268: Prospecting Mistakes that Hurt Lead Gen - with Wissam Tabbara

EPISODE SUMMARY

Prospecting is one of the cornerstones of outbound sales in the software world. Due to a variety of factors, mistakes happen during this crucial process which usually means a critical blow on lead generation itself. And so founders ask how prospecting should be performed to prevent lead attrition.

In this episode of Scale Your SaaS, Truebase Founder, and CEO Wissam Tabbara touches on the common mistakes that occur during the lead generation process with host and B2B SaaS sales coach Matt Wolach. He also enumerates the factors of successful prospecting. Follow Tabbara's tips to make the most out of your leads!

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 268, "Prospecting Mistakes that Hurt Lead Gen - wish Wissam Tabbara"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Wissam Tabbara, Founder & CEO at Truebase

TOP TIPS FROM THIS EPISODE

• Be Thorough in Defining your ICP
• Have a Long-term Process for Nurturing Leads
• Build the Right Culture
• Keep your Solutions Flexible
• Perform a Prioritization Exercise to Test Product Assumptions
  
  

EPISODE HIGHLIGHTS

• SDR has a High Turnover Rate
• Each Startup is Unique 
• The SaaS Industry is Constantly Evolving 

TOP QUOTES

Wissam Tabbara

[06:10] "The inbound, a separate process, is more a marketing effort. It's a one-to-many conversation you can have."

[10:15] "It's a moving target, right? Because you're running campaigns and your ICP is also continuously growing, right? So how can you really define that at scale? That's actually sometimes a big part of the battle."

[12:47] "Each startup is a different beast."

Matt Wolach

[16:43] "I've kind of long-held the contention that, too many times, founders focus too much on product and don't start marketing early enough, don't start that– that go to market when they should."

LEARN MORE

To learn more about Truebase, visit: 

https://truebase.io/

You can also find Wissam Tabbara  on LinkedIn at: https://www.linkedin.com/in/wissamtabbara/

For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/

Get even more tips by following Matt elsewhere:

• Sales Tips
• LinkedIn
• Twitter
• Instagram