Signals represent a fundamental language shift in how we think about and talk about people interested in transformation.
Why “Signals” Instead of “Leads”?
Leads implies:
- Objects to be captured and processed
- Resources to be extracted
- Manufactured urgency and forced progression
- Dehumanization of authentic human interest
Signals recognizes:
- Authentic human interest and curiosity
- Natural indicators of readiness
- Respect for human agency and timing
- Collaborative exploration and discovery
Types of Signals
Discovery Signals: Early curiosity and exploration
- Website visits, content consumption
- Research patterns and information gathering
- Anonymous but meaningful engagement
Interest Signals: Active investigation
- Specific questions and deeper exploration
- Comparison shopping and evaluation
- Systematic research behavior
Readiness Signals: Authentic need for guidance
- Direct outreach and conversation requests
- Implementation-focused questions
- Timing indicators suggesting actual readiness
In Practice
Organizations recognizing signals:
- Track engagement patterns, not just contact information
- Support natural exploration without forced qualification
- Respond to authentic interest with helpful resources
- Enable progression at human timing, not sales calendar pressure
Language Commitment
We use “Signal” when referring to indicators of interest or need, reserving “Lead” solely for technical discussions of the HubSpot object type.