Wednesday Wisdom: Becoming Connoisseurs of the B2B Signal Gradient (an article)

saraboostani

Kerry never fails to give a good analogy! In his latest article, our head of research @Kerry compares B2B marketing to single-celled organisms. 

Amoebas sense and respond to their environment — moving toward nutrients, away from toxins, and adjusting constantly. Most marketing teams, by contrast, have operated in “transmit mode” for decades: campaigns out, blogs published, emails sent. Very little sensing and responding.

It's not about spotting a “golden signal” that tells us a buyer is ready (if a prospect is “hot,” that usually means they are late in their journey). It’s learning to read the gradients — the early signs of interest that build over time. Just like an amoeba can sense whether nourishment is near or far, marketers need to detect not just that a signal exists, but how strong, in what direction, and at what stage it points.

“The organizations that thrive won’t be the ones who push the hardest; they’ll be the ones who sense and respond, who get the gradient and meet buyers where they are.” True that! 

Read Kerry’s article here

Kerry

I think this frame, the signal gradient, can really help us understand why and how to think about buyer signals.