Sales Best Practices

Seven Secrets to Stellar Sales Sequencing

Chelsey Feldman's Avatar

Chelsey Feldman

Product Marketing

Sequences are the the ultimate tool for any sales rep who spends their day prospecting or following up with leads. However, not all sequences are created equally — just because you have the tools you need to crush it every month, doesn’t mean we all necessarily know how to use them to their fullest potential right off the bat.

To help you sell more efficiently, I asked our ultimate Sales Sequencing Superhero, Sam Nelson, to share his best practices; after all, he was just promoted to SDR Team Lead, so he has to be doing something right! Here are Sam’s seven must-know tips to sequence like a pro, even if it’s your first week using Outreach:

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1. DON'T PUT BAD LEADS INTO SEQUENCES

Understand the differences between titles. Rank and prioritize them in order to focus on the titles you can actually sell to.

2. DISTRACTED SEQUENCING IS DANGEROUS

Designate consistent time blocks to sequence your prospects. This helps you build momentum, because every time you're interrupted, you risk breaking rule #1!

3. CHANGE UP YOUR WORKFLOW WEEKLY

Industry knowledge and company strategy change constantly. Keep your productivity consistent but your workflow adaptable.

4. LEARN AND USE CHROME SHORTCUTS

Shortcuts help you speed up your workflow! Reloading the page (⌘+r) and searching text on a page (⌘+f) are particularly helpful.

5. USE AN EXTERNAL MOUSE & KEYBOARD

A mouse is significantly more efficient than a trackpad. Pro tip: put your mouse sensitivity as high as it will go to really speed up workflow!

6. KNOW YOUR DIFFERENT SEQUENCES

Variations in sequences exist for a reason. Understand which sequence is designed for which persona, and use them thoughtfully.

7. REMEMBER THE REASON YOU SEQUENCE...

...is to sell more, and sell better. You don't use Outreach to automate; you use Outreach for more touchpoints and higher engagement. You need an average of 8 touches to reach a prospect!

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