They deployed buying signal detection across their ticketing system and customer communications. When customers mentioned system replacements, asked about financing, or complained about rising energy bills, the system automatically flagged the account and notified the sales team with context, the customer’s equipment age, service history, and specific interests.

Sales closed significant equipment upgrades in the first six months—all from existing customers they were already serving. Their close rate on these warm leads dramatically outperformed cold outreach. Service technicians became revenue generators without changing their jobs, and customers appreciated proactive outreach about problems they were already thinking about. The sales team stopped chasing cold leads and started having conversations with people ready to buy.