Posts tagged 'sales best practices'

July 14, 2017

C’mon Get Scrappy: How to Get the Most out of Your Company Software

We’ve all done it: you successfully jumped through all the hoops to buy that fancy new technology with all the bells and whistles that are going to change your life… and then promptly proceeded to use only one-fourth of the features. It’s easy to fall back into old patterns. But now that you’ve won over...


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July 12, 2017

Always customize and five other keys to a winning sales automation strategy

Myriad vendors propose solutions to fill the void that exists as we enter the dawn of the Sales Automation Age, or better yet The Age of the Intelligent Workflow. Unfortunately, almost everyone is getting it wrong. That’s a bold claim, especially when I’m one of those vendors. This warrants an explanation. From my perspective, there...


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May 25, 2017

Customer Post: The Great Account-Based Sales Debate: Land & Expand or Storm the Gates?

There are many perspectives on how to best approach prospects: should you land and expand? Should you storm the gates and go straight to the C-Suite? When targeting national companies with longer sales cycles, our sales team tends to use a combination of both methods. It’s important to work the entire account rather than an...


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April 26, 2017

The Power of Sequences

The best sales managers focus maniacally on connecting with prospects at the right time with the most relevant message and through multiple channels. What separates good sales teams from world class sales teams is the ability to scale what they’ve learned across their team. We’ve built this concept directly into Outreach with Master Sequences. The...


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April 05, 2017

How to Create a Successful A/B Test

A critical component of account conversion is the ability to communicate with your prospects effectively. With A/B testing, you can easily see what content is most compelling, and apply the best content across your teams. The challenge, however, is using A/B testing correctly. With Outreach, you can create a structured and systematic process.  Understand what’s working, make...


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March 29, 2017

Out of Office Reply Detection: Managing Prospects and Tasks with Outreach

Receiving an automated “Out of the Office” reply from a prospect is a guaranteed way to slow down the sales process and pile on yet another task for you to remember to complete later.  As a result, these prospects are often forgotten, lost in the depths of your inbox as you try to keep up...


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March 22, 2017

Our Philosophy on Governance

Governance is most often associated with feature accessibility, simply answering the question, “What features should my team have access to?”. While we agree that it’s necessary to have a platform that allows managers to make these decisions, we also firmly believe that governance guides an organization’s sales operation. As a result, missteps in governance can...


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March 15, 2017

Email Personalization at Scale

Email personalization doesn’t have to take a lot of time. In fact, it can be quick, easy, and automatic when using Outreach! Conditional variables give you the power to create personalized emails to your leads quickly and effectively. Take a look at our short video for an example of how to create content at scale relevant to...


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December 20, 2016

3 Critical Tips for SDRs to Close Out The Year

Paul Aherne is a guest author and an Outreach customer. The most dreaded month of the sales cycle is here. December, due to the holidays, is typically a tough month for sales people in several different industries. Sales managers can pat themselves on the back after a good motivational speech that ends with more calls...


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November 30, 2016

4 Critical Characteristics Successful SDRs Need

Hiring SDRs The lifeblood of a company – Richard Harris from Sales Hacker couldn’t have been more right when describing the value of an SDR. An organization can be an incredibly well-designed machine with a clear path to the moon, but if that high-performance engine has low-quality fuel the rocketship will never lift off the...


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