How Targeted Strategy Builds a Winning Pipeline
Expanding into a new market sounds exciting—until you’re faced with low engagement, no clear strategy, and a blank prospect list. How do you go from “Who do we even talk to?” to booking meetings with decision-makers in a competitive industry?
That was the challenge a SaaS startup faced when trying to penetrate the healthcare SME market.
They had the product, but they lacked a clear plan to find and engage the right audience.
As their Business Development lead, I designed a strategy to transform their approach. Here’s what we did:
- Designed a Market Entry Plan:
Focused on healthcare SMEs, identifying pain points and opportunities to differentiate the product. - Qualified High-Potential Leads:
Used LinkedIn Sales Navigator and the BANT methodology to identify and vet 300+ leads who were most likely to convert. - Executed Personalized Outreach:
Built a multi-channel campaign across email, LinkedIn, and phone calls with tailored messaging that resonated with prospects’ specific challenges.
The results spoke for themselves:
- 30% Increase in Engagement: Targeted messaging led to higher response rates.
- Pipeline Expansion: A database of 300+ qualified prospects fueled future outreach efforts.
- Market Penetration: Secured meetings with key healthcare decision-makers within three months.
Breaking into a new market isn’t about throwing spaghetti at the wall—it’s about strategy.
You need:
- A Focused Plan: Define your target market and understand their needs.
- Smart Lead Qualification: Use tools and frameworks to prioritize high-value opportunities.
- Personalized Outreach: Speak your audience’s language and meet them where they are.
Ready to break into new markets and build a winning pipeline? Let’s create a strategy that delivers.
Anthony Lobosco
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