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Remember the sales floor, every seller burning the phones, trying to find that next self-generated opportunity.
Marketing enters the room and announces a new batch of MQLs has been uploaded to the CRM.
Boom. Energy. Revitalisation. Fight for the follow-up.
But as with all things, times change. MQLs are no longer enough.
Sellers now need signals from the accounts and contacts that are an ideal fit for their product/service.
They enable sellers to say the right things, start conversations at the right time and speak with the right person.
But how do you define a signal, generate one, and enable sellers to follow up with sales plays that convert the signal into a sales opportunity?
During this webinar, we will reveal the exact process teams go through to set themselves up for signal success, from data research to sales plays.
If you’re a modern marketer or a revved-up revenue leader looking to deliver more high-quality signals with sales plays to your sellers, then this session is for you.
Meet the Speakers
Stuart Dale
Host | OrbitalX Co-Founder
Stuart Dale is a founder at OrbitalX, who has supported over 100 B2B software companies in the last two years to build demand for their business. After spending five years in New York where he was responsible for building revenue at a Google Ventures-backed software company, which was eventually sold, he went on to build OrbitalX with the goal of helping more teams hit their revenue goals faster and more efficiently. He has supported businesses ranging from Seed stage to publicly listed across the globe.
James Ford
Host | OrbitalX Co-Founder
James Ford is a go-to-market expert, specialising in the storytelling and tactics required for businesses to break through the noise and win. Over the past 15-years, James has led sales, marketing and product teams, giving him a unique perspective on how businesses can integrate each component to grow rapidly and sustainably. Notable successes for James include taking cloud services businesses from $0 to $3m ARR, bootstrapping a DTC brand from $0-$1m, launching hundreds of successful GTM motions for complex value proposition businesses, and setting up the National Equipment Appeal Database, the during COVID-19 pandemic, which relocated millions of items of PPE from industry to frontline health workers.
Daniel Farkas
Thought Leader | Global CRO/SaaS Growth Strategist
Daniel Farkas is a global CRO and SaaS growth strategist with over 20 years of experience scaling businesses, driving revenue, and leading international teams. As Chief Revenue Officer at Staffbase, he spearheaded global go-to-market operations across EMEA, North America, APAC, and Japan, helping the company achieve Unicorn and Centaur status. Previously, Daniel held leadership roles at Box and Accenture, where he built high-performing teams and delivered transformative growth strategies. A passionate advocate for clarity, collaboration, and data-driven decision-making, Daniel brings a wealth of expertise in market expansion, revenue leadership, and scaling customer success. With deep expertise in go-to-market innovation, Daniel is a valuable voice on the shift from traditional marketing metrics to modern revenue signals. He brings practical insights on how leading companies are rethinking demand generation, leveraging buyer intent, and aligning sales and marketing to unlock more sustainable growth.