What signals do you prioritize when choosing prospects from a large list?

Pranay · 2026-03-10T09:24:21.255Z

Hello Everyone.. 👋 Pranay here, and am new to the community.. To keep things engaging and learning...A very quick baseline question..!! What signal makes you prioritize one prospect over another when your list is huge? 💰 Funding News 👻 Hiring Posts 🕺Change in Management 💥 Expansion 📣 Product Launch 👀 Others (Appreciate if you can mention)

11 comments

· Sorted by Oldest

Duncan M.
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Depends on the product you are selling...
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Jared R.
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Agree with Duncan M. - all are probably good signals to consider in general. Custom signals to your use case will probably always win and the others all have varying degrees of relevance based on what you're selling
Vincent
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And it's not and should not be about one signal anymore, it's about collecting enough of the right signals at both people and account level to then take the right decision/action
old way: 1 signal - mass emailing
New way: multi-signal - scoring - relevant & timely messaging
Tony W.
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None of the above. We don't use signals in prospecting
Vincent
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right.... Tony W. curious what's in industry? going door to door still works for some
Pranay
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Amazing! Duncan M. Jared R. and I completely agree. Although I just wanted to understand, what would be your first filter in general even if its not in the list! For me it would Hiring Post, as we provide game development services.
Pranay
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Tony W. Interesting! Curious, How do you pick your pool?
Tony W.
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A refined ICP is all you need. Not one based on “characteristics” alone. Characteristics are things you can filter for in a database. Instead a defined ICP that includes characteristics, behaviors, and operations of your target customers. Once companies identify who they actually solve problems for, signals are not needed
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Vincent
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Good point Tony W. however depending on the size of your TAM I would disagree that signals are not needed. Why? Because if you have a large TAM this is what you need to help you define a scoring and priority allowing your business to find the accounts that are the hottest and therefore have the highest propensity to progress into becoming a client. Applying a blanket engagement to all accounts just because they fit your ICP would be a waste of time, rassources and investments. Unless you found a different way to prioritise your TAM
Tony W.
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TAM and ICP are entirely different things. TAM = anyone who can buy your product or service. Marketing can get the TAM. However, sales resources should only be pointed at ICP if you want efficient and effective resource allocation.
Pranay
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Vincent I agree.. there is thin line between TAM and ICP !! ICP are at early stages and TAM when we are scaling, IMO. Tony W. Fair Point, but again case basis! If I've a product that is generic (Ex: Social Media Platform), my ICP (Age: 18 to 60) = TAM (1.5 billion people) .. I understand the nuances but still.. both the points are considerable. Yet, the point remains, even for you to filter the ICP, there should be a metric to prioritize one over the other..

Duncan M.
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Depends on the product you are selling...
✅2
Jared R.
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Agree with Duncan M. - all are probably good signals to consider in general. Custom signals to your use case will probably always win and the others all have varying degrees of relevance based on what you're selling
Vincent
·
·
And it's not and should not be about one signal anymore, it's about collecting enough of the right signals at both people and account level to then take the right decision/action
old way: 1 signal - mass emailing
New way: multi-signal - scoring - relevant & timely messaging
Tony W.
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None of the above. We don't use signals in prospecting
Vincent
·
·
right.... Tony W. curious what's in industry? going door to door still works for some
Pranay
·
·
Amazing! Duncan M. Jared R. and I completely agree. Although I just wanted to understand, what would be your first filter in general even if its not in the list! For me it would Hiring Post, as we provide game development services.
Pranay
·
·
Tony W. Interesting! Curious, How do you pick your pool?
Tony W.
·
·
A refined ICP is all you need. Not one based on “characteristics” alone. Characteristics are things you can filter for in a database. Instead a defined ICP that includes characteristics, behaviors, and operations of your target customers. Once companies identify who they actually solve problems for, signals are not needed
✅1
Vincent
·
·
Good point Tony W. however depending on the size of your TAM I would disagree that signals are not needed. Why? Because if you have a large TAM this is what you need to help you define a scoring and priority allowing your business to find the accounts that are the hottest and therefore have the highest propensity to progress into becoming a client. Applying a blanket engagement to all accounts just because they fit your ICP would be a waste of time, rassources and investments. Unless you found a different way to prioritise your TAM
Tony W.
·
·
TAM and ICP are entirely different things. TAM = anyone who can buy your product or service. Marketing can get the TAM. However, sales resources should only be pointed at ICP if you want efficient and effective resource allocation.
Pranay
·
·
Vincent I agree.. there is thin line between TAM and ICP !! ICP are at early stages and TAM when we are scaling, IMO. Tony W. Fair Point, but again case basis! If I've a product that is generic (Ex: Social Media Platform), my ICP (Age: 18 to 60) = TAM (1.5 billion people) .. I understand the nuances but still.. both the points are considerable. Yet, the point remains, even for you to filter the ICP, there should be a metric to prioritize one over the other..