Beyond Intent Data Using Layered Signals for Sales

Welcome back to Modern Prospecting. In today’s episode, Andre Yee converses with Nadia Davis, Vice President of Marketing at CaliberMind and a prominent Account-Based Marketing (ABM) specialist. Drawing from their extensive professional history, Andre and Nadia explore the current landscape of ABM, explain why effective execution is essential even with advanced technology, and address the challenges of modern prospecting in a competitive market.

Nadia shares her approach to creating impactful campaigns, influenced by her love for reading and her ability to incorporate elements from pop culture and personal experiences into initiatives like her “Hitchhiker’s Guide to Marketing Analytics.” They discuss the changes in the prospecting field over the past decade, the significance of data-driven storytelling for marketing success, and strategies for navigating the complexities of intent data and AI to drive pipeline growth.

This episode is ideal for go-to-market leaders seeking innovative strategies and professionals interested in balancing ambition with work-life integration. Nadia’s insights provide practical advice and effective strategies to thrive in the evolving world of B2B marketing and sales.

Chapters:

00:00 - Introduction
00:10 - Creative Storytelling in Marketing
03:21 - Dynamic Spectrum of Marketing Roles
08:06 - ABM Tools Need Effective Execution
10:55 - ABM Challenges: Costs and AI Solutions
12:55 - Unified View of Buyer Journey
17:41 - Crafting Niche Marketing Channels
21:14 - Integrated Marketing Data Insights
23:43 - 'Black Box' Data Challenges Explained
26:14 - Targeted Prospecting Through Buying Signals
29:47 - AI-Powered Insights for Sales Teams
33:41 - AI in Human Interaction Dynamics
38:31 - AI: Boosting Productivity Over Conversions
42:16 - Music Conservatory's Lasting Impact
43:07 - Embracing High-Speed Productivity
44:26 - Outro

Quotes:

“Anchor your story in data to empower your business and accelerate your growth. Embrace it, and unlock exponential possibilities.”- Nadia Davis

“Go-to-market leaders succeed by identifying the right channels and signals. There’s no shortcut—mastery sets great teams apart.”- Andre Yee

Key Takeaways:

Creativity is Everywhere—Feed Your Inspiration
ABM Isn’t Dead—Execution is Everything
It’s Time to Rethink Prospecting
Data is Your Superpower
Intent Data: Directional, Not Deterministic
AI: Productivity Booster, Not a Magic Bullet
Own Your Balance—Discipline Creates Freedom

Connect with Nadia Davis
LinkedIn: https://www.linkedin.com/in/nadia-davis-mba/
Website: https://calibermind.com/

Connect with the Host Andre Yee:
Website:http://tiga.ai/