1. Proactive Management
Increase your team’s successes with Jordan Greaser 1

2. Proactive Management What’s in it for me? Facilitator
Arm yourself with the tools to more effectively manage your teams
Read reports and dig deeper to find solutions based on data available
Facilitator
Jordan Greaser Facilitator, Subject Matter Expert 2

3. Agend a What we will cover today Sequence Strategy Reports Smart Views3

4. Sequence Strategy
Defining Scenarios

5. Sequence Scenarios Sequence Purpose Ke y
Post Call Follow Up
Referral? No
Custom Message Follow-up
Sequence Purpose
Ye s
Instructions: Take this flowchart and make it your own. Define your own most common scenarios and the questions that follow.
Then, create the sequence that fits within that scenario. Lastly, hyperlink the sequence name to the actual sequence within Outreach.
Automated Sequence
To target low priority personas within low level for cold outbound prospecting.
Call Only
To target decision makers who do not have a valid address. Use sparingly to avoid call backlogs.
Custom Message Follow-up
To use a multi-channel follow up process preceded by a customized first which is usually customized information.
Only Follow-up
To follow up with a prospect via automated s. Use only for low- tier prospects.
Lost Oppty
To re-engage an account/prospect using information from a previously lost opportunity.
Manual Nurture
To follow up with decision makers once a month with custom curated comment.
Manual Touch
To start cold outbound prospecting but with personalized first .
No Show
To use when attempting to get a prospect to recommit to a meeting time after a no show.
Referral Sequence
To leverage language appropriate to a referral scenario when outbound prospecting.
Referral Sequence
Reply Follow Up
High Touch Follow up? No
Only Follow-up
Ye s
Ke y
Custom Message Follow-up
Scenario
Question
Sequence
No Available
Call Only
Sequenc e Request s
Outbound Decision Tree
Drip Campaign
Manual Nurture
Should I Customize?
Standard Touch
Outbound Decision Tree No
Yes
Personalized Touch
Lost Oppty? No
No Show? No
Outbound Decision Tree
Ye s
Ye s
Lost Oppty
No Show

6. Outbound Decision Tree
Should I Customize? No
Standard Touch No
Low Persona? No
Low Account?
Ye s
Hybrid Sequence
Instructions: Take the following flowchart, helpful hints, template request form, and customization standards and make it your own. Define your own most common scenarios and the questions that follow.
Then, create the template that fits within that scenario. Lastly, hyperlink the template name to the actual template within Outreach.
Yes No
Personalized Touch
Automated Sequence
High Touch Sequence
Yes
Manual Touch
Buying Signal?
Ye s
Signal 1 No
Signal 2
Ke y No
Competitive Solution?
Ye s
Competitor 1 No
Competitor 2
Scenario
Question
Sequence No
Templates
Template Request s
Sequenc e Request s
Promotion?
Ye s
Promotion
Item 1
Customizatio n Standards No No
Expanding?
Ye s
Has Item 1?
Ye s
Has Item 1 + 2?
Ye s
Item 1 + 2 No
Vertical Based?
Ye s
Vertical 1 No
Vertical 2 No
Vertical 3 No
Vertical 4 No
X - Factor
Ye s
X - Factor
Helpful Hints:
All certified sequences/templates are tagged w/ “*Input Tagging Scheme*” within Outreach
WATCH OUT - some templates require further customization
“Customization Standards” hyperlinks to our internal customization standards which is not a sequence! Ensure that you follow our internal standards before hitting send! No
Other Personalization?
Ye s
Customizatio n Standards

7. Reports – Value and Coaching
Using Outreach Data to Improve Performance

8. Using Outreach data to get the most out of reporting
Outreach uses a bi-directional sync with Salesforce to give you the best visibility
Set up your Engagement Panel
Create or enforce your sequence strategy 8

9. Distribution of Sequences
Distribution of Sequences used by rep
Use Case: What sequences are used
Coaching:
Distribution of tasks based on sequence types
Number of prospects in sequence
Types of sequences being used 9

10. Distribution of Sequences
Distribution of Sequences used by Persona
Use Case: how sequences are used by persona
Coaching: Aligning sequence strategy
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11. WOW Net New Prospects Added to Sequence
Identify patterns in Prospects added to Sequences and Tasks Performance
Use Case: consistent results
Coaching: drive sequencing where needed
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12. WOW Manual Emails and Calls
View by team and individual rep # of calls and manual s WoW
Use Case: ensuring consistent activity
Coaching: drive activity where needed
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13. Email Count and Call Count
Score card of team performance in # of manual s sent and # of calls made
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14. Overdue and Upcoming Tasks Per Rep
Score card of team performance in # of manual s sent and # of calls made
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15. Call conversions Connect to Outcome %
Determine based on call disposition
% of meetings booked
% of VM
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16. Practic e
What do you see based on the data

17. Smart Views
Getting the info you want, fast.

18. Smart Views Surfacing what matters most Hot Leads In Process Calls
Overview Tasks
Analytics Page
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19. Next Steps What you can do immediately Build out your engagement panel
Meet with your CSM
Use available tools to build it out
Build out reports/dashboards
For questions please reach out to us at
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20. Q& A

21. Q& A 21