Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipeline

In early 2014, Outreach’s founders faced a critical situation, short on cash, and needed to hit their sales goals to keep the company afloat. They developed software that enabled three salespeople to sell like 20, marking the beginning of Outreach. Today, Outreach is a dedicated team focused on unlocking seller productivity, which is crucial for driving revenue in today’s challenging economic environment. To compete effectively, sales teams must efficiently create and predictably close more pipeline. However, with limited resources and increasing pressure, sales leaders must find ways to make their sellers more productive using a platform that streamlines their entire sales cycle, from prospecting to closing, without having to switch between multiple tools for a single opportunity.

The problem with point solutions is that they do not address the underlying issues that cut across the sales cycle. Sales leaders often identify pain in one part of the sales cycle and buy a sales technology to fix it, but this approach doesn’t solve the broader challenges. In this new era, sales teams need a better way to create and close the new logo and expansion pipeline. To accomplish any of this, sales teams need a better way to create and close the new logo and expansion pipeline. The mandates for today’s leaders include:

• Efficiency: Increase deal velocity and win rate
• Productivity: Deliver more revenue per seller
• Transformation: Digitize your sales team
• Expansion: Grow revenue per customer
• Predictability: Forecast your number with accuracy

Outreach’s pipeline management capabilities help sales and revenue operations leaders assess pipeline quantity, quality, and maturity. Built-in win modeling helps leaders spot risk early for every team and seller to ensure there is enough coverage to deliver on their goals. By providing custom models for each team and seller based on opportunity history, Outreach enables sales leaders to make data-driven decisions and optimize their teams’ performance.

Leaders can use Outreach’s pipeline management to:

Improve quota attainment across your team: Track progress against quota for every team and rep, and use coverage modeling to ensure each rep has enough coverage to hit their number for both current and future periods.

Deliver actionable insights, not just data: Remove the need to manually pull and stitch together data from different systems. Outreach unlocks a complete picture of pipeline health and movement, so you can direct your team where to focus to fill coverage gaps, qualify deals, and predictably deliver your forecast.

Pipeline management features:

• Pipeline dashboard: View teams’ pipeline performance metrics from a single view, with the ability to create custom filters.
• Pipeline movement: Understand how pipeline has moved and changed across any previous time period, including which deals contributed to the change.
• Weighted pipeline: See how much of your pipeline from each stage or forecast category you are likely to win based on actual historical win rates.
• Current and next period coverage: Identify your coverage needs for the current period based onhistorical performance and see how coverage is trending on a weeklybasis for the next period.
• Team and rep scorecard: Track team and rep productivity by evaluating progress against goals week-over-week.
• Win/loss modeling: Identify the efficiency of your team’s pipeline conversion in each sales stage or forecast category.
• Deal pacing: Understand how much of your current pipeline is pacing correctly in alignment with your team’s win model.
• Revenue attainment: See how your closed won revenue is trending for the current sales period compared to the previous period and the same period last year.

By leveraging these features, sales leaders can make data-driven decisions and optimize their teams’ performance. Outreach’s pipeline management capabilities not only help sales teams create and close pipeline more efficiently but also enable them to adapt to the ever-changing sales landscape.

In today’s challenging economic environment, businesses must adapt, and the revenue organization must be at the forefront of this change. Sales leaders need to focus on the following areas to ensure their teams remain competitive and drive growth:

• Embrace technology: Utilize tools and platforms like Outreach that streamline the sales process, provide actionable insights, and help sellers work more efficiently.
• Foster collaboration: Encourage collaboration between sales, marketing, and customer success teams to create a cohesive approach to driving revenue.
• Invest in training and development: Provide ongoing training and development opportunities for sellers to stay up-to-date with industry trends and best practices.
• Develop a data-driven culture: Encourage the use of data to inform decision-making and drive performance improvements across the organization.
• Prioritize customer experience: Focus on delivering exceptional customer experiences to drive customer loyalty and advocacy, which can lead to increased revenue through upsells, renewals, and referrals.

Manny Medina, Chief Executive Officer

“Design, measure, and improve seller workflows with the Outreach Sales Execution Platform.”