rule5

Can you spot the hummingbird in this picture? I couldn’t resist sharing this recent picture from my office. As an SDR or AE, finding the hummingbird in this picture is what it is like to find relevant information across the deluge of external data, opportunity signals, intent signals, engagement signals, CRM opportunity activity data, customer call recordings, slack messages, etc. Adding time as yet another dimension to all of this data can make this technically challenge. How do you then find the right insights and be sure its accurate (more on the latter in a future post)? At rule5, we’ve been using hybrid vector similarity search with human in the loop to solve this with encouraging results. Approach - Hybrid vector similarity search with human in the loop combines vectorized time series data and relational filtering to find relevant information (see Apple’s paper on this - https://lnkd.in/g7JMHhnJ). We combine this with the ability for humans (AEs, SDRs, and Marketing Ops) to select data to narrow down for the best results. For example a human can tell rule5 to focus on earnings call transcript, CRM opportunity data, meeting transcripts, opportunity signals, social media activity but exclude all other sources. Results - This approach has shown remarkable results, particularly when users have control over their Action IQ prompts. While dumping search results into a very large context windows can solve the problem, it is expensive in terms of cost, computing resources, and energy. For reference, approximately 1kJ of energy, equivalent to 1 AAA battery, is used for every Google search (source: Prof Tom Lee at Stanford). Whether you are an SDR or AE looking for an AI assistant for account research, monitoring signals, personalizing messages, or generating content, this method will make a significant difference. What approaches have worked for you? #Sales #Signals #ActionableInsights #GenAI #gtm #Marketing #SDR #AccountExecutive

What’s your opportunity signal? The list keeps growing! ?? To recap, an opportunity signal is a major event that signals a need for your product or service. Signal IQ uses AI semantic search to find these signals and trigger actions to seize the opportunity. We started with 12 baseline signals and continuously add new ones as we work with our customers. We're now over 20, including: ?? AI Initiatives??? ?? New Store Openings ??? ?? New Factory Openings ??? ?? Omnichannel and BOPIS Initiatives ??? ?? Direct-to-Consumer Initiatives ??? ?? Supply Chain Initiatives???? ?? Operational Efficiency Initiatives ??? ?? New Fund Launches ??? ?? Mergers and Acquisitions ?? Growth Initiatives ?? Funding Announcements ?? Leadership Changes ?? New Product Announcements ?? Sales Performance Management ??? ?? Earnings Calls (topic-specific) ?? Corporate Growth Strategy ?? Employee and HR Initiatives ?? Layoffs ?? ESG Related Announcements ?? Close or Sales of a Business Unit or Product Line ?? DEI Initiatives Using AI semantic search, Signal IQ finds these important leading indicators of opportunity, tells you what happened and why it matters, and triggers the actions necessary to seize the opportunity. Don't see your signal on this list? We do custom signals all the time. So...what's your opportunity signal?

Anyone interested in generative AI, especially GAI for GTM, should study the work of Erik Brynjolfsson. Erik is an author and Stanford University professor who examines the effects of technology on business strategy and human productivity and performance. Here's just one of the many ideas I've gained from his work, and it relates to the hot topic of the AI SDR. It starts with the belief that AI can serve human performance?and not replace humans - race with the machine, not against the machine as the quote says. In the bigger picture, he's an optimist who believes AI can reverse the trend of technology?widening income inequality. But that's going a bit beyond my pay grade, so let's go back to the question of the AI SDR... He points out that replacing jobs is the wrong way to look at this because most jobs are a collection of?tasks.?Rote tasks can be automated with AI, but most jobs include a long tail of tasks and qualities that require human creativity and judgment. The delineation?of jobs and tasks means you need to define the tasks an SDR owns. In the case of the SDR, research and writing the first draft are tasks that AI can do extremely well. But objection handling, authenticity, and human connection require a...human! The takeaway is that you need to define the tasks your SDRs own. If you think your SDRs can be fully replaced by AI, you are probably setting expectations too low. This happens to align with how we are building rule5 - as a complement to human performance that performs key tasks, not a replacement for human jobs. Btw, the quote here is from a 2013 TED talk that you can find on Youtube. I'll post it in the comments. Needless to say, this question isn't new it just feels more urgent now with AI. #generativeai #ai #humanintheloop

How do you do a 60-day POC in <10 minutes? This is a pretty cool concept our team came up with to help customers test Signal IQ. Signal IQ monitors companies and people to find actionable opportunity signals. It finds only the most relevant signals, so the real-time volume is pretty low by design. Some days you’ll get none, some days a handful. Over time you'll appreciate its power. But why wait that long? The solution: look back in time. The first time Signal IQ runs it does a look back to find all of the opportunity signals in the last 60 days. This takes just a few minutes. What can you expect? 1?? Instant value. Everyone finds important, actionable signals so there's value 2?? It helps with tuning, so you can see which of the dozen out-of-the-box signal themes are relevant to your business. 3?? And, 60 days is recent enough that your opportunity signals are still actionable. Interested in testing Signal IQ in 10 minutes yourself? Hit me up. #signalIQ #signalbasedselling #opportunitysignals

"Intent signals suck!" Last week's announcement sparked many great discussions, including some sharp opinions about intent signals. Not everyone was quite as critical as the person quoted there (who shall remain nameless), but there is a general sense that intent signals have fallen short of their promise. And the promise is powerful - to know where to focus your precious time and energy. The revenue leaders we are speaking with are excited about Signal IQ because it solves the underlying need that has driven interest in intent data - to grow pipeline, focus energy in the right places, and avoid wasting time. This is NOT a post about bashing intent signals. Rather, let's look at how "opportunity signals" from Signal IQ address the ultimate goal of timely engagement in the right accounts. ? Opportunity signals are unambiguous. A thing happened e.g. IBM bought Hashicorp, that’s a fact. The only questions are 1. Is this relevant?, 2. If yes, who needs to know this and take action? (e.g. this one means different things to the IBM and Hashicorp account teams), and 3. What action should they take?. And if the answer to 1 is no, we simply refine the model and stop tracking those signals. ? Opportunity signals happen earlier than intent signals. Intent signals happen when a company is actively seeking solutions. But before this happens there’s a problem or an initiative. E.g. opening new distribution centers to address fulfillment challenges. We have one example where this “fulfillment challenge” signal appeared over a year before the intent signals. ? Opportunity signals are relevant throughout the customer lifecycle. Events are happening all the time that can impact opportunities, renewals, and expansions. Opportunity signals keep you tuned to the customer at all times. ? Opportunity signals can also be “risk signals”. The flip side of M&A is the risk it creates in your forecast if you have an active opportunity with a company that is being acquired. We have seen several examples of these already. ? Related to that, it’s just as important to know where NOT to spend your time. Signals like layoffs and signals from financial performance help qualify where to focus energy. Again, not here to bash intent signals but these are some of the ways we see Signal IQ’s “opportunity signals” enhancing and exceeding intent. What’s your experience with intent signals? #intent #intentsignals #opportunitysignals #abm #accountbasedmarketing #accountbasedsales

Exciting Day! I'm thrilled to introduce Signal IQ. We hinted at something big a few weeks ago, and today, we officially launch! This is the first autonomous AI agent for account and buyer intelligence, and one of the first AI agents in the industry. What is this and why is this? Timing is everything. That’s massively true in sales. The optimal moment to engage with a customer is when their need first surfaces. Signal IQ is designed to capture this precise moment. 1. Scan the Globe: Signal IQ scans millions of global data sources, identifying opportunity signals such as new initiatives, leadership changes, mergers, and acquisitions. 2. Focus Where it Matters. Signal IQ agents go where you tell them to go in your markets - like?target accounts, pipelines, forecasts, leads, contacts, and even your partners and competitors. 3. Get Specific: Signals can be very specific for your business like supply chain challenges, new store openings, or a hiring surge in crucial roles. It also tracks job changes, helping you generate new opportunities when your best customers move to new companies. 4. Real Results: Our early adopters are already seeing great results. One client uncovered 100+ actionable signals in a matter of minutes with our 60-day lookback feature, including a company's $200M tech investment. 5. Real Feedback: Cody Guymon and Kevin Colón generously shared their perspectives in our press release. You'll find their quotes in the video and I'll post the press release in the comments. We are grateful and humbled by their support! 6. Beyond Intent Signals. Intent signals are great but they can be too late. Before there is intent there's a need or problem. Signal IQ finds these. 7. Trigger Autonomous Actions: Signal IQ autonomously triggers actions such as starting new sequences, updating Salesforce, launching campaigns, or initiating outreach. I'm immensely proud of our team's innovation and hard work. Try it for free here: https://bit.ly/3QlEu8V. This is a legit "try it" - you don't need to meet or fill out forms. Just sign up and start scanning the globe for your next big opportunity!? #signalIQ #generativeAI #genAI #accountintelligence #signalbasedselling #intentsignals

? How do you get timing right? Timing matters. Some even say it's "everything". It matters a lot in customer engagement. The perfect message sent at the wrong time might?get a reply telling you it’s not the right time. But if you’ve done your homework and identified latent demand, even an average message stands a good chance of getting them to take a closer look. And of course, if you nail the message and the timing you’re in that coveted position where the one who surfaces a problem or opportunity is perceived as the leader. ? Nail the timing 1. Intent signals. Although these happen downstream from latent demand, it's a solid start. 2. Know their budget cycle, which can often be extrapolated from their fiscal calendar.? 3. Monitor opportunity signals like new product announcements, store openings, and other growth initiatives. ?? Nail the message 1. Do your homework?and lead with a compelling event. A new product may call for investments in marketing, customer?service, or supply chain.? 2. Link your value proposition to the compelling event. 3. Tailor to the persona and the person. As our nifty graphic shows, messaging alone can have mixed results. Timing can increase your chances of success many times over. How do you nail timing? #accountbasedsales #timingiseverything #signalmonitoring

?? Opportunity Signals #3: Mergers and Acquisitions M&A is a big deal. Certainly for the companies involved, but also for the suppliers, customers, and competitors of the companies involved. M&A affects employees and HR, IT systems, facilities and commercial real estate, legal, marketing and branding, supply chain, customer service, and product plans (to name a few).? In sales, it can impact your territory, pipeline, opportunities, and forecast. M&A among your competitors can change the landscape overnight. And the same is true of your customer's competitors. And…M&A isn't a one time event either. There’s the initial announcement followed by shareholder approvals, regulatory approvals. Example: as of yesterday, the Senate is now looking into the Capital One/Discover Financial Services merger. Even rumors like the recent Google/HubSpot rumor can be important, actionable signals. So yes, M&A is a big deal and professionals in all of those disciplines need to stay on top of it for both opportunity and risk. ?? Monitor the companies in your pipeline, forecast, customer base, your competitors and ecosystem, and even your customers' competitors and ecosystems to trigger real time alerts about M&A.? ?? Research the parties involved to understand the motivations behind the M&A action. ??♀? Act. This is highly dependent on your situation but includes everything from messaging, to updating battle cards, to updating territories and forecasts. In all of these, timing is everything. How do YOU stay on top of all of this? #m&A #mergersandaquisitions #generativeAI #ai #signalbasedselling #abm #accountbasedmarketing