Look at context
Growth of a business line, a supplier change, a new product launch, geographical expansion, certification requirements and procurement plans can all be signals of a potential need.
Test the hypothesis respectfully
A signal is not a promise of a deal. It helps prioritise companies for research and prepare a relevant conversation, rather than impose an offer.
Record meaning, not activity
For a project, it matters more to record the confirmed task, the participants and the agreed next step than to simply count outreach attempts.