How Retool’s Matt Nadler Finds Hidden Opportunities with Koala

We sat down with Matt Nadler, BDR at Retool to learn how he's using Koala to prioritize his target accounts (and uncover incredible pipeline opportunities that were previously off his radar!)

Prioritizing accounts

As an application development platform, Retool strives to bring good software to everyone - With this in mind, Matt said prioritization is everything to ensure he is spending his time on opportunities that are likely to convert.

Matt gave us a quick walkthrough of the account view that he checks daily in Koala. He has this filtered down using Salesforce criteria to only show open opportunities in his territory where there is no active POC.

He shared that one of the most valuable aspects of the account view is seeing the intent score which allows him to quickly identify any meaningful surges in activity such as prospects checking out specific pages on the Retool website or signing up for the product.

Uncovering hidden opportunities

Matt told us that Koala has helped him identify accounts that have not initially been on his top target list but have turned into some of his biggest deals, including a company in the industrial manufacturing space that was going through a digital transformation and an e-commerce company who was diving deep into product pages related to ERP.

He said that being able to see these types of specific insights is one of the most valuable aspects of the platform like seeing if a prospect is researching external apps, internal apps, AI-related functionality, or specific tech docs. He’s been able to use these insights to shape his outreach and better tailor sales conversations with prospects.

Sherpaing prospects along the journey

Matt joked that Koala has helped him feel better when he doesn’t hear back from a prospect after an amazing first conversation. He says it's valuable to see prospects browsing the site as they navigate the buying journey at their own pace, and he’s able to jump in at the right moments to “help them along the way!”

Matt left us with a few amazing sales tips to help you stand to close our chat:

1. Keep messaging concise: “Aim for something quick, say what you do in an easy-to-understand way, and show how it adds value to their company. Nothing that's super long in my opinion gets read or is worth the time that it takes to put into it.”
2. Take your personalization to the next level: “If a prospect has a physical storefront, I like to go to the store and snap a photo. I think it helps humanize, makes it more personal, and doesn’t feel like just another random email”
3. Strive to make a genuine connection: “Focus on really trying to get a feel for what prospects are asking underneath their questions to bring the most value”

Check out the full interview:

Learn more about Retool’s success driving a 25% pipeline boost with Koala in our recent case study. Read it here!