It’s not just about getting more leads; it’s about getting the right ones.

Changing how you make money isn't just about trying lots of things - it's about being precise and purposeful. Alex Olley, CRO and co-founder of Reachdesk, reveals how they boosted their success by focusing on a small, carefully chosen group of accounts.

Staying successful in a constantly changing market means staying focused and using strategies that fit. Shifting your team's thinking and workflow to this focused approach can be tough, but it's important for being effective and working well together.

Discover why making the counterintuitive choice to "go small" could be the key to success.

In this episode, you’ll learn:

How focusing on accounts showing strong interest can help you win more deals. Alex Olley's experience at Reachdesk shows that concentrating on these high-interest accounts can make your team's work more efficient and drive efficient spending that aligns sales and marketing goals.

How to overcome internal resistance and coordinate across teams to pivot to a new, account-based approach. Learn from the challenges and breakthroughs Reachdesk faced in transitioning their go-to-market strategy, and how they educated and aligned their board, sales, and internal teams to adopt a more targeted and efficient sales process.

How adapting your ideal customer profile based on market changes and buyer behavior is crucial for expanding into new areas. Alex Olley's advice highlights how updating your ICP as industries change can keep your organization flexible and ready for new opportunities.

Things to listen for:

00:00 Focusing on product tools, reaching potential clients.

03:21 Focus on intent, target buying stage accounts, innovate events.

09:15 Challenges of transitioning marketing teams to adapt.

11:28 Precise, sustainable growth, new approach required.

16:16 Change management crucial; varied for each company.

17:11 Sellers transitioning to facilitators due to changing market.

23:00 Prioritize data, focus on retention, involve key players.

25:02 Marketing identifies new industry verticals for sales.

29:57 Founders skeptical, pursued stealth account-based marketing successfully.

32:19 Grateful for the unconventional yet enlightening experience.

Resources:

More from 6sense: https://6sense.com/revenue-makers/