Setting the file. One moment.
Subchapter 98.1
references/contact-signals-guide.mdMarkdown2 KBView on GitHub
| Signal | Interpretation |
|---|---|
| Email open / reply | Actively aware of your org; replied = higher intent |
| Meeting attended | Relationship established; note meeting type (demo, QBR, etc.) |
| Community post or reply | Has a question, problem, or idea — high engagement signal |
| Support ticket opened | Experiencing friction — empathy opportunity |
| Documentation page visited | Researching a specific area — note which pages |
| Product login | Active user — check frequency and recency |
| Event registered/attended | Strong engagement and intent signal |
| Signal | Interpretation |
|---|---|
| No activity in 30+ days | Relationship cooling — gentle check-in appropriate |
| No activity in 90+ days | Dormant — may need re-engagement from a different angle |
| Consistent activity across multiple channels | Champion or highly engaged user — high-value contact |
| Activity spike after dormancy | Something changed — investigate why |
| Signal | Interpretation |
|---|---|
| Recent job change (new company) | Warm intro opportunity at new company; relationship may shift at old one |
| Promotion at same company | Growing influence — relationship becomes more valuable |
| Title change to decision-maker role | Upgrade the relationship strategy |
| Company expansion (new hires in their team) | Budget may be available; expansion opportunity |
A strong starter references something specific, shows homework, opens a door without forcing one, and connects to value.