Best Practice Report

Use Buying Signals To Rev Up Revenue Development Team Performance

July 20th, 2023
Amy Hawthorne, Principal Analyst
Amy Hawthorne Principal Analyst
Malachi Threadgill, null
Malachi Threadgill
With contributors:
Steven Casey , Jessie Johnson , Laurynn Bedard , Arianne Burnette

Summary

In the fast-paced B2B world, revenue development teams can’t rely solely on marketing leads and target account lists to drive opportunity creation. Traditional inbound and outbound development reps have been replaced with revenue development teams that must understand the power of buying signals, including fit and intent signals, and how to leverage them to identify and assemble opportunities with buying groups attached. In this report, we show how, by moving beyond cold and mildly engaged lists and focusing on buying signals, revenue development teams can boost their effectiveness, drive more conversions, and increase the quality of opportunities delivered to sales.

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