Account Based Prospecting Workflow

Outreach's Account Based Prospecting Workflow sets the foundation for successful Account Based Selling. Following this Workflow provides better company-wide alignment and drives a personalized, scalable approach across your broad account list. 

Bottom line: This Workflow will enable your team to book more first meetings!

Keep reading to discover the following:

• Steps in a Typical Account Based Prospecting Workflow
• Workflow Setup for Admins
• Workflow Measurement for Admins

Steps in a Typical Account Based Prospecting Workflow

	Find
	Find the account in Outreach you want to target and review the prospects.
	Sequence
	Select which prospect(s) you want to add to sequence.
	Execute
	Open Outreach Everywhere.
	Select Due Tasks.
	Choose the Account option.
	Complete your tasks.
	Outcomes
	You receive a yes.
	Book the meeting by either phone or email.
	You receive an objection.
	Work objection from your inbox.
	You receive a redirection.
	Start working the referral contact.
	You receive no reply.
	Prospect will be automatically added to nurture program 5 days after sequence ends.

Need a visual? Check out this Workflow in action below.

Workflow Setup for Admins

For the best user experience, follow these configuration steps.

	Salesforce.com Setup
	Enable Inbound Create for accounts and contacts so they're automatically created in
	Outreach through the SFDC plugin.
	Map in contextual fields from SFDC on the account (e.g., owner, location, type, and
	vertical).
	Enable both inbound and outbound updates for contacts and accounts so the field changes
	in Outreach and SFDC. Outbound create does not need to be enabled since all contacts and
	accounts will be created in SFDC first.
	Polling should be enabled for contacts and accounts so Outreach can routinely scan your
	SFDC instance for field changes.
	Consider enabling Inbound Create and Opportunities so your reps can easily reference
	current and past deals while completing tasks.
	Task Flow Experience Setup
	Create Smart Views in Outreach highlighting owned accounts, top accounts, accounts in
	certain verticals/territories, etc. Doing so makes it easy for reps to find the right account.
	Learn how to search for custom fields on accounts.
	Users should have Universal Task Flow and Window Mode enabled.
	The default window mode layout should show Outreach's account Intelligence Tiles.
	Learn how to create a customized layout with the most relevant information for your reps.
	Train users on how to sort tasks by account in the Global Sidebar.

Workflow Measurement for Admins

One last thing, metrics! Just setting up this Workflow is not enough. It's vital to measure Workflow efficacy as an ongoing practice. Here are the metrics to consider when viewing your Team Performance Dashboard.

	Key Performance Indicator
	Meetings Booked - What results are you driving?
	Leading Indicators
	Prospects Added to Sequence - Are you adding enough to your funnel?
	Prospects Active in Sequence - Is your funnel full enough?
	Activities Completed - Are you executing on your activities to keep prospects moving?

Advanced Pro Tip: Once you have this Workflow up and running, it's time to think about taking it to the next level. One way to do this is through multi-channel communication. Engage with your buyers with the right message at the right time and stay one step ahead of your competition!

Need some assistance setting up your Workflows? Check out our Professional Services.