Video Description

If you found this video with Matt helpful and want to scale outbound, you’ll probably like my newsletter, Outbound Kitchen. Subscribe here: https://outboundkitchen.substack.com --- Learn how Matt Roberts built an outbound sales machine from scratch at Mosaic, scaling from 0 to 2,300 meetings and generating $18.1M in pipeline. In this episode, Matt shares his approach to defining ICP, account prioritization strategies, and the structured workflows that enabled his team to scale from 1 to 10 BDRs successfully. --- 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? Head of Sales Development at Mosaic (acquired by HiBob) More context about the SDR team: - ACV: $32k - Industries:  B2B SaaS - Buyer personas: finance leaders - Markets: North America - 2024: $2.6m ARR sourced from 7 fully ramped BDRs, $18.1m pipeline generated - From 0 outbound at all to 2,300 meetings booked, and 1,800 opps created 3 years later Connect with Matt: - On LinkedIn⁠⁠⁠: ⁠https://www.linkedin.com/in/matthewpaulroberts5/ --- When you're ready ⁠⁠📫 Subscribe to the newsletter⁠⁠ https://outboundkitchen.substack.com ⁠⁠ 👨‍🍳 Want to work with me? Send me an email: [email protected] 🍿 WATCH NEXT Why AI SDRs Are Dead Wrong: Inside Owner.com's $21M ARR Growth Strategy https://youtu.be/O0s7vdn2-MM How to Scale Your Outbound Sales Without Losing Efficiency https://youtu.be/z2s88Phez2I How to Generate Millions in Pipeline in One Day | Sales Prospecting Framework https://youtu.be/7vD7iZPeqTQ How this CRO Hit 10,000+ Customers in just 3 years https://youtu.be/eLe4VJgTdZ8 The 10 Rules of Outbound Sales You Need to Know https://youtu.be/Ey-FcOJy71A The Three Pillars of Outbound Success: Tito Bohrt's Secrets https://youtu.be/yVyd07vdZ8c Connect with me 📌 Connect on LinkedIn https://www.linkedin.com/in/elriclegloire ⁠⁠🐦 Connect on X https://x.com/elriclegloire --- Chapters: (00:00) Matt Roberts and Mosaic's Success (00:43) Matt's Initial Priorities at Mosaic (02:19) Understanding the Market and Customers (08:52) Defining and Refining ICP (16:49) Managing Expectations with Leadership (25:12) Unexpected Hiring Success (27:56) Onboarding and Training Strategies (31:56) Scaling the Team: Processes and Systems (40:48) Leveraging AI in Sales (45:01) Reflections and Future Improvements #OutboundSales #SalesLeadership #BDRteam