GTM Live

RV155 - Signal Based Selling | Go To Market Live episode 8

Mar 17, 2024

Discussion on the shift towards signal-based selling in B2B, tracking buyer intent signals, and aligning sales and marketing teams. Emphasis on the importance of evaluating multiple signals for effective sales strategies, evolution of data-driven marketing, and integrating customer success into ABM programs. Exploration of CRM systems for B2B selling, unified approach for sales and marketing integration, and modernizing marketing and sales budgeting.

01:04:15

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Quick takeaways

Transitioning from lead-based to signal-based selling optimizes engagement and sales efficacy.

Accuracy in tracking and measuring signals is crucial for optimizing sales strategies effectively.

Integrating data signals breaks down barriers between sales and marketing teams, driving collaborative success.

Deep dives

Evolution of B2B Go-to-Market Strategy

The podcast episode delves into the evolution of B2B go-to-market strategies, transitioning from account-based approaches to the emerging concept of signal-based selling. Initially focused on finding the right fit of companies, the shift now emphasizes the importance of engaging prospects at the right time based on intent signals. This shift highlights the significance of leveraging signals to optimize sales actions for targeted accounts and individuals.

The Shift from Lead-Based to Signal-Based Selling

02:32

Tracking Signals for Sales Teams

01:06

Introduction

4min

Shifting from Lead-Based to Signal-Based Selling in B2B

22min

Evaluating Multiple Signals for Effective Sales Strategies

9min

Evolution of Data-Driven Marketing Strategies

11min

Strategic Integration of Customer Success in ABM Program

4min

The Evolution of CRM Systems for B2B Selling

7min

Unified Approach for Sales and Marketing Integration

6min

Modernizing Marketing and Sales Budgeting

2min

In this week’s event, Chris and Sidney dive into the advancing horizon of B2B go-to-market strategies, highlighting the shift towards a more integrated and data-driven approach. They share invaluable advice on how organizations can effectively align their sales and marketing departments, prioritize account-based management, and most importantly, harness the power of signal-based selling.

The conversation pivots around the need for businesses to transition from a linear lead-based progression to a more dynamic signal-based model. Chris emphasizes the significance of tracking and analyzing buyer intent signals within CRM systems as a key driver for engagement and sales efficacy. The pair also discuss upcoming events and feature guest appearances by industry experts who are set to share their specialized knowledge on various aspects of marketing and sales operations.

Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

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GTM Live

RV155 - Signal Based Selling | Go To Market Live episode 8

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

Evolution of B2B Go-to-Market Strategy

Challenges in Tracking and Measuring Signals

Data Architecture and Signal Aggregation

Integrating Sales and Marketing Through Data Signals

Optimizing Operations with Data-Driven Decision Making

The Shift from Lead-Based to Signal-Based Selling

Tracking Signals for Sales Teams

Remember Everything You Learn from Podcasts