Account based prospecting funnel with datenschutzexperte.de

How Alex and his team scaled target accounts while already having a lot of inbound disco meetings.

Profile:

SaaS for GDPR compliance, 50+ employees, 1000+ customers, strong inbound funnel traction, series-A hybrid funded with bootstrapped service offerings; in need: prospecting funnel for target accounts.

How we met

Alex and me met through his co-founder Isabelle within a meetup where we talked about Linkedin Social Selling back in 2018. We started having chats about prospecting best practices and how automation channels work via Linkedin for instance. 

Alex and his team told us, that they already had very strong inbound channel numbers and that they had decent growth in revenue by converting inbound leads.

But his objective was to focus on targeted accounts with higher annual-contract-value and how he might pull that off with his current sales organization.

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The transformation:

We showed him how he would build a very simple LinkedIn outreach sequence including a cold call technique, paired with a discovery style that fit his product category.

He didn’t make it to a lot of meetings in the first days and weeks, since we needed to learn how to target and how to write copy for this specific target audience.

After a few weeks in and a few copy tests, it worked.

Their SDRs now have specific prospecting targets with high five figure ACV measures and convert cold prospects to initial discoveries on benchmark conversion and improved the quality of these discoveries significantly. They spoke to the right person within the right company.

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What are they doing now:

Alex and his team are on the road to 10m€ ARR and we keep in touch with him on a regular basis.

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Critical learning:

"Inbound is much different to outbound not only in style, skill level and channel but moreover the whole setup which target accounts to focus on and how."