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Actionable Experiments and Insights from How Outreach Does Outreach

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Sales Management

How I Reduced My Sales Team's Objection Rate by 61%

Kaitlen Kelly, Sales Development Manager - EMEA 's Avatar

Kaitlen Kelly, Sales Development Manager - EMEA

With Buyer Sentiment Analysis, I’m no longer reviewing 5% of conversations and hoping they're beneficial. Instead, I’m analyzing them all and focusing coaching conversations around where I can make the most difference: objection handling.

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Pipeline Generation Deal Management Sales Management

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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