The B2B Playbook #205: It’s Not Marketing’s Job to Guess Who’s In-Market! (Midweek Musings)
Too many marketers treat intent data like X-ray vision – but it can’t actually tell you who’s ready to buy.
In this 5-minute Mid-Week Musing, we show how to replace guesswork with a practical signals framework that builds real sales timing intel through cataloguing.
You’ll learn:
+ Why intent scores create false positives (and how to spot them)
+ How sales cataloguing captures true buyer signals
+ The Signals → Catalogue → Feedback loop that aligns marketing and sales
Perfect for teams who want reliable signals – not synthetic data.
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🔗 Links + CTAs
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00:00 Intent Data Lies: Why You’re Chasing Ghost Signals
00:40 The CRM “Hot Lead” That Wasn’t – False Positives Explained
01:20 Real Buyer Signals Start with Sales Cataloguing
02:15 Map Tools, Contracts & Decision Makers – Your Signal Checklist
03:20 Turn Intent into Insight: Signals → Catalogue → Feedback
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💰 Need to bring in more revenue for your company (so sales and your boss love you??)
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S07 E205 - The B2B Playbook
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