Signal-based selling changes how revenue teams spend their time: instead of chasing cold prospects, sellers focus on accounts showing real buying intent. Your sellers only have so many hours in a day, week, month, or quarter. Far too much of that time is being wasted on manual tasks and uninterested prospects, and it’s your biggest revenue blindspot.

Signal-based selling redirects seller effort toward in-market accounts and buyers who are actually ready to buy. Signal-based selling redirects 100% of your effort and time towards in-market accounts and buyers who are actually ready to buy. When sellers respond to buyer signals with relevant context, they create personalized buying experiences. Most sales teams struggle to do this consistently because signals live in different tools and workflows.

Activate signal-based selling through revenue orchestration

Smart sales organizations solve this problem with “revenue orchestration.”

Revenue Orchestration Platforms like Salesloft connect your GTM tools so sellers see all buyer signals in a single, prioritized workflow.

This means sellers see which accounts are in-market, why they're showing intent, and what to say next—all in one place.

Buyers research independently before talking to sales. Reaching them when they show buying intent—with context about why you're reaching out—makes the difference between a conversation and a cold call.

Reps miss buyer signals because they live in different tools. Even when they catch a signal, they often lack the context to write relevant outreach—so they send generic messages that don't convert.

Here's how UserGems + Salesloft champion tracking works in practice:

Signal #1: Champion is hired at a new ICP account, no open opportunity yet

• Opportunity: This buyer already knows your product works, so reaching out early in their new role keeps you in the conversation as they build their stack. Engaging this champion when they are fresh in the new role is critical - new execs are 2.5x more likely to buy in their first 3 months on the job.

• Action: Use this moment as your hook to start nurturing the new relationship. Send a congratulations email and then follow up regularly. Congratulate them on the move, then follow up with resources as they settle in. The workflow runs automatically, so nothing falls through the cracks.

• Best practice: UserGems passes this job change signal to Salesloft, where the champion is automatically enrolled in a targeted Cadence, with tailored messaging for this exact scenario.

Signal #2: Champion is hired at an account where you already have an open opportunity

• Opportunity: Adding your past champion to the buying group could help accelerate the sales cycle, since they are already a fan of your product. Previous customers convert 3x more than normal leads!

• Action: Clue your champion into the open deal so they can continue advocating for your product in their new role. Send a congratulations email and then add them to regular communications with the rest of the buying group (if appropriate).

• Best practice: UserGems passes this job change signal to Salesloft, where a templated welcome email is prioritized in the appropriate rep’s Rhythm workflow. Because there is already an open opportunity, you don’t need a multi-step nurture Cadence for this scenario. Instead, this signal is actioned with a Play - a one-off interaction to engage your buyer with the right message at the right time.

Case Study: How Mimecast runs its job change signal workflow

Mimecast built a repeatable signal-based workflow they call 'Champions on the Move.'

For champions in target markets, new hires and promotions are added to high-touch Salesloft Cadences and prioritized for the rep. All other job movers are added to automated Cadences that don’t require any intervention from the rep.

Results within 8 months of implementing UserGems signals:

✅ Booked more meetings than their other pipeline channels (up to 20X more!)

✅ Generated $18M new business pipeline and 276 new sales opportunities

✅ Became the second highest converting channel (behind direct demo requests)

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Simplify signal-based selling with UserGems + Salesloft

UserGems + Salesloft lets sellers act on job change signals with personalized messaging and see all their signals in one prioritized workflow.

The result: sales teams focus on accounts showing real buying intent and close more deals faster.

These sales teams close more deals, faster. Just take a look at this example from Wrike. A trial-led business, Wrike knows that reaching out to a trial user within 10 minutes of sign up leads to 50% higher conversion rates to a paid plan. With Salesloft, they created signal-based workflows to engage 20x more trial users in this critical window.

You can set up signal-based workflows with Salesloft + UserGems in minutes.

Learn more about signal-based selling with Salesloft and check out these playbooks for activating UserGems job change signals.