Sales timing
also: timing signals, buying windows
The principle that most outbound fails on when you reach an account, not who you reach — and that timing is researchable.
Sales timing is the observation that the same message, to the same account, converts wildly differently depending on when it lands. An account that just raised, reorganized, or launched has budget and attention; the same account a year earlier or later does not.
Because timing is driven by events, and events are observable, timing is researchable. You can't manufacture a buying window, but you can detect one — and reaching an account in the first days of a window beats reaching it perfectly a quarter late.
This reframes outbound from a volume game to a timing game: fewer, better-timed touches on accounts whose windows are open now.
How Intakra treats it
Intakra is a timing engine. Its whole job is to tell you which account is ready now and why, so your team reaches the window while it's open.