Switched from working a flat CRM list to signal-based outreach

Was an SDR working off a contact list that marketing approved based on ICP fit. We were doing emails and calls through HubSpot. No idea why any given contact made it into the CRM, no visibility into whether they'd shown any intent, visited anything, done anything that suggested they were actually in the market. Marketing was basing it on firmographic fit and I was just working the list.

VP of sales had seen what modern GTM tools could do from past companies and showed the team what signal-based outreach looked like at scale, the results it had driven, and got buy-in from leadership. We looked it over and moved to Tapistro which took about two weeks to set up. I started to see signals on contacts already in the CRM, not just new people. Accounts that had been sitting cold suddenly had context. One had been active on LinkedIn ads, another had two job changes in the buying committee in the last month. I spend time on nurture and calls rather than blasting emails at a list I didn't build. The quality of conversations went up because I know something before I dial.