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.
49:50
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Quick takeaways
- Understanding the finance space and defining an ideal customer profile (ICP) is crucial for successful sales outreach strategies.
- Effective onboarding processes and structured documentation are essential for scaling a business development representative (BDR) team.
Deep dives
Understanding the Financial Space
When Matt Roberts joined Mosaic as their first outbound hire, his initial focus was on gaining a comprehensive understanding of the financial software market. This involved learning about financial planning and analysis (FP&A) tools and the specific pain points of CFOs, which the product aimed to address. He collaborated closely with his CEO, COO, and a seasoned sales engineer to navigate this learning curve, emphasizing the importance of understanding both the product's value and the needs of their customers. By engaging with the company's top customers, who were happy with the service, he painted a clearer picture of the ideal customer profile (ICP) and how Mosaic fit into their operational framework.
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