BUYING SIGNALS

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Keywords: buying signals, AI signal engine, intent scoring, event engagement, Salesforce, HubSpot, Marketo

Document ID: https://certain.com/solutions/buying-signals#split1

Transform event engagement into AI-powered sales opportunities.

Our buying signals solution converts attendee interactions into actionable buying signals. This solution helps prioritize leads, accelerate sales, and maximize event impact.

EVENT ENGAGEMENT

Buying signals are derived from event engagement signals.

AI SIGNAL ENGINE

AI signal engine evaluates intent scoring and assigns readiness.

Example buyer readiness scores

UNCOVER INTENT

Buying signals fuel conversions.

Act on high-intent prospects

Pinpoint ready-to-buy prospects. Accelerate follow-ups. Turn attendee engagement into revenue quickly.

Prioritize by genuine intent

Move beyond basic lead scoring. Our AI evaluates actual engagement patterns. Surface real purchase signals.

Expedite the sales pipeline

Push scored signals directly to your CRM for immediate, personalized outreach. This shortens the sales cycle.

SIGNAL TAXONOMY

Signal taxonomy describes key signals throughout the buyer journey.

Interest Signals

Interest signals represent early-stage awareness. Social media interactions indicate initial curiosity. Survey responses indicate initial curiosity. Content views indicate initial curiosity.

Pipeline Signals

Pipeline signals are mid-funnel actions. Demo attendance shows genuine purchase intent. Booth engagement shows genuine purchase intent.

Readiness Signals

Readiness signals are final-stage indicators. Budget discussions are readiness signals. Implementation queries are readiness signals. Decision-maker engagement is a readiness signal.

Barrier Signals

Barrier signals reveal drop-offs and obstacles. Barrier signals reveal re-engagement opportunities. These opportunities appear before leads go cold.

THE PROCESS

Certain captures, interprets, and activates buying signals with precision.

Step 1: Data Capture

Collect meaningful data from every attendee interaction. Use signal-based event strategies.

Step 2: AI Analysis

Certain's AI evaluates actual engagement patterns. Certain's AI evaluates session attendance. Certain's AI evaluates booth visits. Certain's AI evaluates content downloads. Certain's AI evaluates Q&A participation. Certain's AI scores each signal by buyer readiness.

Step 3: Certain Signal Integration

Connect buying signals to Salesforce, HubSpot, Marketo, and more in real time. No manual export occurs.

Step 4: Activation

Automated workflows trigger follow-up actions. Follow-up actions depend on engagement intensity. Follow-up actions depend on buyer readiness.

PROOF

Real numbers and real revenue appear as proof.

| Metric | Value | Description | |---|---:|---| | Faster close rate for event-sourced leads | 40% | | | Higher sales follow-up rates | 64% | | | More meetings booked using real-time signals | 4x | |

EXPLAINABLE AI

Explainable AI provides reasoning for each score.

Every score comes with reasoning.

Reps know not just who is hot. Reps know what made each person hot. The content includes which session. The content includes which booth. The content includes which piece of content. Transparent scoring means sales teams can act with confidence. Transparent scoring enables personalization of every conversation.

Source: Certain Benchmark Study.