During a recent conversation with @Kushal Saini Kakkar on the On The Flip Side podcast, Brent explained the Programmatic Prospecting Play. It means focusing every single prospecting campaign on creating new opportunities AND learning from your market. Each campaign should be used to test and uncover what your target buyer personas value the most. Across multiple campaigns, programmatic prospecting is a powerful technique for gathering market intelligence and getting smarter about your value prop.

By building tests into all campaigns, you can win faster. It’s not just about getting a meeting, but getting a good meeting – ultimately with higher-level decision makers.

Teams that commit to programmatic prospecting on average increase their prospecting productivity, or the number of meetings from the same pool of leads, by 40% to 45%.