Know Who to Call. Know Why. Know When.
Decision Signal™ replaces instinct-driven prospecting with structured intelligence reports that tell your team who to prioritize, how to open the conversation, and what to watch out for before the first call.
Decision Signal™ replaces instinct-driven prospecting with structured intelligence reports that tell your team who to prioritize, how to open the conversation, and what to watch out for before the first call.
The Problem
You have a target list. You have a product or service worth buying. But between the list and the first call, there is a gap: who deserves your attention right now, and why?
Most teams fill that gap with instinct: who looks familiar, who responded before, who feels right. That is not evaluation. It is reaction. And it produces inconsistent results because different people apply different logic every time.
The cost is real: time wasted on the wrong prospects, missed signals on the right ones, and no framework to hand off when priorities shift or a new team member comes on board.
Decision Signal™ closes that gap. It converts expert prospecting judgment into a structured, consistent intelligence report so your team knows exactly who to call, why now, and how to start the conversation.
The Solution
Every report applies the same structured framework to each prospect, so evaluations are consistent, comparable, and explainable across your entire list.
| Report Component | What It Provides |
|---|---|
| Company Signal Profile | Firmographic and behavioral indicators that establish baseline fit and context. Gives you the foundation before any deeper evaluation begins. |
| Budget Capacity Assessment | Signals that indicate whether real budget authority and spending tolerance exist. Separates legitimate prospects from aspirational ones. |
| Marketing Readiness Rating | How sophisticated and active their current marketing posture is. Predicts receptivity and helps you calibrate the conversation. |
| Decision Authority Mapping | Who owns the decision, who influences it, and who is likely to block it. Names, roles, and reporting relationships made explicit. |
| Service Fit Evaluation | How well your specific offering maps to their evident needs and current gaps. Confirms that the prospect belongs on your list before you invest more time. |
| Tier Classification | A, B, C, or D priority with the rationale made explicit. The rating is defensible, not a gut call: you can explain it to a colleague or revisit it in 90 days. |
| Contact Person and Contact Policy | Who to contact first and why. Secondary contacts. Recommended approach and channel. Timing considerations. Flags a colleague should know before making the call. This section is what turns research into a ready-to-act brief. |
The Contact Person and Contact Policy section is what separates a Decision Signal™ report from standard prospect research. Most research tools tell you who is at a company. This section tells you who to talk to, when, how, and what to watch out for. That is a different category of intelligence.
What It Looks Like in PracticE
Tier Classification: A
Rationale: High B2B transaction complexity, confirmed budget authority at the executive level, and an active but underdeveloped outbound function. Service fit is strong: the prospect's current process relies on informal judgment and manual qualification, which maps directly to the gap this engagement addresses.
Contact Person and Contact Policy
First contact: [Name withheld], Chief Revenue Officer. Owns the outbound function budget and has been publicly vocal about building a more systematic approach to pipeline development. Outreach should lead with process improvement and measurement, not technology or tools.
Secondary contact: [Name withheld], VP of Sales. Operational owner of the team. If the CRO does not respond within two cycles, this is the appropriate fallback.
Timing: Q1 is budget planning season for this company. Outreach before end of November positions this as a Q1 initiative rather than a reactive spend.
Flag: The company recently went through a leadership transition at the sales director level. Avoid referencing the previous director by name. Acknowledge the transition only if they raise it..
The Outcome
In the engagement that became the foundation for Decision Signal™, prospect review time dropped from over 30 minutes to under 5 minutes per prospect. Classifications became consistent across sessions. Outreach became targeted at the specific contact, with the specific message, at the right moment.
The framework does not replace your team's judgment. It makes that judgment explicit, transferable, and fast. A new team member can pick up a Decision Signal™ report and know exactly where to start. A senior person can review a batch of reports in a fraction of the time it used to take to evaluate each one from scratch.
Under 5 minutes
per prospect evaluation, down from 30+ minutes
Consistent
classifications across every session and every evaluator
Transferable
reasoning that any team member can pick up and act on immediately
Next Step
Tell us a little about your target market and outreach situation. Jerry reviews every inquiry personally and will confirm scope and next steps within one business day.
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