Most go-to-market teams are sitting on signals.
Website visitors. CRM data. Marketing engagement. Product usage. Intent. Technographics.
The issue isn’t access to data, but operationalizing it.
Here’s a practical example of how to take a raw list of website visitors and turn it into a fully enriched, sales-ready audience using technology signals inside GTM Studio.
Step 1: Start with Website Visitors
In this example, let's say you imported a list of people who recently visited your website into GTM Studio.
These are not random accounts. These are companies and contacts who have already demonstrated interest. They’ve taken action. That’s a trigger.
The next step is deciding how to prioritize and segment them intelligently.
This is where enrichment comes in.
Step 2: Enrich with CRM Technology Signals
Inside GTM Studio, you can enrich the imported contact list with ZoomInfo’s technology signals.
The first signal layered in: CRM technology.
With a single action, the list is enriched with the specific CRM each contact’s company is using.
Instead of a flat list of visitors, it’s now possible to see:
Which contacts are using Salesforce
Which are using other CRM systems
Where strong alignment exists
If a company is using Salesforce and the product integrates deeply with Salesforce, that’s a strong fit. That’s context over guesswork.
Step 3: Layer in Marketing Automation and Data Warehouse Signals
One signal is good.
Three signals start to tell a story and provide clarity.
So next in this example, two additional technology signals get layered in:
Marketing automation platform
Data warehouse technology
Now you're not just looking at who visited your site.
You can clearly see:
What CRM they use
What marketing automation platform they run
What data warehouse supports their infrastructure
That combination creates meaningful prioritization logic.
If a company is using Salesforce plus a specific marketing automation platform plus a modern data warehouse, that may signal maturity, budget, and alignment with an ideal customer profile.
Now you can segment accordingly, with far more precision.
Step 4: Prioritize Based on Technology Context
At this stage, the list goes beyond enriched and becomes strategic.
Teams can:
Categorize prospects by tech stack
Identify high-fit accounts immediately
Route them into the right messaging motion
Equip sellers with real context before outreach
Instead of generic outreach based on a website visit, sellers can tailor conversations around the prospect’s actual infrastructure. They can say something like: "I see you’re running Salesforce and [X] marketing automation platform — we work with a lot of teams with that stack to improve [specific outcome].”
That’s a fundamentally different conversation.
And it all begins with layering technology signals onto behavioral signals.
Step 5: Activate the List
Once the contact list is fully enriched and segmented, it’s ready for activation.
From GTM Studio, teams can:
Push the enriched contacts directly into a CRM like Salesforce
Surface them inside ZoomInfo Copilot
Now sales teams aren’t starting from scratch. working from a spreadsheet.
They're getting:
Identified buyers
Full technology context
Prioritized segments
Direction on who to engage first
That’s the difference between data and execution.
Why This Matters
Most GTM teams collect signals. But very few operationalize them quickly enough.
Technology signals are powerful because they reveal:
Fit
Infrastructure alignment
Buying maturity
Integration opportunity
When you combine website intent with CRM data, marketing automation signals, and data warehouse context, the result is more than a list.
You get a prioritized, enriched, activation-ready audience.
That’s exactly what GTM Studio is built to do: close the gap between signal and execution.
Import. Enrich. Segment. Activate.
That’s how to target the right prospects using technology signals and give sales teams the context they need to close more deals.
