WTF are Signals? How to Build Your GTM for ROI with Chris Walker & Alan Zhao

B2B Revenue Rebels

In case you missed it - today’s episode contains the recording of the June 6th live event with Chris Walker and Alan Zhao about how to implement a signal-based go-to-market approach.

Chris’s new company, Passetto, combines proprietary signal-based analytics technology with expert strategic consulting to help B2B companies create breakthroughs in growth and profitability using data.

Signal-based go-to-market is an evolution of how sales teams identify which prospects have a higher likelihood to buy based on their engagement with vendors. These signals can be anything from a website visit to a “like” on a LinkedIn post.

By identifying which signals have the highest intent, sales teams can then build a strategy around reaching out to the right accounts at the right time based on data, instead of taking a spray and pray approach to prospecting.

Check out the recording to learn how to implement a signal-based go-to-market approach!

KEY INSIGHTS:
01:06 Why should we care about Signal-Based GTM?

02:40 Why signal-based selling is trending right now
04:33 Right fit vs right time vs right message
07:27 Signal-based categories and platforms
10:01 The problem with implementing signal-based platforms
11:54 Advantages of having a smaller GTM team
13:27 What are signal-based analytics?
14:53 Scrappiest way to approach signals
15:49 The ideal way to implement signals
20:01 How to track signals
25:45 Structuring your signal data collection
28:24 Who should implement signal-based GTM?
30:12 How RevOps can pivot to signals
34:55 How to prioritize signals?
36:35 Building a modern GTM motion
40:21 Getting to $1M+ ARR
43:29 How to collect signal data
46:50 How branding improves sales outcomes
49:32 Choosing marketing channels outside of LinkedIn