Your reps are running the right motion. They're just running it in the wrong order.
Most prospecting sequences follow the same four steps: pull an ICP list, find contacts, build sequences, then qualify accounts on discovery calls. Qualification happens last, after contact credits, prep time, and sequence slots have already been spent.
By the time a rep learns an account renewed with a competitor four months ago, the evaluation window is closed and nothing can change it.
Instead, the qualification filter should happen before outreach starts. That way, you’re only focusing on the most promising leads. This eBook shows you and your team how to make that happen.
After switching to an account-first motion, one Snyk SDR cut research time from one hour per account to two to five minutes, increased daily accounts worked from one or two to five to ten, and hit 100% quota attainment. Same tools. Same territory. (Snyk, Q1 2025.)
Calling all sales leaders, RevOps teams, and SDRs responsible for pipeline quality
If your pipeline shows high activity but modest conversion, this guide shows you how to:
- Answer three critical questions: Budget, technology fit, and contract timing. Knowing who to call is no longer enough. Understanding whether the call is worthwhile and when to do it is what drives efficiency.
- Make the account-first shift: Verified account intelligence runs before the contact motion activates. You fix the sequence without having to rebuild the stack.
- Qualify accounts with three, verifiable signals before you dial. Confirmed technology installs, verified IT spend, and contract timing. Reps will know what conversation they’re walking into, whether an active budget exists in your category, and if the evaluation window is open now or locked for another year.
- Build scoring models reps will actually trust. When a priority score has specific, verifiable signals behind it, reps use it. When it’s a black-box output, they go with their gut instead. Transparent scoring is what closes that gap.
- Make the internal case without a slide deck. Run a filter on your own account list using three questions from this guide. The gap between your current list and the filtered one shows exactly how much outreach budget is going to accounts that will stall before they convert.
Inside, you’ll find practitioner stories from GTM leaders at HiBob and Snyk who hit the same wall and fixed it.