RV155 - Signal Based Selling | Go To Market Live episode 8
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The Shift from Lead-Based to Signal-Based Selling
The future of sales is transitioning from focusing on leads to emphasizing signals that individuals or accounts are emitting. To achieve success, it is vital for marketing, sales, SDRs, account management, and customer success to amalgamate as a cohesive unit, using integrated analytics for informed decision-making. Traditional CRM processes are hindering this shift by overwriting data when leads are recycled, erasing valuable insights. The solution lies in revamping CRM systems to track signals instead of leads, enabling a more comprehensive understanding of customer interactions and facilitating effective signal-based selling strategies.
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