The signals that predict a closed deal.

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How Granola built their enterprise sales motion.

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Payment is a lagging indicator. By the time someone pays, the real conversion already happened.

Shreman Shrestha, Head of Business at Granola, built their entire enterprise sales motion around a different signal: user attachment. At Granola, the sign a deal was going to close wasn't usage metrics or a demo request. It was the reaction when access was threatened. Champions started sending screenshots. Teams pushed back on IT. That's the moment that actually matters. In GTM Atlas ( https://atlas.attio.com/attachment-is-the-signal?utm_campaign=Scaled-nurture-ongoing&utm_content=Atlas+Drip+8&utm_medium=email_action&utm_source=customer.io ), Shre explains how to find and read that signal.

In Attio, every interaction with a contact is logged automatically through email and calendar sync, so you always know who the real champions are and when they're most engaged. Log back in and take a look.

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20 October 2026 · 05:00 UTC