How High-Performing RevOps Teams Turn Competitor Signals into Pipeline

Описание: Most RevOps teams aren't drowning in a lack of data — they're drowning in too much of it.

🎙️ Spencer Hardey (VP of Business Operations at HG Insights) and Dan Rosenthal (Co-Founder of workflows.io) break down exactly how high-performing RevOps teams cut through the noise and turn competitor signals into real, measurable pipeline.

🎯 You'll learn:
→ Why 80% of signals go unactioned — and how to fix it
→ How to build a simple ICP tiering model that reps actually trust
→ The 10-step signal activation framework (from raw signal to rep action)
→ When to automate vs. when to keep it manual
→ The top competitor signals every RevOps team should be tracking
→ How declining competitor usage + renewal timing = a killer outbound play
→ How to use buyer intent data (G2, TrustRadius reviews) as a late-stage signal
→ How to expand your TAM using signal data

Whether you're just getting started with signal-based selling or looking to level up your existing ABM and outbound motions, this session is packed with practical, operator-tested frameworks you can implement immediately.

🔗 Learn more about HG Insights: https://hginsights.com/
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⏱️ TIMESTAMPS:
00:00 – Introduction & Speaker Backgrounds
03:00 – The Signal Overload Problem: Why GTM Teams Are Drowning
07:00 – ICP Definition: The Foundation for Signal Execution
09:00 – Simple Tiering Models That Reps Actually Trust
13:00 – Focus Over Volume: The Mindset Shift
16:00 – Competitive Signals as Context, Not Just Triggers
19:00 – Building the Automation Infrastructure
22:00 – Manual First, Automate Second: Dan's Framework
27:00 – The 10-Step Signal Activation Workflow
35:00 – CRM Tasks, Slack Alerts & Rep Accountability
43:00 – Tracking & Reporting on Signal Performance
45:00 – Live Example: HG Insights' Competitive Displacement Play
51:00 – Top Competitor Signals to Track Right Now
53:00 – Q&A & Wrap-Up

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💬 Drop your questions or thoughts in the comments — we'd love to hear how your team is using signals.

🎙️ ABOUT REVOPS CO-OP
RevOps Co-op is the community for revenue operations professionals. We bring together 15,000+ RevOps practitioners through events, content, and a thriving Slack community.

📊 Related Content:
• RevOps Video Series: https://www.revopscoop.com/learn/vide...
• RevOpsAF Podcast: https://www.revopscoop.com/learn/podcast

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