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 the account in Outreach you want to target and review the prospects.|
|Select which prospect(s) you want to add to sequence.|
|Open Outreach Everywhere.|
|Select Due Tasks.|
|Choose the Account option.|
|Complete your tasks.|
|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.
|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|
|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?|
|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.