👋🏻 Founders: want to learn how to build a go-to-market strategy?

→ talk to high-performing BDRs

Frank Pierri is a BDR at Salesforce

and is responsible for selling Salesforce’s financial services product to…

→ mid-market commercial financial institutions

→ in the “Midwest territory” of the U.S.

→ with a total account list of 287 companies

Talk about narrow segmentation, right? 😬

If I told a founder to focus on even just one COUNTRY, they would freak out 😱

“I’m trying to become a unicorn!!!!! I need to dominate the whole market!!!!!

But how do you dominate a market?

You tackle one market SEGMENT at a time.

Frank (and other high performing BDRs) understand this inherently 🧠

Despite the extremely narrow focus, Frank segments his list EVEN FURTHER.

He segments to individual departments and batches his outreach to specific teams and even specific titles.

For a whole week, he’ll just target “VPs of Commercial Lending.”

Why?

Because it allows him to dial in his messaging and go hyper-targeted:

🎯 specific messaging

↓

🤯 resonance

↓

💰 increased likelihood of buying

After a batch of conversations, he starts to tailor the value propositions to more closely align with the pains of the specific role…

…in this specific company type

…in this specific region

…in this specific industry

So prospects start to say things like: “it’s like you’ve literally been sitting in on our meetings.”

And the result?

He’ll pipe anywhere between $1m - $1.5m a month, well beyond the 700k quota.

Most early stage startups would kill to see those numbers in a YEAR.

RICHES IN NICHES.

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Side note — what Frank figured out on his own is also being taught by industry-leading sales trainers like

Jed Mahrle and Jason Bay.

Their pitch to BDRs is that they’ll help them become top performers by teaching how to create value propositions based on deep segmentation.

You don’t have to wait for someone else to train your reps on what WHAT YOU AS A FOUNDER CAN BE DOING RIGHT NOW.