several pieces of product content. A signal is an input rather than proof of intent: its value depends on the action, the person or account behind it and the wider pattern of activity.

How buying signals are used

Signals can be recorded individually, weighted in a scoring model or used to trigger alerts and workflows. The weighting should be based on what matters in the company sales process rather than treating every page view, download or campaign interaction as equally useful.

Buying signals vs buyer intent

A buying signal is a specific event. Buyer intent is an interpretation of one or more signals in context. A pricing-page visit, for example, may be useful on its own, but a sequence of relevant visits from several known contacts at the same account provides a different level of context.

See also Buyer Intent and Event Tracking.