The best GTM strategies are built on a deep understanding of the fundamentals. In this session we walked through how you can use buyer signals to drive precise seller action.
First we set the foundation with your Ideal Customer Profile (ICP) and the key personas within your buying committees. Using that strategic context, we then architected a modern, omnichannel signal engagement framework to help you deliver the right message to the right person at the right time.
Once we had our strategic playbook for the "who" and "how," we turned to the "what." In our final exercise, we showed you how to craft hyper-personalised and effective sales emails with AI.
Access this Saleslove On Tour session deck below and fill out the workbook prompts for added learning! 💚
Tactics you can apply today
- Refine your ICP: Combine firmographic, infographic, and “psychographic” (behavioural) data with anecdotes from interviews with your sales team in order to uncover who your best potential customers are and break these into a buying committee
- Identify and map your signals: Audit your “known universe” signals to filter down to what is measurable and most impactful; map them to your ICP-aligned buying committee. (For example: Your champion at an ICP look-alike company visits the product page of your website)
- Define the activation method and messaging: For each of your identified signals, define the activation method (platform, channel, and messaging) that your organisation will use to respond to them
- Activate your signal to action engine: For current ZoomInfo Copilot Enterprise and Salesloft customers you can automate this process, see instructions on the next page