The Science of Signal-Based Selling

In a hyper-competitive market, B2B sellers are constantly looking for an edge with their ideal prospects. Buyers are doing the same: most come to the table with extensive research in hand, and nearly all of them buy from a company on their “day one” list.

But all of that activity isn’t happening in a vacuum. As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play.

ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club. Here’s how your GTM team can capitalize on high-value buying signals to sell smarter and win faster.