Outbound Kitchen - B2B Sales Podcast OK20: From 0 to 2,300 Meetings: Building an Outbound Sales Machine - Matt Roberts, Head of Sales Development at Mosaic (acquired by HiBob)
Mar 2, 2025
Matt Roberts, Head of Sales Development at Mosaic (acquired by HiBob), shares his expertise in building a thriving outbound sales team from scratch. He discusses defining the Ideal Customer Profile (ICP) through customer insights and prioritizing accounts for better rep performance. Matt emphasizes the importance of effective messaging, leveraging automation, and adapting workflows as the team grows. His insights on balancing AI tools with personal touches in outreach reveal the secret to successful cold outreach in a competitive landscape.
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Episode notes
Prioritize Understanding
- Understand the market and customer needs thoroughly.
- Identify their pain points and how your product addresses them.
Focus on Happy Customers
- Talk to your happiest customers, not just the biggest ones.
- Understand what makes them champions of your product.
Visualizing Value with GIFs
- Matt used GIFs to show the before & after of using Mosaic.
- He visualized how Mosaic automated manual finance tasks.