Ghost Signals: The Hidden Data That’s Revolutionizing B2B Prospecting

By Boris Murdjev, Partnerships @ Warmly

We used to rely on buyer intent like we rely on weather forecasts — vague, delayed, and a little too hopeful.

Today? We’ve got radar. Real-time, person-level radar.

At Warmly, we don’t just track who visits your website. We tell you which person, what company, and what they looked at, the moment it happens. We call it ghost signal detection — the invisible data trail your prospects leave behind when they’re thinking about buying... but haven’t told you yet.

Disclaimer: This post is not sponsored. Data Allegiance has not been compensated for sharing it. Our goal is to support data professionals by highlighting authentic, first-party insights.

Why Should Salespeople Care?

Because outbound is broken when you’re flying blind.

Spraying “just checking in” emails into the void doesn’t work anymore. But knowing that a decision-maker at your dream account just read your pricing page? That’s not a cold call.

That’s a warm opportunity.

Here’s what data-driven sellers are doing differently now:

• They don’t chase personas. They follow behavior.

• They don’t wait for replies. They trigger outreach based on live interest.

• They don’t mass-blast sequences. They personalize based on real intent.

What Changed?

The tech stack finally caught up. Warmly now combines the best in the industry:

• Vector’s ML-powered visitor ID

• RB2B’s unmatched LinkedIn resolution

• And our own industry-leading email match rates

That means reps can see exactly who’s visiting and reach them in the channels they actually check — Slack, email, CRM, wherever your GTM team lives.

Use Case: Prospect Sees Demo Page → Rep Gets Alert → Conversation Starts

One rep at a growth-stage SaaS company closed a 5-figure deal within 72 hours of getting a Slack ping from Warmly about a pricing page visitor.

It wasn’t magic. It was just the right nudge at the right time, backed by real data.

Final Takeaway

Sales shouldn’t feel like guessing. With the right data, it doesn’t have to.

And if you want to stop ghosting leads that are actually interested, maybe it’s time to start looking at the ghost signals.

About the Author

Boris Murdjev heads Partnerships at Warmly, where he’s helping redefine how modern sales teams tap into hidden buying signals. With deep experience in prospecting, outbound strategy, and B2B data, Boris has spent years building and scaling revenue teams at companies like Mailshake and Next Sales.

He’s passionate about eliminating guesswork in sales by pairing real-time intent with human connection. Whether he’s advising GTM leaders or building strategic integrations, Boris is always chasing one goal: helping sellers reach the right buyer at the right moment, without the noise.

When he’s not decoding ghost signals, you’ll find him testing outbound plays, talking shop with founders, or sharing what’s working with the next wave of sellers.