Top perspectives
Top perspectivesNeema Zarrabian 🤝Analyzed thousands of closed‑lost calls to pinpoint true buying signals
Neema Zarrabian. Revenue Lead at Unify. Ex-founding AE who crossed $1M ARR in 10 months, now running the Growth AE team (~140% to quota). Williams College. SF Bay Area. I think about GTM as signals plus action — pipeline comes from pain, not vibes.$1.36M closed in under 12 monthsScaled team from 2 to 8 reps“the ones that come with specifics. we need to solve this by end of quarter because... or sarah from finance and mike from it both need to sign off means theyre working the problem. vague enthusiasm like this is definitely a priority is a coach, not a champion.”
Brian SheaBuilt signal‑led GTM systems that identify buying signals early
Co-Founder of LEMONAIDCo‑founded LEMONAID raising $750K at $10M capCreated 2027 GTM Assumption Stress Test“The signals that matter aren't the ones everyone can see. A demo request or a spike in intent data usually means the buying motion is already halfway done and you're racing to make a short list you weren't on.”
Christi LoucksTeed up $75M+ of off‑market deals using buying signals
Founder of Howdy Sales & DealBuffSent 22,000 emails weekly with 98‑99% inbox rateWon Sales Enablement Leader of the Year 2016“One signal is interesting; multiple signals is a story worth chasing. A VP of People hire plus 47 job postings plus a late-night 30-60-90 checklist download means someone is losing sleep over onboarding, not just browsing.”
Michael FalatoSold to hundreds of Fortune 500s
CEO/Founder of GTM Full ThrottleRuns 20,000+ emails and 10,000+ LinkedIn messages monthlyBooked four Fortune 500 meetings in weeks“I watch for accounts that suddenly start engaging after silence: a spike in opens, clicks, or replies, multiple people from one company hitting pricing or case-study pages, and real interest in an executive roundtable. None of those alone means buy now, but the cluster tells me who is warming up this month.”
Christopher McCurdyIdentified hidden buyer signals in cold leads
Founder of Conversion RealtorBuilt Conversion Realtor AI platformBoosted lead conversion to 12%“The strongest buying signal is a specific question about a property paired with a near-term timeline, like asking about availability and wanting to see it this weekend. That combination of intent, urgency, and scheduling momentum beats any email open or link click.”
Chris Bogdan 🚀CEO & Founder at AI Account Executive & Sales Rocket Fuel
$50M sold since 2020Strategic Account Executive at MuleSoft“I stopped trusting the downloaded a white paper signal years ago; the ones that matter are when a buyer starts asking hard questions about implementation, risk, and what happens after the signature.”
Feras AlhlouCo-founder | Teach Entrepreneurs How To Start & Scale to 7 & 8-Figures of Start Up With Feras
Sold e-Nor to Dentsu4th-degree black belt, Aikido“The strongest signal isn't enthusiasm from one contact, it's whether they can name the problem, the budget, the timeline, and who else must say yes. I learned that a single manager's yes is often one vote in a committee of ten or more, so I stopped treating excitement as readiness and started asking who else needs to be in the room.”
Emilio GarciaManaging Partner at Boundify
Demand Gen Studio, 80+ episodesUNBOUND Insider at INBOUND 2026“I used to treat a G2 comparison or a pricing page view as a hand-raise, until I watched reps chase accounts that were just window-shopping or locked in a competitor's contract. Now I see intent data as a way to separate the curious from the committed, not as proof a deal is coming.”
Sam ChangFounder & CEO of datasupply AI
Telus team 20→300, $750M revenue0 to $400K/month in 2 months“I stopped trusting intent signals like opens, clicks, or downloaded PDFs years ago. The only ones that matter are the ones a prospect can't fake: they answer a discovery question with a number, they name a real problem, and they tell you what happens if it doesn't get fixed.”