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Lead Quality vs. Quantity: The Hidden Battle Inside B2B SaaS
In this opening episode of Match B2B Insights, Benny Fluman, CEO of Match B2B, joins Brian, Head of Business Development and SDR Operations, to unpack one of the biggest traps in B2B sales: chasing volume instead of value.
Together they explore why, in niche B2B and SaaS markets, endless outreach doesn’t translate to real revenue and how focusing on lead quality builds stronger, more predictable pipelines. Benny shares real stories from Israeli SaaS companies that learned this lesson the hard way, while Brian breaks down how top SDRs separate noise from opportunity.
You’ll hear:
– Why big top-of-funnel numbers can be dangerously misleading
– What defines a truly qualified lead in complex B2B cycles
– How shifting from activity metrics to impact metrics changes results
This episode sets the foundation for the series, where Benny and Brian dive deeper into building smarter, data-driven SDR programs that actually convert.
View all episodes
By Benny FlumanIn this opening episode of Match B2B Insights, Benny Fluman, CEO of Match B2B, joins Brian, Head of Business Development and SDR Operations, to unpack one of the biggest traps in B2B sales: chasing volume instead of value.
Together they explore why, in niche B2B and SaaS markets, endless outreach doesn’t translate to real revenue and how focusing on lead quality builds stronger, more predictable pipelines. Benny shares real stories from Israeli SaaS companies that learned this lesson the hard way, while Brian breaks down how top SDRs separate noise from opportunity.
You’ll hear:
– Why big top-of-funnel numbers can be dangerously misleading
– What defines a truly qualified lead in complex B2B cycles
– How shifting from activity metrics to impact metrics changes results
This episode sets the foundation for the series, where Benny and Brian dive deeper into building smarter, data-driven SDR programs that actually convert.