Full-Funnel B2B Marketing Show Episode 158: Capturing demand signals with Daniel Zsolt Rényi
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Mar 24, 2025 Discover how to capture demand signals and improve B2B marketing strategies. Learn about avoiding account blindness in CRM and the importance of aligning playbooks with market demand. The discussion covers the complexities of modern buyer journeys and the need for cohesive account intelligence. It also highlights the transition from manual to automated demand capture and effective CRM management using tools like HubSpot. Dive into how technology, including AI and chatbots, is revolutionizing communication and decision-making in marketing.
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Account Blindness
- Many B2B companies suffer from "account blindness".
- They lack a holistic view of all engagement with strategic accounts.
Define Clear Signals with Sales
- Define clear criteria for "account awareness" and "product need evidence" with sales.
- Collaborate to establish shared definitions and ensure alignment.
Prioritize Relevant Signals
- Focus on a few relevant signal sources (5-6) rather than trying to track everything.
- Not all signals are equally important; prioritize quality over quantity.