Question
How to tell whether a buyer is actually serious.
A serious buyer spends their own resources: time, political capital, and colleagues attention. An interested buyer spends yours. The test is what they have done that cost them something.
The one question.
What has this buyer spent that cost them something. Not what they said, what they spent.
Attending a demo costs an hour. Pulling in their security team costs credibility. Getting procurement to open a vendor record costs weeks. The list is ordered and the order is meaningful.
Cheap signals.
Downloading something. Attending one call. Saying the timeline is this quarter. Enthusiasm from somebody with no budget authority.
None are bad, and none predict anything on their own.
Expensive signals.
Bringing a colleague into a thread unprompted. Starting a security review. Asking a question that only matters if they are going to own the thing.
These are expensive for the buyer, which is precisely why they are credible.
Measuring it across a pipeline.
One deal you can assess by reading the thread. Forty deals you cannot. Kaypo weights these signals across every open deal, shows exactly what each contributed, and lets you decide what they are worth in your business.
Questions
How do you qualify a buyer?
Look at what they have spent rather than what they have said. Pulling in colleagues, starting a security or procurement review, and asking operational questions all cost the buyer something, which is what makes them credible.
What is a buying signal?
Something the buyer does that costs them time or credibility. Attending a demo is cheap. Getting procurement involved is expensive, and therefore far more predictive.
It arrives in Slack
Every morning, each rep gets one message naming the deals on their own book that moved overnight, biggest mover first, with the reason beside each number and the deals that have gone quiet underneath.
$99 a month, cancel any time.. Everyone on the team. No per seat charge. Connect a CRM and it runs. No implementation fee. 14 day trial. No card.
Related reading
Which sales signals actually predict a close
Most teams track activity because activity is easy to count. The signals that predict an outcome are mostly things the buyer does, not things the rep does.
How to tell a deal is actually improving
A deal that feels good and a deal that is improving are different things. What changes when a deal is genuinely getting better.
How to tell which of your open deals are actually real
Every pipeline has deals that are alive and deals being carried. The difference shows in what the buyer did, not the stage somebody dragged the card to.
Reviewed September 20, 2026 against the product as it behaves today.