Unlock Pipeline Growth with the Power of Buying Signals
Pipeline generation is no longer about casting a wide net but acting on the right signals. But how do signals truly impact pipeline growth?
We analyzed 4.2 million target accounts and 2.28 million opportunities, speaking with over 30 revenue leaders to uncover key benchmarks for signal-based strategies. The result? Insights that transform how your team engages with high-intent prospects, driving significant pipeline growth.
TLDR:
Pipeline generation is more challenging than ever. Generating opportunities now takes more time, outreach, and effort than a few years ago.
We analyzed over 4 million accounts and 2 million opportunities to uncover how signals power up pipeline generation.
By focusing on timely, relevant, accurate, and actionable buying signals, sales teams can more efficiently engage high-intent prospects and drive better results in today’s challenging sales environment.
It’s game over for spray and pray
Pipeline generation is in hard mode. Generating new opportunities takes more time, activities, and contacts than ever before.
It takes 4x as many activities to book a meeting compared to 5 years ago.
Because of this, revenue teams are increasingly relying on buying signals to help meet goals. 91% of revenue leaders reported using or planning to use signals this year, and over half responded that buying signals are effective or very effective.
Criteria for good signals
Not all signals provide the same value when it comes to pipeline generation. To maximize their impact, it’s important to evaluate signals based on four key criteria that ensure they’re timely, relevant, accurate, and actionable for your team.
Criteria for good signals
Timeliness
identify the right time to target potential buyers
Relevance
sales and marketing have context to craft the right messaging
Accuracy
the data being surfaced and actioned is up-to-date and accurate
Actionability
teams can take direct action using the signal data in some way (send an email, create an ad audience, add to a sequence, etc.)
At UserGems, we capture and combine signals to help your team identify the best prospects, providing clear insights into when and why to reach out. Data accuracy is a critical component, so you can trust that the signals are up-to-date and reliable. Leveraging built-in automation, teams can quickly act on these insights, streamlining the process and ensuring every interaction is timely and relevant.
Top Buying Signals
Customer Competitors:
The customer competitor signal enables teams to target competing companies of your current customer accounts. This signal helps organizations identify new ICP accounts in a proven category or industry.
Champion Tracking:
These contact-level signals track the job movements of past champions, indicating a new path into an account. UserGems research shows that involving past contacts in an opportunity results in 114% higher win rates, 12% shorter deal cycles, and 54% higher deal sizes. Past champions undoubtedly have a significant impact on revenue.
for UG Customers
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Opp creation rate lift
Champions: key contacts at an account (e.g. high NPS scores, power users, primary contact)
Closed Won: contacts involved in previous closed won opportunities
Open opp: contact in any opportunity that hasn't closed yet
Past users: all regular product users
Closed lost: previously part of a buying committee that didn't make a purchase
New Hires & Promotions:
The New Hires and Promotions signal highlights leadership changes, often presenting an ideal opportunity to engage with target accounts. New executives typically spend 70% of their budget within their first 100 days. Our data shows that engaging new hires can increase conversion rates by 45%, while promotions drive a 39% increase. Timing is key—new executives convert 2.5x better in their first three months than after a year.
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Increase in Opportunity Creation Rate
Conclusion
With UserGems, revenue teams can identify key signals, improve efficiency, and increase conversion rates. By automating workflows and targeting high-intent prospects, teams enhance pipeline growth, boost engagement, and close opportunities faster than ever before.
UserGems ROI:
“UserGems is a prospecting machine. It automates the end-to-end. It’s not just providing these are the people you should contact, you’re saying these are the people in these accounts that look like they’re going to buy soon, and these are the sequences that you should use in order to break into those accounts.”
“In less than a year, we've seen approximately $5.8 million in pipeline generated and $1.6 million in closed won revenue across 27 of those opportunities! It just further proves that our teams are bought into the power of UserGems.”
"I've closed over 25% of my quota this year through UserGems. The one tool I'd lose my s**t if we no longer had access to it. And the first tool I'd fight for at a new place."
