Hey, GTM Engineers!
Welcome to the 2nd Edition of GEAR - GTM Engineers Accelerating Revenue.
GEAR highlights the best workflows, ideas, & creative plays from the community. This week’s GEAR is from Diana Marcela Gonzalez, a Sr. Product Growth Manager at RevPartners - a Clay Partner and HubSpot Elite Partner.
Prioritizes the right ICP, warm accounts + people
Eliminates the vast majority of grunt work for BDRs
Provides prospecting guidance to BDRs in HubSpot
Ice breaker summary
Pain point summary
‘Poke the bear’ summary
Gives BDRs time back to reinvest into prospecting
Prospecting isn’t broken, it’s just under engineered.
Today, there are too many tools, too many tabs, too much context switching, too many tasks, and too much time wasted chasing scraps of data instead of actually talking to people.
It’s not their fault.
The system is under-engineered and relies on outdated playbooks.
This is how you can build a better prospecting system with HubSpot + Clay.
Happy Automating!
Alex
P.s. give me a shout if you have a killer workflow you’d like to share!
‼ Problem
Buyers are changing how they buy, and we (GMTEs) must adjust how we help our teams go to market.
Buyers have changed their purchasing habits:
They’re even more informed (hello, ChatGPT)
Better briefed with the real tea from peers & community convos
Expect a more tailored experience because that’s what the best companies are doing.
Getting to a conversation is harder. There’s a greater expectation of due diligence. BDRs + AEs need to come in prepared to tailor.
Juggling all these steps between systems just KILLS productivity.
The result is outreach that feels cold and rushed. And buyers can tell when they’re just another name on a list.
🎯 Objective
Take away the grunt work. Codify the best practices from the best reps. Build an automated pipeline that delivers what BDRs need to stay focused on prospecting.
⚙️ Enter ‘Assisted Prospecting’ with Clay + HubSpot
That’s where assisted prospecting comes in. It cuts out the busy work, shows you the right signals, and makes it clear who to reach out to, why they matter, and when to do it.
Imagine a world where…
Prospecting teams are being fed a list of companies and contacts that are already interacting with your brand.
The lists are coming through fully enriched, signals are flowing through, and prospecting content snippets and tips are readily available to the prospecting team.
These data points are used to prioritized lists for the prospecting team based on timed relevance.
Best of all, it’s readily available within HubSpot (where the BDRs work) - powered by Clay.