Common Room

Florin Tatulea's back, back again: Join us for a new Common Room how-to session where Florin will show you how to turn de-anonymized web visits into qualified meetings. ➡️ Wednesday, Oct 9, 11 am - 12 pm PST. You'll learn how to: - Surface web visitors - Set up real-time alerts for your reps - Stack your signals to run hyper-specific plays Bonus: He'll be sharing email templates you can copy, borrow, or adapt. We're seeing 2x results on reply and meeting rates—and we want you to, too. https://hubs.li/Q02Sc26m0

Fit-first or signal-first? 🤔 How our customers prospect has less to do with personal preference and more to do with go-to-market motion, target audience, and brand awareness. Say you’re a PLG or COSS company with a huge TAM and strong market mindshare. You’re naturally going to generate more 1st- and 2nd-party buying signals. Product sign-ups. Website visits. GitHub stars. Social engagements. You can surface prospects based on signals that indicate intent, then qualify and prioritize them by drilling down into firmographic and demographic fit criteria. Other companies may not have that option. They have different motions. More limited addressable markets. Less brand recognition. Fewer signals to draw from. They need to target accounts based on ideal customer profile and contact persona, then search for 3rd-party signals like job changes, job listings, and news events to help prioritize accounts and tailor messaging. Some companies (like ours!) switch back and forth, depending on the play and the team. There’s no one flavor of prospecting. That’s why we built Prospector to power every prospecting workflow, no matter which one makes sense for you. ✨ Prospect fit-first: Define your ICP and ideal contact persona, surface and enrich companies and prospects from a constantly refreshed database of more than 200M B2B contacts and organizations, and layer on signal data to pinpoint the right accounts and buyers. ✨ Prospect signal-first: Capture account- and person-level buying signals across channels to spotlight in-market buyers, layer signal data over granular fit criteria to prioritize prospects and companies, and uncover the right people to outreach at every org. ✨ Slice and dice with ease: Filter companies and prospects based on industry, size, revenue, location, job title, role, seniority level, LinkedIn follower count, signal type, and more. Then let our AI-powered identity resolution and waterfall enrichment automatically serve up your lead list. ✨ Never sell without a signal: Access granular job-change, hiring, and news data with the click of a button—including access to 150 million job listings and 8 million news articles refreshed daily—to help prioritize contacts and accounts. ✨ Automate prospecting from end to end: Surface companies and prospects that match your criteria and add contacts to prioritized burndown lists, Salesforce campaigns, HubSpot workflows, or personalized outbound sequences on autopilot. Fit-first or signal-first—the choice is up to you. Either way, Prospector is designed to help you find the right buyers and follow up fast, even when you’re away from your keyboard. Prospector is available on all Common Room plans. You can try it for free today. Check out our blog for more info: https://hubs.li/Q02S1Mt70

New week, new Go-to-market mavericks 🤠 We sat down with Webflow's Senior Manager of Corporate Sales, Sean Gentry to talk human-centric prospecting. He shared his thoughts on: - RevTech must-haves - Signal-based prioritization then vs. now - What sales teams can learn from group fitness classes 😅 👀 or 👂: https://hubs.li/Q02S1fgF0

It's the holy trilogy: In Part 3 of Signal School, Kevin White shows you how to stack signals and run plays at scale to hit your most aggressive pipeline targets. 🎯 You'll learn how to: - Stack signals to surface the best of the best leads - Track performance to identify the most effective plays - Scale plays that work to predictably hit pipeline targets https://hubs.li/Q02RNS2y0

If you’re wondering where the future of GTM is going, just ask the GTM leaders shaping it today. We’re still thinking about last Thursday evening and the knowledge that Javier Molina, Docker, Inc’s CRO, shared with GTM leaders across the dinner table at La Condesa in Austin. What took it from a 10 to an 11 was the dialogue it sparked for the rest of the night between sales, marketing, success, ops, and DevRel execs. What we heard: 1️⃣ Outbound matters, a lot Revenue is a team sport, and leaders across every function agreed that product and marketing can’t do all the heavy lifting. Reps are more than inbound order takers—it’s the reps who have the data, tools, and training they need to deliver prospect value that drives pipeline who will separate market leaders from…the rest. 2️⃣ The art of the possible is, well, an art Today’s reps have to deeply understand where customers are in their journey, and where they want to go. Then, they need to paint a picture of how they can get there. Empowering reps with the training and tools they need to bring a consultative approach to customer relationships generates way more long-term value—for everyone. 3️⃣ The human touch is still magic There’s a lot of talk about AI replacing reps. What leaders are actually seeing right now? People still want to buy from people. AI agents can’t build relationships or anticipate roadblocks the way human beings can, but well-placed AI can reduce the amount of time reps spend on non-magical digital errands. By automating rote tasks and making things like signal intelligence and account prioritization easier, we can empower reps to focus more on the human-centric side of things—where they can really use their magic. To all the GTM leaders who kept it weird with us, thank you: Felipe Munoz, Courtney Graham, Ben Sabrin, Ryan Reynolds, Chas Larios, Ron Northcutt, Kevin Chappell, Himani Sawhney, Anuneet Kumar, Shantanu Mishra, Pedro Esparza, Mintis Hankerson, Morag Keirns, and our featured guest Javier Molina. We can’t wait to raise a glass with Austin leaders again. 🥂

Join Florin Tatulea on Wednesday, October 9th for episode 003 of our Common Room Unboxed series where he'll be giving a behind-the-scenes look at how we're using Common Room to execute and succeed with our de-anonymized website visitor plays (>2x reply and booked-meeting rates vs. baseline). De-anonymizing your web visitors ✅ Auto-filtering for persona and ICP fit ✅ Signal stacking for better context ✅ Crafting the right email and LinkedIn messages ✅ We'll be diving into all of it. Sound interesting? 🔨 that "Attend" button and we'll see you there!

👨🏫 Happening tomorrow: Join us for a special edition of marketing-focused, hands-on Office Hours from 9:15 - 10 am PT. The illustrious Jeremiah Clark will walk through how to set up marketing plays that move the needle. You'll learn how to do things like: - Action on economic buyers who visited your site - Engage previous product users who recently changed roles - Up-level your ABM campaigns - Plan and execute your best event programs yet https://hubs.li/Q02RzBsd0

Sharing our customers' successes is one of our favorite pastimes. Our other favorite pastime is sharing how they do it. When it comes to delivering pipeline that drives conversions and results in happier customers, here’s the dbt Labs playbook: Their community team uses Common Room to capture and unify activity happening across community channels to get a pulse on trending topics, open questions, product feedback, and general user sentiment, and dbt Labs’ SDR team uses Common Room to get visibility into buyer activity happening *outside* of community channels. Different channels. Different signals. All combined to deliver right-on-time context for every milestone in a customer's journey.

👨🏫 Join us for a special edition of marketing-focused Uncommon Office Hours this Tuesday, Oct 1, from 9:15 - 10 am PT. Our very own Jeremiah Clark will walk through how to set up marketing plays that move the needle—from actioning on economic buyers who visited your site to engaging previous product users who recently changed roles. https://hubs.li/Q02Rk4-m0

Signal school is back in session! 🧑🎓 Our 2nd lesson is where the rubber meets the road (aka running signal-based plays from end to end): https://hubs.li/Q02RjYJH0