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Development

Response Rate Doesn’t Help You Optimize Sequences. (Here’s What Does.)

Meghan Donovan, Sales Sequence Specialist at Outreach's Avatar

Meghan Donovan, Sales Sequence Specialist at Outreach

When sales reps select email variants based on response rates, they choose underperforming options 40% of the time. But what about accounting for sentiment? We recently put sentiment to the test in a sequence targeting marketing leaders.

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Why (and How) We Started Asking Our AEs to Source 30% of Pipeline

Cassie Pless, Corporate Sales Manager at Outreach's Avatar

Cassie Pless, Corporate Sales Manager at Outreach

By asking our AEs to self-source top tier opportunities after the start of the pandemic, we brought in more decision makers earlier and built an Account-Based Sales muscle.

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