The Official SaaStr Podcast: SaaS | Founders | Investors cover image

SaaStr 737: How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton

The Official SaaStr Podcast: SaaS | Founders | Investors

CHAPTER

Enhancing SMB Sales Efficiency through Prospect Data Enrichment

The chapter discusses the importance of building go-to-market efficiency in SMB sales by focusing on prospect data enrichment. It highlights the impact of providing good prospect data to sales teams, reducing wasted time on bad leads and increasing efficiency dramatically. The speaker shares insights on using web scrapers, enrichment tools, and mobile phone records to enhance a restaurant database, leading to improved connection rates and team scalability.

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