Emphasizing Process Over Outcome in Sales

In this episode, we'll discuss:

• How to plan your week


• How to execute daily


• How to follow up properly

Celine Hoyle is a top BDR and BDR Team Lead at Mosaic.

Celine's performance:

• Q1 '24: #1 BDR (144% of quota)


• Q4 '23: #1 BDR (122% of quota)


• Q3 '23: Ramping (137% of quota)

Connect with Celine on LinkedIn:

https://www.linkedin.com/in/celine-hoyle-6588a117b/

Here’s more information about Celine’s accounts and buyer personas:

• ICP: B2B SaaS companies with 50-500 employees


• Persona: Finance leaders, and CFO


• Market: English-speaking countries

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Btw I already recorded 2 other episodes with the Mosaic team, listen to them here:

• Ashley Hamano, Senior BDR at Mosaic -18: Top BDR: $1.6M in pipeline created with cold emailing, LinkedIn, a chatbot, how to rank prospects: CFOs and accounts, and her different sequences


• Matt Roberts, SDR leader at Mosaic⁠ - 1. Buyer personas, Multi-channel, prospecting Attribution, Tips for future SDR leaders and new SDRs

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📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Top BDR

(04:41) Quality Over Quantity Approach

(11:33) The Power of Email Outreach

(28:54) Approaching LinkedIn Outreach

(32:45) Focusing on the Process for Success