Signal-Based GTM (Framework)
The overlooked infrastructure powering modern B2B GTM
👋 Hey, I’m George Chasiotis. Welcome to GrowthWaves, your weekly dose of B2B growth insights—featuring powerful case studies, emerging trends, and unconventional strategies you won’t find anywhere else.
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GrowthWaves is a weekly newsletter.
But last week, I didn’t send one.
The reason?
I’ve been too busy!
Things at our new agency, Restartt, are picking up faster than expected.
Of course, this is a great thing, but it’s also a challenge to write GrowthWaves.
I’m back this week, with something important. (Written Sunday afternoon.)
It’s a framework for how to think about signals.
More specifically, I’ll introduce you to the world of signal-based GTM.
Let’s dive in.
What are signals?
Let’s start with the basics.
Roughly speaking, there are three types of signals:
Website
External
Engagement
Here’s what each of these types is about:
1) Website
Example: Qualified visits on your pricing page
2) External
Example: A champion from an inactive account got a new position
3) Engagement
Example: A prospect from a target account engaged with your LinkedIn post
