Start with what happened
A Signal is evidence of a change that could affect an account’s relevance or timing. Examples in the Tandem workflow include hiring, leadership changes, expansion and technology changes.
Check what was observed, where the information came from and when it was observed or published. Evidence should remain attached to the reasoning.
Keep the inference separate
“Five sales roles are advertised” is an observation. “This company may be expanding its commercial operation” is an inference. Neither statement proves that the company wants your product or has an approved budget.
Use the inference to frame a sensible question, not to manufacture a buying-intent claim.
Decide whether the change matters
Compare the Signal with what you sell and the account’s fit. A real event can still be commercially irrelevant to your business. Recheck old or ambiguous evidence before making it the reason for outreach.
When several Signals concern the same account, look for a coherent story rather than counting every observation as a separate opportunity.
These guides explain Tandem’s product approach and the packages described on this website. Feature access, connections and execution controls depend on your agreed package and workspace configuration.
Need help with this?
Share the question or workflow with the Tandem team.