Enablement Kit 02 // Layer 02

Signal Calibration

Not all intent is equal. This kit installs the logic required to separate meaningful buying signals from random digital noise, ensuring that your media spend and Sales energy are focused only on accounts with high-fidelity intent.

Calibration Protocols

PROTOCOL_01

Intent Reliability Weighting

Why it matters: A pricing page visit is more valuable than a blog view. We assign weights to signals based on their correlation with closed-won deals.

Example: High-intent keyword search = 10pts; Newsletter signup = 2pts.
+ Weighted Signal Catalog+ Scoring Logic Spec
PROTOCOL_02

Recency & Decay Schema

Why it matters: Buying intent has a half-life. We enforce cooldown periods so you don't chase old signals that are no longer relevant.

Example: Decay signal value by 50% if no new action occurs within 14 days.
+ Decay Window Policy+ Signal Cooldown Schema
PROTOCOL_03

Fit-to-Signal Matrix

Why it matters: High intent from a low-fit account is a trap. This matrix prioritizes accounts where Fit and Signal intersect.

Example: Prioritizing Tier 1 accounts with 'Rising' intent over Tier 3 accounts with 'Hot' intent.
+ Prioritization Matrix+ Account Grade Definitions
PROTOCOL_04

Account Readiness Dashboard

Why it matters: Visualizing the 'boiling point' of an account so Marketing and Sales can see exactly when a target becomes 'Sprint-Ready'.

Example: A real-time view of accounts crossing the 80-point readiness threshold.
+ Readiness Dashboard Spec+ Alert Logic Documentation

What You Receive

Strategic Specs

  • Signal-to-Outcome Correlation Audit
  • Intent Reliability Weights
  • Fit-to-Signal Prioritization Matrix

Operational Rules

  • Account Readiness Dashboard
  • Decay & Cooldown Configuration
  • Automated Readiness Alerts

Implementation Sequence

WK 1

Calibration

Analyze historical intent data to identify the most reliable 'Purchase' signals.

WK 2

Modeling

Build the weighting and decay logic and test against active pipeline accounts.

WK 3

Visualization

Deploy the Account Readiness dashboard and configure real-time Sales alerts.

Layer 02 Success Metrics

Signal Acceptance Rate

% of Readiness Alerts that Sales agrees are qualified for active outreach.

Meeting Conversion Rate

% of high-readiness accounts that convert to a discovery meeting within 30 days.