Lead scoring gets smarter when timing meets data. Learn how Lusha Signals brings intent into your scoring model so you focus on leads that are ready to buy now.
You’ve built a clean scoring model, enriched your leads with perfect company and contact data, and yet reps still chase the wrong accounts.
Why? Because even the best data can’t tell you who’s ready now.
That’s where buying signals come in.
Signals turn static enrichment into live prioritization, showing your team which accounts are actively researching, hiring, or expanding and which ones are cold, no matter how perfect they look on paper.
Why static scoring isn’t enough
Traditional scoring models are built on fit data: company size, industry, seniority.
It’s useful, but it doesn’t reveal timing or intent.
Here’s what usually goes wrong:
- Leads look great but never convert. Because they’re not actually in-market.
- Hot accounts get missed. Because they don’t fit your traditional ICP filters.
- Reps waste time guessing. Because all leads get treated the same way.
Without signals, you’re optimizing for the right type of company just not the right moment to sell.
What buying signals actually mean
Buying signals are real-time data points that indicate market readiness—from hiring trends to content engagement to funding news.
When integrated into your CRM, they help you:
- Identify which companies are actively researching your product category
- Spot expansion moments (new hires, funding, product launches)
- Prioritize outreach based on recency and intent strength
- Route leads faster and more intelligently
In short: signals give your scoring model a pulse.
How Lusha Signals works
Lusha adds a live layer of behavioral and intent data to your enrichment workflow.
Once a new lead enters your CRM, Lusha automatically checks whether the company is showing recent buying activity.
Examples of tracked signals:
- Company growth or new funding rounds
- Active hiring for relevant roles
- Content engagement trends by topic
- Recent tool adoption or technology stack changes
These signals are appended to each record and can be used directly in your lead scoring logic, without manual setup.
From enrichment to prioritization: how it works in practice
A new lead enters your CRM — complete with company and person enrichment.
Lusha API Signals runs automatically, adding live buying indicators.
Your scoring model updates instantly, combining ICP fit + intent.
High-signal leads get routed to SDRs, while others enter nurture sequences.
In minutes, your team moves from static scoring to a dynamic, signal-driven flow.
Example scoring model: fit + intent
| Factor | Source | Scoring Rule |
|---|---|---|
| Job Title | Lusha Person Enrichment | +20 points if Director+ |
| Industry | Lusha Company Enrichment | +10 points if within target vertical |
| Intent Signal Strength | Lusha Signals | +30 points if high intent |
| Hiring Activity | Lusha Signals | +15 points if relevant roles added |
| Funding News | Lusha Signals | +20 points if new round within 90 days |
With this combined model, lead scoring finally mirrors buying reality.
Your best leads rise to the top, not just because they look good, but because they’re actually ready to buy.
RevOps impact
Signals don’t replace your scoring model, they complete it.
Here’s what teams see after integrating Lusha Signals:
- Faster routing: Leads with live intent skip the queue.
- Higher conversion rates: Reps focus on active buyers, not cold lists.
- Cleaner CRM: Every lead has contextual, time-bound data.
- Stronger forecasting: Pipeline reflects real activity, not stale assumptions.
When your team knows who to call and when, sales velocity naturally improves without adding headcount or new tools.
Real-world result
A B2B SaaS company layered Lusha Signals on top of its inbound flow.
Within two months, the team saw:
- 29% faster time-to-first-touch
- 2.4x higher conversion from lead to meeting
- Cleaner scoring data across 40K inbound leads
All achieved by letting real-time signals decide priority instead of gut feeling.
Takeaway
You can’t time your market manually.
Signals give your scoring the context it’s been missing, helping RevOps teams route faster, prioritize smarter, and align marketing and sales around real buying intent.
With Lusha, lead scoring becomes a live system that adapts as your market moves (not a static spreadsheet that ages by the week).
Keep revenue streaming, not stagnating.
FAQs
Buying signals are real-time indicators like hiring, funding, or engagement that show when a company is actively evaluating or ready to purchase a solution.
Absolutely. You can add signal strength as a scoring parameter alongside firmographic and demographic data to build a complete fit + intent model.
No. Signals can be applied to both inbound and outbound lists to help SDRs focus on accounts showing the highest likelihood of conversion.
Signals are refreshed continuously, ensuring RevOps teams always have the most recent intent indicators in their CRM or automation flow.
