If you’re leading a B2B team, you know the drill: tons of tools promise to “transform your go-to-market strategy,” but most just add busywork. Scrab is different—or at least, that’s the pitch. This guide breaks down which Scrab features actually help B2B teams tighten up their GTM motion, and which you can probably skip. If you’re tired of bloated “solutions” and just want to close more deals, this is for you.
What Scrab Actually Does (In Plain English)
First, a quick level-set: Scrab is a platform built for B2B teams who want to get serious about their go-to-market (GTM) strategies. It’s not another CRM, and it’s not trying to be your everything-hub. Instead, Scrab is focused on the practical stuff—finding, tracking, and engaging the right accounts so your team spends less time chasing ghosts.
Here’s what Scrab does well: - Cuts through the noise with targeted prospecting tools - Keeps teams on the same page (without endless pings and status checks) - Surfaces what’s working so you can double down and ditch what’s not
But it’s not magic. Scrab won’t write your emails for you or fix a broken product-market fit. It’s a set of tools—not a silver bullet.
1. Targeted Account Discovery: Find Actual Buyers, Not Just Contacts
Let’s be honest: “lead lists” are usually just bloated spreadsheets packed with people who will never buy. Scrab’s account discovery tools try to fix that.
What Works - Firmographic filters: Build lists based on real company data—industry, size, tech stack, funding, and so on. You can get granular (think: “Series B SaaS with 50-200 employees using HubSpot”). - Signal tracking: Scrab pulls in buying signals (job changes, funding rounds, tech adoption) so you’re not flying blind. You see which accounts are actually worth your attention. - Dynamic lists: As company data changes, your target lists update automatically. No more chasing old info.
What Doesn’t - Don’t expect every “signal” to mean a deal is ready to close. Some are just noise—use your judgment. - The data is only as good as its sources. If you’re in a super-niche market, expect some gaps.
Pro Tip: The magic isn’t in the filters—it’s in what you do with them. Set up narrow, high-value lists and ignore the urge to “boil the ocean.”
2. Account Engagement Tracking: See What’s Actually Happening
You know those “touchpoint” spreadsheets everyone hates? Scrab turns that mess into something you’ll actually use.
What Works - Unified timeline: Every interaction—email, call, meeting, LinkedIn message—gets logged automatically. You don’t have to chase people for updates. - Engagement scoring: Scrab highlights which accounts are warming up (opening emails, booking calls) and which are cold. Focus your energy where it matters. - Collaboration: Multiple reps can work the same account without stepping on toes. No more “Who’s following up on Acme?” Slack threads.
What Doesn’t - If your team never logs their calls or uses backchannels, data will be spotty. Scrab can’t read minds. - Engagement scores are a guide, not gospel. Don’t ignore your gut.
Pro Tip: Use the timeline to prep for meetings. You’ll walk in knowing exactly what’s been said—no last-minute scrambling.
3. Playbooks and Process Automation: Cut the Busywork
Lots of B2B sales teams have “processes” (read: tribal knowledge and random docs). Scrab tries to make your GTM process repeatable, not just wishful thinking.
What Works - Customizable playbooks: Build step-by-step guides for outreach, qualification, or follow-up. Onboard new reps faster, and keep everyone rowing the same direction. - Automated reminders: Scrab nudges you (or your team) when it’s time to follow up, send a deck, or book a demo. No more dropped balls. - Task automation: You can tie certain actions (like moving a deal stage) to auto-create tasks, send alerts, or kick off workflows.
What Doesn’t - Don’t get sucked into over-engineering your playbooks. Complexity kills adoption. - Automation isn’t a substitute for judgment—sometimes you just need to pick up the phone.
Pro Tip: Start simple. Build a basic playbook for your top-performing reps, then tweak as you go.
4. Real-Time Reporting: Know What’s Working, Not Just What’s Happening
Scrab’s reporting features are about clarity, not vanity metrics. You get dashboards that actually help you adjust your GTM strategy in real time.
What Works - Pipeline health: See where deals stall, what’s moving, and what’s stuck in limbo. No more “let me pull a report and get back to you.” - Attribution: Figure out which channels, sequences, or reps are driving real results—not just activity for activity’s sake. - Custom dashboards: Build views that make sense for your team, not just the execs.
What Doesn’t - Data overload is real. Don’t build dashboards just because you can. - Attribution is hard. Don’t expect 100% clarity on “what caused the win.”
Pro Tip: Check your reports weekly. Look for patterns, not just numbers. Double down on what’s working, and don’t be afraid to kill what’s not.
5. CRM Integrations: Play Nice With Your Existing Stack
If you’ve ever tried to “rip and replace” your CRM, you know it’s a nightmare. Scrab doesn’t try to replace your CRM (thankfully)—it works alongside it.
What Works - Two-way sync: Scrab pushes and pulls data from Salesforce, HubSpot, etc. No double entry. - Flexible mapping: Map Scrab fields to your CRM, so your workflows don’t break. - Activity logging: Keep a clean record of what happened in Scrab, visible in your main CRM for full context.
What Doesn’t - Integrations take some setup. Budget a few hours and get your ops person involved. - Not every field will map perfectly. You might need to tweak your CRM a bit.
Pro Tip: Don’t try to sync every piece of data. Keep it lean—just the fields your team actually uses.
6. Collaboration and Notes: Fewer Meetings, Fewer Surprises
If your sales and marketing teams are always “aligning,” you’re wasting time. Scrab’s collaboration tools help keep everyone on the same page, without endless meetings.
What Works - Shared notes: Jot down call summaries, objections, or next steps—everyone sees the same info. - Commenting: Tag teammates for quick feedback or handoffs, right inside the account record. - Visibility controls: Share only what’s needed with marketing, CS, or execs. No more “who can see this?” confusion.
What Doesn’t - Notes are only useful if people actually write them. Set the expectation early. - Too many comments = noise. Keep it focused.
Pro Tip: Use shared notes for handoffs. A little context goes a long way when a deal moves from sales to onboarding.
What to Ignore (Unless You Love Bells and Whistles)
- Gamification: Unless your team is genuinely motivated by badges, skip it. Focus on results, not points.
- “AI-powered insights”: Scrab has some, but take them with a grain of salt. Use them as a prompt to dig deeper, not as gospel.
- Endless customization: It’s tempting to tweak every field, but you’ll just slow yourself down. Start with the basics.
Keep It Simple, Iterate Fast
Scrab can help your B2B team sharpen its go-to-market strategy, but only if you keep things grounded. Start with just a few features—targeted lists, engagement tracking, and basic playbooks. Get your team using them every week. Watch what works, ignore what doesn’t, and don’t be afraid to cut features that add noise.
The best tech doesn’t get in your way. Use Scrab to make life easier, not harder—and remember, the real magic is in what your team does, not the tool itself.