Buying Signals & Activity Triggers in Software Outsourcing

One version of this article already appeared on our community site about five months ago and didn’t receive much attention. However, even then it was clear that the Demand Capture topic was gaining momentum. In a year, this will become our new format for working with outreach. In its classic form, all the outreach that we are now launching head-on will no longer work because it is empty and not convertible. Today, in this article, I want to discuss with you the classic options for searching for signals before considering alternative ones.

Most of you will be familiar with the fact that working in lead generation by simply presenting yourself to everyone is no longer an option! Inventing some kind of AI structure that will collect data on its own is difficult and you have never implemented it, and if you did, you probably abandoned it after a couple of months! Since 2024, everything has changed a lot and improved in terms of combinations of products with each other, i.e., Demand Capture has moved to the Demand Creation stage and now this whole process can be called Demand Generation.

The majority switched to working in channels that are difficult to process with primitive messages, such as LinkedIn and Email. Especially when you are still working like a spam agency, simply sending an offer with self-promotion to the maximum number of contacts from your collected database. Need to get back to the main sales digital sales asset – your website. The logic is built in such a way that the best traffic is concentrated on the website. And if it was built up in a high-quality way – super. There are tools that look at and enrich data on everyone who visits the site. Yes, everyone – even those who have not accepted your site’s cookies. You are given information about their position, email, LinkedIn profile, what they read, and how long they spent on a particular page of your site.

In most cases right now – tools can track only US visitors, I hope that soon it could be worldwide. What can you do next with all this? Group, think through a sequencing strategy, and start to cultivate a more or less interested group of contacts.

Most IT outsourcing software companies work according to the following classic triggers:

1. Job Openings for Senior Python Developer for X Startup – Everyone looks for similar vacancies in the stack and instantly sends messages day after day to the recruiter, director of the HR department, or service station. According to statistics, there are companies that send 6,000 emails per day for open vacancies worldwide and receive 4 responses per week. The infrastructure is expensive, there are few answers, and the conversion to closed transactions is minimal, below 20%. Even if you use triggers that give you an instant signal about an open vacancy, on the day the vacancy opens, about 30-50 emails are sent from outsourcing companies, and people simply stop paying attention to these messages.
2. Changing Position from VP of Engineering to CTO – When someone moves on or someone new joins the company in a role like CTO, everyone immediately starts sending friend invitations and self-presentation. It clutters the LinkedIn inbox, and few people respond to this trigger.
3. LinkedIn Posts – Likes and Comments – You have filtered your prospects or buyer persona base and are waiting or downloading the base, posts from a month ago or a week ago. Then you start mass outreach. In most cases, a comment on a post looks like a good follow-up, but what do you do with it? How will you move on to questions about the night? First, the AI model writes your nice comments, then it makes a template from the post’s conclusions, and then you ask if their business needs technical support? Got burned.

These are the classic three types of triggers that everyone uses in most cases and sends tons of messages. Sometimes they build really cool sequences that are friendly, logical, personalized, and timely. But because there are so many, it simply reduces such communication to zero. Later, when the leads start to respond, and after five messages, you are still asking about outsourcing or outstaffing. What should you do? It is even more logical to use such triggers that few people use. For example, using the past experience of the lead by sending them a question with a good intro.

If you need to build a really good outreach that doesn’t look like a growth hack that stops being a hack because of the first LinkedIn post, your process should and can be scaled further and supported by the entire sales team, if not publicly! Call us via the button Book a Call or leave a request on the form.