OK20: From 0 to 2,300 Meetings: Building an Outbound Sales Machine - Matt Roberts, Head of Sales Development at Mosaic (acquired by HiBob)

Episode notes

⁠⁠⁠⁠ Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous) --- In this episode, Matt Roberts, Head of Sales Development at Mosaic, shares his journey of building an outbound sales team from scratch. He discusses his approach to understanding the finance space, defining ICP, crafting effective messaging, and scaling to 10 BDRs. Matt reveals how he managed executive expectations, prioritized accounts, and created systems that led to impressive results. His candid insights about what worked, what didn't, and what he'd do differently provide a masterclass in building high-performing outbound teams. 3 biggest takeaways: - Define your own ICP through customer research - Prioritization of accounts drives rep performance - Phone skills remain critical for career advancement --- Who is Matt Roberts?