The Predictable Revenue Podcast
339: How to Fish in the Same Pond Without Pissing Everyone Off
Mar 21, 2024
Matthew Roberts from Mosaic joins to discuss the shift to hyper-focused prospecting, including prioritizing accounts, signals for action, and the impact of persistence. The conversation delves into mastering intent data, personalization, and utilizing tools like Account Aim for data insights and sales efficiency.
41:40
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Quick takeaways
- Embracing hyper-focused prospecting over broad-based approaches enhances sales development strategies by targeting specific market segments.
- Prioritizing accounts based on customer success data, employee size, geo-location, and tech stack details drives efficient and effective prospecting.
Deep dives
Changing Sales Development Focus
The podcast episode delves into the shift in sales development focus towards hyper-focused prospecting. Matt Roberts from Mosaic discusses the transformation from a broader market approach to targeting a specific subset of 8,000 accounts. The team size has evolved from 3 BDRs to 9, aligning with the refined account focus that adapts every few quarters. The emphasis is on personalization and prioritization for more efficient and effective prospecting.
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