> ## Documentation Index
> Fetch the complete documentation index at: https://docs.flowla.com/llms.txt
> Use this file to discover all available pages before exploring further.
# Signals & next best actions
> Your worklist for a deal: specific, dated observations REX has made, each paired with a concrete next step it can help you execute.
**REX's signals and next steps** is your worklist for a deal. It surfaces specific things REX has noticed (a new risk, a stakeholder who's gone quiet, a question nobody answered, a sign the deal is moving) each paired with what it thinks you should do about it.
It lives on every deal room's Overview tab, under **REX's analysis**, alongside the [insight cards](/rex/insight-cards). Where the cards summarise where things stand overall, the feed breaks that same picture into individual, dated items you can act on one at a time, so nothing worth acting on gets buried in a narrative.
Every item in the feed is called a **signal**. Every signal comes with one or more **recommended actions**: specific, concrete next steps, phrased the way a sharp colleague would say them to you, that you can have REX help with directly.
The same signals are also available outside any individual room, in one combined list across your whole pipeline. See [Viewing signals across all rooms](#viewing-signals-across-all-rooms).
***
## How a signal is built
Every signal is generated from the room's [Knowledge Graph](/rex/knowledge-graph), the same picture that drives Deal Score, MEDDPICC, and insight cards.
A signal isn't a raw alert on a single data point. It's REX connecting evidence across a meeting, a person, and the deal's history into one specific, worth-your-attention observation.
That evidence isn't only what happened on calls. Room engagement (who's visited, what they looked at, how recently, how often) is just as much a source for signals as a transcript is. In practice, this is what makes the feed useful in the long stretches between meetings, when a transcript-only system would have nothing to say at all.
Each signal has:
* **A title and description**: what happened, in plain language.
* **An urgency level**: High, Medium, or Low, reflecting how time-sensitive REX judged it to be. The feed groups signals by urgency, most urgent first.
* **A justification**: *what* was actually said or done that triggered this, often down to the specific meeting and moment, and *why it matters* for this specific deal, grounded in its stakes, stakeholders, and history.
* **One or more recommended actions**: concrete next steps, each with a short label and a fuller description of what doing it would involve.
Because everything traces back to the same evidence, a signal is never a black-box nudge. You can always see the specific evidence behind it, the same way you can with a MEDDPICC score.
***
## What shows up as a signal
The feed isn't one type of alert. It spans everything that matters about a deal's momentum.
| Category | Examples |
| ----------------------------------- | ---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- |
| **Risk & blockers** | An unresolved objection, a stalled legal, security, or procurement step, an unaddressed concern, competitive pressure building |
| **Stakeholder shifts** | A champion who's gone quiet, a newly identified but not-yet-engaged decision-maker, a key person who hasn't joined the room |
| **Timing & urgency** | An approaching deadline or compelling event, a deal that's gone quiet for longer than it should have, a postponement that changes your plan |
| **Buying signals & momentum** | A genuine aha moment worth building on, a commitment that was actually fulfilled, growing engagement in the room |
| **Open loops** | A substantive question the buyer asked that never got answered, a next step that was discussed but never scheduled |
| **Room activity, between meetings** | A stakeholder making repeat visits to pricing or security documentation, a contact who's never joined a call but is quietly reading everything, a previously active room that's suddenly gone dark, a new person opening the room for the first time |
| **Action plan health** | An item that's now overdue, one assigned to the buyer with no movement, a new next step that came up on a call but was never added to the plan |
The room-activity category exists specifically because deals move in the silence between calls, not just during them. A signal can be based on visit patterns alone, with no meeting involved.
***
## Recommended actions
A recommended action is never vague advice. It's something specific enough that REX can start doing the legwork the moment you click it, the same way it would if you'd asked directly in [chat](/rex/chat).
In practice, that spans:
* **Drafting a follow-up**: a specific email to a specific stakeholder, already framed around the exact concern or opening the signal identified.
* **Prepping talking points or materials**: an ROI framing, a competitive comparison, an answer to a question that's still open.
* **Surfacing the right content**: pulling a relevant case study, one-pager, or proof point from your library for the specific buyer persona in play, using the same [asset intelligence](/rex/asset-intelligence) REX Chat searches by.
* **Keeping the CRM current**: flagging a stage, field, or stakeholder record that's out of sync with what's actually happening in the deal.
* **Keeping the action plan current**: adding a next step that was agreed on a call but never got added, adjusting a due date, or nudging on an item that's now overdue.
* **Proposing a next step**: suggesting who else should be looped in, or what the next meeting should focus on.
Clicking a recommended action opens REX with the work already prepared (a drafted email, an updated field, a pulled asset) and hands it back to you for approval.
Nothing is sent or changed without your say-so. Clicking a recommended action has REX prepare the work and hand it back for approval before anything goes out or changes.
***
## Working the feed
A walk-through of what the feed looks like in practice, based on a mid-market deal for a fictional buyer, "Northwind Retail," evaluating a fictional seller's product against a competitor called "RoutePath." Names and details are illustrative, not real deal data.
***
**🔴 High: Security review hasn't started, and close date is three weeks out**
*What triggered it:* On last week's call, the buyer's IT contact mentioned "we'll need our security team to sign off before anything gets provisioned" but no one has followed up to actually start that process, and the target close date is three weeks away.
*Why it matters:* Paperwork and security review are consistently where deals with a firm close date quietly slip. This is the kind of blocker that doesn't show up as a "no" until it's already too late to fix.
**Recommended actions:**
* *Kick off the security review proactively*, reaching out to the IT contact with your standard security documentation before they have to ask for it.
* *Confirm the close date is still realistic* given the review hasn't started, and flag it internally if it's now at risk.
***
**🟠Medium: Champion hesitant to loop in Customer Success leadership**
*What triggered it:* The buyer's champion said they're "not sure how CS leadership will react" to another new tool, given a recent rollout of a different platform on their side.
*Why it matters:* CS is one of the strongest use cases in this deal. Without CS leadership's buy-in, that part of the value case can't be realised, and the champion's hesitation is a sign of real internal friction rather than just a scheduling gap.
**Recommended actions:**
* *Offer to help the champion frame the conversation*, positioning the product as reducing CS's workload rather than adding a tool they have to learn.
* *Offer a short, CS-specific walkthrough* if leadership is open to a conversation, focused narrowly on the handoff and onboarding use cases.
***
**🟡 Medium: Competitor comparison came up unprompted**
*What triggered it:* The buyer mentioned they're "also taking a look at RoutePath" for the same use case, without being asked.
*Why it matters:* An unprompted competitor mention this late in the process is worth addressing directly rather than letting it sit unanswered.
**Recommended actions:**
* *Prepare a direct, specific comparison* against RoutePath, focused on where this buyer's stated priorities actually diverge from what RoutePath offers.
* *Ask the champion directly* what's driving the comparison, so the response addresses the real concern rather than a generic feature list.
***
**🟢 Low: Buyer had a clear aha moment on the automation demo**
*What triggered it:* During the product walkthrough, the buyer's ops lead reacted strongly to seeing the manual reconciliation step disappear, saying something to the effect of "wait, that's automatic?"
*Why it matters:* Genuine, specific reactions like this are worth capturing and reusing. They're more persuasive internally, in the buyer's own words, than anything you'd write yourself.
**Recommended actions:**
* *Turn the moment into a short, reusable value story* the champion can use when selling this internally.
* *Lead with this reaction* in the next conversation with any other stakeholder who hasn't seen the demo yet.
***
**🟠Medium: A finance contact who's never joined a call keeps revisiting the pricing section**
*What triggered it:* A contact who hasn't attended any meeting has opened the room four times in the past week, each time spending most of the visit on the pricing and contract-terms sections.
*Why it matters:* Someone this engaged with commercial terms, without ever having been on a call, is very likely involved in the budget decision even if they haven't been introduced yet. That's exactly the kind of stakeholder who can quietly stall a deal in procurement if they're never actually looped in.
**Recommended actions:**
* *Ask the champion directly who on the finance side is reviewing pricing.* This pattern strongly suggests someone is, whether or not they've been mentioned yet.
* *Prepare a short, finance-facing summary* covering pricing logic, contract terms, and ROI framing, in case this person surfaces or asks to be looped in formally.
***
**🔴 High: Action item assigned to the buyer is six days overdue**
*What triggered it:* On the mutual action plan, "Share internal security questionnaire" was assigned to the buyer's IT contact with a due date six days ago, and it's still marked incomplete with no update.
*Why it matters:* This is the same IT sign-off the security-review signal above depends on. An overdue item here isn't just a scheduling slip, it's the paper-process blocker actively getting worse in real time.
**Recommended actions:**
* *Send a friendly nudge on the specific overdue item*, rather than a generic check-in, referencing what's actually blocking progress on the buyer's side.
* *Propose a fallback next step*, such as a short call to walk through the questionnaire together, in case the delay is about bandwidth rather than priority.
***
Read together, this is a worklist: one urgent process risk to get ahead of, one relationship to help along, one competitive question to answer head-on, one genuine win worth reinforcing, one quiet stakeholder worth surfacing before they become a surprise, and one overdue commitment to chase down. It's exactly the kind of thing you'd otherwise have to reconstruct by rereading your own notes, guessing at who's been in the room, and manually checking a task list.
***
## Dismissing a signal
If a signal isn't relevant, whether the risk doesn't apply, the recommended action has already happened, or REX simply read the situation wrong, you can dismiss it and optionally give a reason.
That reason isn't just for the record. REX looks for patterns across what your team dismisses and uses them to make future feeds more relevant.
Take the extra second to give a real dismissal reason. It's the input that makes your own future feed more relevant, without anyone having to configure anything by hand.
***
## Lifecycle of a signal
A signal starts as an open observation on your worklist. From there it moves in one of a few directions:
* **Resolved**: you, or REX once you've approved a recommended action, address the underlying issue and it's marked done.
* **Dismissed**: with or without a reason.
* **Still open**: which is itself informative. An open, high-urgency signal that's sat untouched for a while is exactly what a manager should be asking about in a pipeline review.
The feed shows a running resolved count for whatever's currently in view, and resolved signals can be brought back with **Show resolved**.
***
## Viewing signals across all rooms
Signals aren't only visible one deal room at a time. **REX's signals**, under the **Intelligence** section of the left-hand navigation, rolls up every signal from every room you have access to into a single list. Same signals, urgency levels, justifications, and recommended actions you'd see on an individual room's Overview tab, just not scoped to one deal.
This is the view to use when you want to work signals as a queue instead of hunting for them room by room:
* **Filter by room**: narrow the list to one or more specific deal rooms using the Rooms filter, or leave it unfiltered to see everything across your whole book.
* **Search, sort, and track resolution** the same way you would inside a single room. Search by keyword, sort by newest, and see a running resolved count for whatever's in view.
* Each signal is still tagged with the room it came from, so you can act on a recommended action without first navigating into that deal room.
In practice, this is the fastest way to triage a whole pipeline first thing in the morning: scan for urgent signals across every deal at once, rather than opening each room to check.
***
## How different roles use this
Treat the feed as your worklist for the deal, not just something to skim.
* Start with anything flagged High. Those are the things most likely to bite you if they sit for another week.
* Click into a recommended action rather than doing the legwork cold. REX has already grounded it in the specific evidence, so the draft or prep work starts from the right context.
* When you dismiss something, take the extra second to give a real reason. It's not busywork, it's the input that makes your own future feed better.
* Read the "why it matters" line, not just the title. It's what turns "there's an unanswered question" into "here's specifically what it threatens."
* Pay attention to room-activity signals specifically. They're often your only warning between calls, telling you a deal is quietly heating up or quietly going cold before you'd otherwise notice either.
* Don't maintain the mutual action plan by memory. REX proposes new items and flags overdue ones based on what was actually discussed, so an outdated plan is usually a sign to approve a pending update rather than go build it by hand.
The feed works the same way on an onboarding or account room. Still your worklist, just about rollout and adoption instead of pipeline.
* Expect the categories to shift in flavour. Instead of a champion going quiet pre-sale, you'll see an admin who's stopped logging in, a training step that never got scheduled, or a promised integration that's now overdue.
* Room-activity signals are especially useful here. A customer contact quietly revisiting a specific how-to page, or a whole account going dark after a strong kickoff, are exactly the kind of early adoption-risk signals you'd otherwise only catch at renewal time.
* Overdue action-plan items matter just as much post-sale. A setup task assigned to the customer that's now a week overdue is a real risk to flag, not paperwork.
* Use the org-wide **REX's signals** view to triage adoption risk across your whole book of onboarding accounts, the same way a rep triages pipeline.
The feed is built to be scanned across a whole portfolio of deals, not read one room at a time.
* Scan for high-urgency signals across your team's pipeline to catch at-risk deals before they surface in a forecast call. The org-wide [REX's signals](#viewing-signals-across-all-rooms) view is built for exactly this.
* A recommended action that was surfaced but visibly not acted on is a coaching moment, not a black mark. Ask why, since sometimes the rep knows something the signal doesn't.
* Cross-reference the feed with the insight cards' Obstacle and Trajectory categories when prepping for a deal review. The feed tells you what's actionable right now, the cards give you the fuller narrative around it.
* A pattern of the same kind of signal getting dismissed across multiple reps is worth looking into. It's a sign the default behaviour doesn't fit how your team actually sells.
* A room-engagement signal, such as a deal gone quiet or a stakeholder suddenly active, is one of the fastest ways to catch a deal that's about to slip before it shows up as a stage change or a missed close date.
* Overdue mutual-action-plan items, surfaced as signals, are a concrete, dated way to see whether a rep's deal is actually progressing or just being talked about as if it is.
***
## FAQ
[Insight cards](/rex/insight-cards) are a four-part narrative summary of the whole deal, covering Motivation, Stance, Obstacle, and Trajectory. The signals feed is a list of individual, dated, actionable observations, each with its own urgency and recommended next steps.
No. Clicking a recommended action has REX prepare the work, such as a draft, an update, or a pulled asset, but nothing is sent or changed until you approve it.
High, Medium, or Low, reflecting how time-sensitive REX judged the observation to be based on the evidence behind it and what's at stake in the deal.
It's removed from your feed. If you give a reason, that feedback is used to look for patterns that reduce similar low-value signals in future.
The same [Knowledge Graph](/rex/knowledge-graph) that powers Deal Score and MEDDPICC, built from meeting notes, CRM data, and deal room activity. It's always traceable back to a specific quote from a specific meeting or a specific room visit.
The same way it would if you asked in chat: by searching your library's generated [asset intelligence](/rex/asset-intelligence) for what fits the persona, stage, or concern the signal is about, then preparing a share link for it.
It isn't a hardcoded link. It's found fresh each time a signal is generated, so an asset needs intelligence generated on it to be eligible.
Yes. A stakeholder's visit pattern, whether a section they keep revisiting, a new contact opening the room for the first time, or a room that's gone quiet, is enough on its own to generate a signal.
This is deliberate. It's what keeps the feed useful in the stretches between calls, when nothing new has been said out loud but something is still happening.
It happens, especially early on with limited data. Dismiss it with a reason, and that feedback directly improves what gets surfaced going forward for your team.
REX can propose a new action item, a due-date change, or flag an overdue one, based on what was actually discussed in a meeting or what the action plan's dates show. As with every recommended action, nothing is added or changed on the plan until you approve it.
No. **REX's signals**, in the Intelligence section of the left-hand navigation, lists signals from every room you have access to in one place, filterable by room. See [Viewing signals across all rooms](#viewing-signals-across-all-rooms).