Skip to resource content
Live webinar · Nov 17Get Funded Before ChristmasReserve a seat
Founder conversationLeader $5m+

3 Changes You Can Make To Turn Every Rep Into a 10x Seller

Prioritize accounts by signals, move past opaque lead scores, use AI for account research and narrow your target market

Isaac Pohl-Zaretsky · Pocus

Published September 6, 2024
About this resource
Format
SaaSOpen 2024 NYC
Length
18 min video
Inside
9 key moments
Read the full transcript

Explore the lesson. Sign in to access the slide download.

What you’ll learn

Isaac Pohl-Zaretsky describes practical changes that help sales representatives spend more time on the accounts and activities that matter. He covers signal prioritization, the limits of opaque lead scores, AI-powered research, and focused targeting.

Read the source passages

Key moments

Find the ideas you need and go straight to the source.

Give sellers a data-prioritization strategy

“onboard Pocus these are just some examples of ways that after really driving data and consistency across the sales team sales leaders see incredible success across their team awesome so let's start by talking about how we recommend sellers use data to prioritize their accounts what we find is that sales teams are often siloed from the data they need and there's often very little strategy from the top down as to what data sellers should be looking at or what technique sellers should be looking”
Watch at 03:21

Avoid dashboards sellers cannot trust

“keeps them in the loop as to how they should be spending time and how how they should think about the signals they have at their disposal a lot of companies when they feared about combining multiple signals think about a dashboard like this right they have some lead scoring model that their data team has bought or they bought some lead scoring tool and we think lead scoring is important but this type of dashboard where we say hey Ruth is a 66 and Bill is a 79 and Patricia is a 68 we have found time and time again that it causes sellers to very quickly lose trust in whatever data is powering this magical”
Watch at 06:44

Use AI to accelerate account research

“they're only spend spending 30% of their time on the things that actually drive value for a deal right meeting with customers connecting with customers doing the actual prospecting or emailing of customers because of that if you go to a sales rep and say Hey I want you to start spending hours for every account that you're selling to understanding the account deeply and developing a point of view it's very very hard to actually drive adoption but what we found is you can actually use AI to do this very very quickly and give reps kind of on a silver platter all of the research and”
Watch at 10:38

Define a focused TAM and persona

“so we think of first the important thing is really having a well-defined tam if your sellers are focused on a huge Tam of any company in the world and even within that any Persona in the world it's really hard for them to focus on the people who they actually should be they should be spending time on and trying to develop so one thing that we really recommend is as a leader having really really strong recommendations of where your sellers should be spending time both in terms of company and Persona next is Authority a lot of our job as Executives or people on marketing”
Watch at 14:03

Over the next 20 minutes

“I’m going to detail out the 3 changes you can make to 10x your sellers”
Read slide 2

Reps Need Context to Trust & Action

“Reps Need Context to Trust & Action Signals”
Read slide 6

Reps Need a Shortcut

“Account research, prep, and management take hours.”
Read slide 9

Use the WARM framework to manufacture warmth

“Use the WARM framework to manufacture warmth”
Read slide 12

Want More Info?

“Request a demo or try our AI Strategy tool.”
Read slide 16

Preview slides

Open slide preview in Google Slides

Resource files

  • Video

    Watch video

  • 3 Changes You Can Make To Turn Every Rep Into a 10x Seller - Slide Deck

About the speaker
Isaac Pohl-Zaretsky

Isaac Pohl-Zaretsky

Co-Founder & CTO · Pocus

LinkedIn

Head of Growth at Pocus, a platform enabling revenue teams to identify and act on opportunities in product-led growth (PLG).

Company revenue
$7.5M

More founder interviews

Slide by slide

Each slide with a short explanation of what it shows. Open the slide text for its exact wording.

17 passages

Turning reps into stronger sellers

  1. Slide 1Open deck
    Slide text

    SaaSOpen, September 2024 3 Changes You Can Make To Turn Every Rep Into a 10x Seller Isaac Pohl-Zaretsky Co-Founder & CTO, Pocus

  2. Slide 2Open deck

    Three steps strengthen sales work

    The framework combines account prioritization, research and planning, and warm prospecting. Each step pairs a goal with practical actions, from using intent signals to finding the right contacts.

    Slide text

    Over the next 20 minutes I’m going to detail out the 3 changes you can make to 10x your sellers PRIORITIZE Use data to focus Separate low and high intent signals Give reps context PLAN PROSPECT Research is mandatory Come with a POV Use AI to go faster Warm > cold Find the right contacts Tell a strategic story

  3. Slide 3Open deck

    Customer success results

    Three customer examples pair sales outcomes with the companies that achieved them. The figures highlight pipeline growth, higher quota attainment, larger deal sizes, and a stronger response rate.

    Slide text

    Grew pipeline by 90% Increased quota attainment from 99% to 137% Our Growth through Customer Success Helped generate $10M in pipeline Increased average deal size by 30% Reps achieve 50% response rate

Creating focus with signals

  1. Slide 4Open deck

    Prioritize accounts with signals

    Account prioritization combines data, intent, and context to focus sales effort. Reps should distinguish high from low intent and understand why an account deserves attention.

    Slide text

    Use data to create focus Separate high and low intent signals Give reps context around priority Use Signals to Prioritize Your Target Accounts Create focus and efficiency at scale. DATA INTENT CONTEXT

  2. Slide 5Open deck

    Rank signals by intent

    The thermometer ranks declared buying signals above inferred activity. Product usage, deal room activity, demo requests, and signups sit above website visits, webinars, and social signals.

    Slide text

    Not All Signals are Equal Get specific Layer signals to build strength Declared intent > implied intent Focus on high intent

  3. Slide 6Open deck

    Give reps context for signals

    The paired screenshots show a generic lead list becoming a prioritized account view with its key signals surfaced. The example illustrates how context can help reps decide which leads warrant action.

    Slide text

    Reps Need Context to Trust & Action Signals -–>

Measuring customer-success outcomes

  1. Slide 7Open deck

    Product usage reveals opportunity

    A customer quote describes how product usage made a small account look worth pursuing. The surrounding results highlight pipeline growth and improved quota attainment.

    Slide text

    Grew pipeline by 90% Increased quota attainment from 99% to 137% Helped generate $10M in pipeline Increased average deal size by 30% Reps achieve 50% response rate Our Growth through Customer Success “If my rep had told me they were going to reach out to a company with four people I would have told them it wasn’t in any way, shape, or form a good opportunity. But because we were able to see all of their product usage signals, it made a really compelling reason to engage.” Phil Canton, Sales Leader at Webflow

  2. Slide 8Open deck

    Research every target account

    The planning step combines mandatory research, a strategic point of view, and AI assisted research. Together, these give outreach greater relevance and authority.

    Slide text

    Research is mandatory Come with a strategic POV Use AI to go 10x faster 2. Research and Plan Every Target Account Create relevance and show authority. RESEARCH POV AI

  3. Slide 9Open deck

    Research creates sales process fatigue

    The example divides a rep’s week between selling and non-selling work, with most time assigned to administrative, preparation, meeting, and research tasks. It frames account preparation as a reason reps need a shortcut.

    Slide text

    Reps Need a Shortcut Account research, prep, and management take hours. Reps have process fatigue

Using AI for research

  1. Slide 10Open deck

    Use AI to research accounts

    AI can help reps research an account when it is given product knowledge, a clear point of view, and specific sources to examine. The sample output connects a prospect’s business context to possible reasons for a conversation.

    Slide text

    Use AI to Dig Deep Treat AI tools like assistant or analysts Train it on your product and POV Tell it where to look for info in your prompt Only the top 1% of reps do this level of research now

  2. Slide 11Open deck

    Research and perspective win deals

    The example connects account research and a tailored point of view with a closed deal. A handwritten note emphasizes the deal value, while the photos celebrate the outcome.

    Slide text

    Research + POV = Closed-Won Katie actually closed $700k! It’s how our own AEs create millions in pipeline

  3. Slide 12Open deck

    Prospect where interest is warm

    Warm prospecting combines thoughtful outbound, contact enrichment, and a relevant story. The approach aims to reduce generic outreach by matching the message to the right person.

    Slide text

    Use the WARM framework to manufacture warmth Find the right contacts Tell a strategic, relevant story 3. Prospect Where the Water is Warm Send less spam, close more deals. WARM OUTBOUND ENRICHMENT STRATEGY

Building warm outbound

  1. Slide 13Open deck

    Use the WARM outreach framework

    WARM stands for a well-defined target market, authority, relevance, and personalization. The framework turns a broad prospecting idea into four checks for each message.

    Slide text

    W - well-defined TAM WARM Outbound Works Better Here are the 4 components you need A - authority R - relevancy M - make it personal

  2. Slide 14Open deck

    Reach customers at the right time

    A customer quote explains the value of identifying who to contact and when, while avoiding excessive marketing messages. The adjacent results include a larger average deal size and a higher response rate.

    Slide text

    Our Growth through Customer Success Grew pipeline by 90% Increased quota attainment from 99% to 137% Helped generate $10M in pipeline Increased average deal size by 30% Reps achieve 50% response rate “We needed to maximize engagement with customers, but to do it in a way that stays true to our brand — we avoid pestering customers with any kind of marketing emails. It was important for us to be able to identify who in an account to reach out to, and when along their customer journey we should reach out.” Casey Bertenthal, Head of Sales at Linear

  3. Slide 15Open deck

    Three changes for stronger sellers

    The recap links prioritization to high intent, planning to faster research with a point of view, and prospecting to warm strategic outreach. These are the talk’s three ways to improve sales work.

    Slide text

    Over the past 20 minutes I showed you… The 3 ways you can turn every rep into a 10x seller PRIORITIZE Narrow your list to who’s showing the highest intent PLAN PROSPECT Use AI to do account research in minutes and add your POV Keep outreach WARM with strategic messaging

  4. Slide 16Open deck

    Try the AI strategy tool

    The speaker invites the audience to request a demo or try a free AI strategy tool. A QR code provides the next step.

    Slide text

    Want More Info? Request a demo or try our AI Strategy tool. Try our free AI Strategy tool! Pocus.com/demo

  5. Slide 17Open deck

    Thank you from Isaac Pohl-Zaretsky

    The speaker closes with a thank-you and his name and role. The slide includes a company mark and contact details, which are omitted here.

    Slide text

    SaaSOpen, September 2024 Thank you! [redacted email] Isaac Pohl-Zaretsky Co-Founder & CTO, Pocus