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Signals·8 min read

Signals & Scoring

Understand the 14-step review process, how signal scores work, what ICP match scores mean, and how to read talking points.

Anatomy of a signal

A signal is a qualified, scored, ready-to-act unit of outreach intent. Every signal that reaches you contains:

  • Who — name, title, company, LinkedIn URL of the engager
  • What — the post they engaged with, the engagement type (reaction, comment, share)
  • Why — a one-line “why now” narrative explaining why this is a buying tell
  • Scores — the signal score (1–10) and the ICP scoring breakdown
  • Talking points — three rep-ready conversation openers, grounded in the post, the engager's profile, and your ICP
app.signalraven.ai/signals/sig_01HZQA7
Who · engager
Marcus Feld
Director Revenue Operations & Strategy · Brightmile Commerce · Austin, TX
What · engagement
Commented on a post about forecast accuracy at scale — “manual roll-ups break the moment you cross 50 reps.”
Why now
Just hit 18-month tenure (a common re-evaluation window) and engaged a competitor takedown — three independent buying tells.
ScoresSIGNAL 8/10ICP 79 · PASS
Talking points
3 rep-ready openers, grounded in the post, his profile, and your ICP.
Anatomy of a signal — every section labeled: who, what, why now, scores, talking points.

The whole thing is precomputed before delivery. Your rep never has to enrich, research, or write from a blank page.

The 14 qualification gates

Every LinkedIn engagement passes through 14 steps before it has a chance of reaching you. Anything that fails any step is dropped silently. No noise, only signal.

Raw engagementQualified signal
14 filters

Reading the signal score (1–10)

The signal score combines three factors:

  • Engagement quality — a thoughtful comment beats a like; a stacked signal beats a one-off
  • Post relevance — how relevant the post is to your market and your sales motion
  • Engager fit — how well the engager matches your ICP

A 10 is rare — a senior decision-maker at a perfect-fit account commenting substantively on a post that's exactly your category. An 8 is common: real buying behavior from a real fit. Below 4, you might review but not action; below 3, we generally don't route anywhere.

Signal score breakdown
SIGNAL SCORE BREAKDOWN
8 / 10
Engagement quality
9 / 10
Post relevance
7 / 10
Engager fit
8 / 10
The signal score breakdown — engagement, post relevance, and engager fit, summing to the total.

Reading the ICP scoring breakdown

The ICP breakdown shows how each of the 5 ICP dimensions scored for this specific person. Use it to understand why a signal passed (which dimensions are strong), why a signal feels off (which dimension scored low — often the calibration miss), and where to tune.

ICP breakdown · Marcus Feld
ICP BREAKDOWN · 5 DIMENSIONS
79 · PASS
Title
9/10
Director of Revenue Operations — exact seniority + function match.
Industry
6/10
Labeled Retail, but operates a large RevOps motion — partial match.
Company size
5/10
6,200 employees — above the sweet spot, still in range.
Market affinity
9/10
Scaling AE org, recent forecasting hires — strong growth signals.
Location
10/10
Austin, TX — inside the target US region.
The ICP breakdown — each of the 5 dimensions scored 1–10 with a one-line justification.

Talking points: how to read them

Each signal comes with three talking points. They're not “templates” — they're grounded in the exact post the engager interacted with, a specific detail from their profile, and a specific dimension of your ICP that they match strongly on.

The structure of a good talking point is observe → connect → ask:

Talking points · ready to send
TALKING POINTS
1
Saw your comment on manual roll-ups breaking past 50 reps — fits exactly what we just shipped for a Series-B selling into RevOps. Worth 15 minutes to compare notes?
Post: “Forecast accuracy at scale” · ICP: Title (9/10)
2
Congrats on the 18-month mark at Brightmile — usually the point teams re-evaluate their forecasting stack. Curious how you're handling roll-up accuracy today.
Profile: tenure milestone · ICP: Market affinity (9/10)
3
If pipeline visibility is the gap, most RevOps teams your size standardize deal inspection first. Happy to share the playbook we use with similar AE orgs.
Post topic: deal inspection · ICP: Industry (6/10)
The talking-points card — three openers, each tied to the post and the ICP dimension it leans on.

Your rep should personalize the surface (the opener, the close) but not change the substance. The substance is what makes the message reply-worthy.

The why-now narrative

A one-line explanation, written for your rep:

“Just hit 18-month tenure (often a re-evaluation window), liked a competitor takedown post yesterday, and their team is hiring an ops lead — three independent signals of a category review.”

This is the line a rep reads to decide should I act on this signal in the next hour, or batch it for tomorrow? Higher scores generally warrant faster action.

Where to go next

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