Are Your Marketing Efforts Falling Flat?
In a world overflowing with data, many B2B companies still struggle to connect their marketing and sales efforts effectively. They invest in tools, run campaigns, but often find their pipelines stalled and growth held back by inefficiencies. The result? A disjointed customer journey and missed opportunities. It’s time to move beyond a fragmented approach and embrace a system designed for predictable growth.
We’ve designed a high-performance Go-to-Market (GTM) engine specifically for growing B2B companies. This framework leverages the CRM as the central command hub, seamlessly integrating all stages of the sales and marketing journey.
This is not just a funnel; it’s a cohesive system built for scale, velocity, and accountability. Every lead is tracked, each engagement scored, and each signal acted upon, ensuring that marketing and sales teams work in sync to drive predictable pipeline and measurable ROI.
Phase 1: Top of the Funnel – Building Your Foundation
The journey begins by building a robust top-of-funnel strategy to identify and engage your Ideal Customer Profile (ICP). This phase is all about precision and data.
- Ads: We leverage a multi-platform ad strategy to capture a wide audience. Platforms used include LinkedIn Ads, Meta (Facebook & Instagram), Google Ads, and YouTube Ads.
- TAM Mapping: Precision is key. Tools like ZoomInfo are used to segment your Total Addressable Market (TAM) by critical attributes such as company size, revenue, industry, market, location, and technology.
- Intent Signals: This is where we identify potential buyers who are already showing interest. We use Kylas for engagement scoring, along with platforms like RB2B and others like Apollo.io.
- LinkedIn Content: Our strategy includes a mix of organic and paid LinkedIn posts designed to target the ICP. We distribute value-based content and identify ICP engagers via LinkedIn analytics or tools like Shield AI, Taplio, or native analytics.
Phase 2: Mid-Funnel – Identification and Outreach
Once a lead enters the funnel, the next step is to enrich the data and initiate personalized, multi-channel outreach.
- Ad Click Identification: We track engagement from the top of the funnel using native platform tracking, UTMs, and pixel setup. First-party data is captured through website forms and landing pages.
- Lead Enrichment: To personalize outreach effectively, we enrich lead data using tools like Lusha, Apollo.io, Clearbit, and ZoomInfo to find accurate phone numbers and email addresses.
- CRM & Sales Enablement: This is where the CRM truly becomes the central command hub. CRM tools like Kylas, Zoho, HubSpot, or Salesforce are used to manage and track every interaction. This is also the hub for internal communication and enabling the Sales Development Representative (SDR) process, using tools like Calendly and a Dialer Tool.
Phase 3: Bottom of the Funnel – Conversion and Closure
The final stages of the GTM framework are focused on converting qualified leads into customers through a seamless, automated process.
- Outbound Campaigns: We run targeted email campaigns using domains from Microsoft and Google, powered by email sending providers integrated with the CRM, such as Intuit Mailchimp, Instantly.ai, lemlist, or Reply.io.
- Deal Closure Stage: Finalizing deals is streamlined with tools like Calendly for meeting scheduling and CRM updates tracked in a central system like HubSpot or Salesforce. Pipeline reporting is done via native CRM dashboards or BI tools like Looker and Power BI, providing clear visibility into the sales process.
The Results: Why This Framework Works
This GTM framework is more than just a list of tools; it’s a proven system for achieving measurable results. By centralizing operations around your CRM, you ensure every action is data-backed, every team is aligned, and every lead is given the attention it needs. The outcome is not just improved efficiency, but a significant boost in your sales pipeline velocity and a clear return on your marketing and sales investments. This is how B2B companies move from random acts of marketing to a predictable, scalable growth engine.
Conclusion
This framework succeeds because it aligns every step with your business’s unique sales flow, ensuring the CRM is a true reflection of your process, not just a fancy database. With the right strategy and a framework that integrates every touchpoint, your CRM becomes more than just a tool; it becomes the backbone of your business’s growth.
Ready to transform your B2B growth strategy?
Contact us today to learn how to implement this high-performance GTM framework and drive predictable pipeline and measurable ROI.