Data isn’t your problem. The real challenge? Figuring out which signals actually matter—and how to use them to drive real pipeline. In this episode of Pipeline Playbooks, we teamed up with the experts at Fullfunnel.io to break down how smart, structured use of intent data can help you identify in-market accounts, align sales and marketing, and prioritize the right outreach at the right time.

From defining your ICP and setting up dynamic account tiers to integrating tools like Dealfront and Leadfeeder with your CRM, this playbook is packed with practical steps. You'll also hear how Fullfunnel.io uses weekly sprints, LinkedIn intelligence, and multi-touch personalization to turn signals into conversations—and conversations into revenue.

Expect to Learn:

• The difference between first-party and third-party intent data
• How to tier accounts based on engagement and buying signals
• Which tools help surface real-time intent and automate follow-up
• How to personalize outreach based on specific digital behavior
• The importance of sales and marketing alignment in weekly sprints
• Key signals that most strongly correlate with closed-won deals
• How to continuously test, optimize, and scale your intent strategy

Ready to level up your sales and marketing strategies? Subscribe now and start transforming your approach to revenue!

Looking to put these strategies into action? Dealfront’s Marketing and Sales solutions are built to help you do just that. Whether you’re aiming to boost lead quality, improve conversion rates, or engage high-intent buyers at the right moment—our platform gives your team the data, tools, and insights to make it happen. Explore how Dealfront can support your next campaign or sales sprint.

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Display advertising doesn’t have to be a black hole of impressions and wasted budget. In this episode of Pipeline Playbooks, we walk through a smarter, more efficient way to use display ads—by focusing them entirely on your Ideal Customer Profile (ICP). Forget broad, generic targeting. This playbook is all about using tools like Dealfront Target, Promote, and Leadfeeder to ensure your ads reach the companies—and even the job titles—that matter most.

We explore how to identify and segment your ICP, serve ads directly to those accounts, and then track which companies are actually showing interest. Most importantly, we show you how to turn that interest into pipeline using personalized, timely outreach based on real behavior—not assumptions. Whether you're in demand gen, sales, or ABM, this episode will help you run ads that don’t just look good on a dashboard—they drive results.

Expect to Learn:

• How to define and filter for your ICP
• Ways to serve display ads only to target companies
• How to track engagement and buying signals post-click
• What UTM tags are and why they matter
• How to personalize outreach based on ad interaction
• A 5-step email sequence to turn clicks into conversations
• What kind of ROI to expect from this hyper-targeted strategy

Ready to level up your sales and marketing strategies? Subscribe now and start transforming your approach to revenue!

Looking to put these strategies into action? Dealfront’s Marketing and Sales solutions are built to help you do just that. Whether you’re aiming to boost lead quality, improve conversion rates, or engage high-intent buyers at the right moment—our platform gives your team the data, tools, and insights to make it happen. Explore how Dealfront can support your next campaign or sales sprint.

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Your open opportunities are sending you signals—you just might not be seeing them. In this episode of Pipeline Playbooks, we dive into how to track when prospects already in your CRM return to your website and how to turn those digital visits into revenue-driving conversations. These aren’t cold leads. They’re deals-in-progress revisiting your pricing page, reviewing case studies, or deep-diving your product features—aka buying signals hiding in plain sight.

With insights from Dealfront’s proven playbook, we walk through how to spot this behavior in real time, integrate your CRM with tools like Leadfeeder, and respond with smart, personalized, multi-channel outreach. You’ll learn how to set up custom feeds, trigger Slack or email alerts, and ultimately increase close rates by acting fast and tailoring your message to what your prospect is actually doing.

Expect to Learn:

• How to track website visits from open deals
• Which page visits signal strong buying intent
• How to connect tracking tools with your CRM
• What a timely, tailored follow-up email looks like
• How to set up Slack and email alerts
• A full multi-touch sales cadence for pricing page revisits
• Metrics to monitor and improve outreach performance

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Some of the best sales opportunities don’t start with a cold lead—they start with a news headline. In this episode of Pipeline Playbooks, we break down how to identify companies that are actively expanding—and how to turn those moments into timely, high-impact conversations. From new office openings to market entries and M&As, these “expansion signals” are often the first public indicator that a company is about to hit new challenges… and start searching for new solutions.

We’ll walk through how to spot these signals using tools like Dealfront, how to integrate them into your CRM and outreach workflows, and why getting the timing right can be the difference between being ignored and being indispensable. This playbook helps you go from reactive to proactive—so you can connect with companies right when they need you most.

Expect to Learn:

• What expansion signals are and why they matter
• How to surface these signals with intent data tools
• Filtering techniques to prioritize relevant opportunities
• How to personalize outreach using public company news
• Nurture tactics that position you as a trusted advisor
• Examples of messaging that works—and what to avoid
• How to measure and optimize outreach tied to trigger events

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

In sales, we often obsess over new logos. But what if your biggest growth opportunity is actually hiding in plain sight—past customers quietly returning to your website? In this episode of Pipeline Playbooks, we explore the power of revisit signals and how to turn them into revenue. When a churned customer checks out your pricing page or browses new product features, it's not a coincidence. It’s intent.

This episode offers a step-by-step guide to identifying, tracking, and re-engaging returning customers using tools like Dealfront and Leadfeeder. You’ll learn how to set up real-time Slack alerts, craft personalized outreach based on behavior, and reignite relationships without sounding like just another cold email. These are plays designed not just to win back business—but to build stronger, longer-lasting partnerships.

Expect to Learn:

• Why revisit signals from past customers are so valuable
• How to identify returning accounts with website tracking tools
• What page behavior reveals about current intent
• How to set up CRM-integrated Slack alerts
• Personalization tips for outreach that feels timely and relevant
• When and how to offer incentives to accelerate reconversion
• Strategies for long-term nurture and relationship rebuilding

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Just because a prospect went cold doesn’t mean the deal is dead. In this episode of Pipeline Playbooks, we dig into the art of spotting when lost opportunities come back to life. When a previously silent prospect starts revisiting your site—especially high-intent pages like pricing, case studies, or feature overviews—that’s your window to re-engage. The best part? You’re not starting from scratch—they already know you.

We walk through how to track those digital signals using tools like Dealfront and Leadfeeder, how to connect CRM history with real-time behavior, and how to personalize outreach without sounding desperate. With real-world examples and proven outreach templates, this episode is your guide to turning yesterday’s “no” into tomorrow’s closed-won.

Expect to Learn:

• How to identify returning lost opportunities
• Which website behaviors signal renewed interest
• How to set up real-time alerts via Slack or email
• The CRM data to cross-reference before reaching out
• Messaging strategies for pricing, features, or use case changes
• Why timing and personalization are everything
• What results teams have seen by reactivating cold leads

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Sales teams are always looking for smarter ways to connect with the right buyers at the right time. In this episode of Pipeline Playbooks, we explore one often-overlooked but incredibly powerful intent signal: company awards. Whether it's an innovation accolade, a spot on a growth leaderboard, or a sustainability certification—these recognitions are more than just PR fluff. They're signals that a business is scaling, hiring, investing, and—most importantly—open to new solutions.

Together, we unpack how to monitor these awards in real time, what they reveal about a company's mindset and priorities, and how to craft outreach that resonates. From Dealfront's intelligence tools to real-world outreach tactics, this episode gives you a step-by-step playbook to turn a moment of celebration into a sales conversation.

Expect to Learn:

• Why awards are powerful buying intent signals
• Which award types matter for your ICP
• How to track awards in real-time using Dealfront
• What research to do before reaching out
• How to write personalized outreach that stands out
• How to build an email sequence around award moments
• What results to expect from award-triggered campaigns

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Knowing who your ideal customer is (ICP) is only half the battle. The real game-changer? Knowing when they’re ready to buy. In this episode of Pipeline Playbooks, we explore how to combine ICP targeting with buying intent signals to engage prospects at the exact right time. From tracking digital behaviors like repeat website visits and pricing page views, to setting up real-time alerts in tools like Dealfront and Leadfeeder, we walk through the systems that make this possible.

We also unpack how to personalize your outreach based on what your buyers are doing—without relying on guesswork—and how to align sales and marketing teams around these insights. It’s about moving from reactive to proactive: reaching out with the right message, at the right time, to the right company.

Expect to Learn:

• The difference between ICP fit and buying intent
• Which behaviors signal a company is ready to buy
• How to use tools like Leadfeeder and Dealfront to track intent
• Step-by-step guide to setting up real-time alerts
• Tips for crafting personalized outreach based on intent
• How to align Sales and Marketing around buyer signals
• What results to expect from intent-based prospecting

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Your marketing and sales efforts are only as effective as your targeting. In this episode of Pipeline Playbooks, we explore how to build an Ideal Customer Profile (ICP) that moves beyond vague demographics and guesswork. By analyzing your best existing customers, you can uncover the shared traits that signal long-term value—and focus your resources where they’ll deliver the biggest impact.

We walk through practical steps to define your ICP, validate it with real-world data, and apply segmentation to sharpen your outreach. You’ll also learn how to use tools like Dealfront Target to find ICP-matching companies and personalize your approach based on behavior, not just assumptions. Whether you’re scaling up or tightening focus, this is the foundation for smarter growth.

Expect to Learn:

• What makes a strong ICP—and why it matters
• How to analyze your best customers using CRM and data
• Ways to segment your ICP for more precise messaging
• How to validate your ICP with real feedback and case studies
• Tools to identify ICP-matching accounts in the market
• How to activate your ICP strategy across teams
• Metrics to track the impact of ICP-led campaigns

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront

Before you scale your product or pitch your next investor, do you truly understand how big your opportunity is? In this episode of Pipeline Playbooks, we break down TAM—Total Addressable Market—and why getting it right can be the difference between chasing the wrong segment and unlocking serious growth. We’ll walk you through traditional methods, modern tools like Dealfront Target, and the critical link between TAM and your ideal customer profile (ICP).

Expect to learn:

• What TAM actually means and why it matters
• The difference between top-down vs. bottom-up TAM calculations
• How market segmentation sharpens your targeting
• Why manual TAM estimation can fall short in today’s fast-moving market
• How to use tools like Dealfront Target and the TAM Calculator for fast, accurate insights
• How TAM informs your go-to-market strategy and investor conversations
• The next step after TAM: identifying your ICP and where to focus your efforts

Ready to level up your sales and marketing strategies?

Subscribe now and start transforming your approach to revenue!

Listen on Stream by Dealfront: 

https://www.dealfront.com/resources/stream/series/pipeline-playbooks

Connect with us: 

LinkedIn: https://www.linkedin.com/company/dealfront/

Facebook: https://www.facebook.com/getdealfront/

Instagram: https://www.instagram.com/getdealfront/

TikTok: https://www.tiktok.com/@dealfront

X: https://x.com/getdealfront

YouTube: https://www.youtube.com/@dealfront