Outbound Squad conducted an interview on the Outbound Squad podcast discussing how Krysten Conner recommends finding the lowest-hanging fruit in your pipeline to hit your number.

Your sales org doesn't have a closing problem. Your reps need more quality at-bats. Pipeline is thin. And sales is getting harder. Inbound has gotten you this far—but you won’t hit revenue targets this year and next if you wait for inbound leads to roll in. As a sales leader, you need to: 1) Pivot the org. to an outbound-led sales motion 2) Move up-market to win larger logos and secure meetings with execs 3) Expand, cross-sell, and multi-thread into existing customers 4) Get AEs self-sourcing more pipeline to reduce reliance on marketing/SDRs This will require: ✅ Culture Shift: Shifting from an inbound to an outbound mindset/culture ✅ Standardization: Rallying the org around a common approach to breaking into net-new logos ✅ Programs: Build a long-lasting PipeGen enablement program with modern playbooks ✅ Leadership Training: Enable front-line leaders to reinforce and coach reps 📈 What our clients have achieved: • Medallia’s Healthcare AE team increased the # of meetings landed from cold outreach by 9x • GoGuardian’s BDR/AE teams increased qualified meetings set by 42% QoQ • Monday.com's BDR team increased outbound-sourced revenue by 296.6% YoY • Orca Security’s BDR team increased meetings set by 47% MoM • Navisite’s BDR team increased meetings landed from cold calls by 135% • Brooksource’s 180+ AEs increased connected cold call conversion rates from 22-35% + many more ——————————————— Are you an enablement or sales leader looking for training & coaching to help your reps create more quality pipeline and win more deals? Let's chat. ✉️ Email: jason@outboundsquad.com 🔗 Website: https://outboundsquad.com/