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hey everyone today we're going to take a quick look at Outreach Outreach is an email engagement platform it's one of the top two email engagement platforms on the market today it's likely that you'll be using Outreach at some point doing your SDR or sales career you may also be using something like sales loft or yesware there are a number of email engagement platforms out there but Outreach is one of the big ones so today we want to just give you a quick familiarity with the Outreach platform we're not going to cover every feature here we're just going to cover the main things that you'll be using on a day-to-day basis so getting started uh we're here on our home page the home page is where you can get a quick overview of your upcoming tasks and engagement for the week now coming over here to the prospects tab prospects is where you can see all of your prospects within Outreach so a prospect you can simply think of a prospect as a lead or a prospect that you're going after here one thing to note here is that Outreach is going to be integrated with your CRM so if your company is using something like Salesforce as their CRM Outreach and Salesforce are going to be syncing back and forth in real time so that both systems are up to date so let's say you add Tom into Outreach Tom gets added into Salesforce or if you had Tom into Salesforce Tom gets added into Outreach here now the next thing to note is that any activity you do within Outreach or any um any edits that are made within Outreach is also going to sink back into Salesforce so if we edit Tom's information like his company or maybe at his LinkedIn uh all this all this detail here is going to flow back into Salesforce and that's great because we want to make sure that all of our systems are up to date so that we have the most accurate data possible now if we come to our accounts tab here you can see that we don't have many accounts in our Outreach right now but similarly the accounts will be uh the accounts that you're prospecting after it's typical that your prospects here will be assigned to accounts in the accounts tab so that if you click into say an account you'll see all of the prospects that are associated with that account moving on here you can see there's a lot of different uh there's a lot of different things you can do in Outreach what we really want to focus on today is sequences and templates a sequence is an outbound campaign that you put together to go reach out to your prospects or go reach out to your leads that you're trying to get meetings with so you can see we have a couple of different sequences here you can toggle sequence on or off these sequences are on right now and you can set up different steps in the sequence so right now I have three emails that are going out in this sequence what this means is when I take my prospects that we looked at here and I put them into a sequence that Prospect is going to receive these three emails that I've laid out here so they're going to receive this one on day one this second email four days later another 30 email seven days later now let's take a look at what a email might look like so in the email itself you can build out obviously put in your subject line and then start to build out your actual campaign here your actual email here you can get a quick preview of what this looks like because you can see here that I put in these custom variables so it's first name company and that's important because we don't want to have to come in here and change the variables every time we add a prospect but what it's going to do is it's going to take the prospect that we put in it's going to look at their company name it's going to look at their first name and it's going to insert it for us so like Morgan will go ahead and be inserted and then company will be inserted uh when when that candidate or when that Prospect has a company name so let's take a look at what other kind of variables you can have so you can add first name middle name last name their full name it's a really robust list that you can add in here thank you so if we look at our second template here we can see we get a little more fancy with some more variables like how does your counter look this coming week and then Outreach will take care of what day it is so weekdays from now so how does your counter look for this coming Tuesday or Wednesday a couple other things to note here on this page when these emails do start going out you'll be able to see the engagement activity with those emails so you'll be able to see how many people are opening my emails how many people are clicking into my emails to read them and then how many people are actually replying to my emails what you want to do is over time try to optimize those metrics one great way to optimize your email metrics is by simply a b testing different things so look I just cloned this email and then what I will do is maybe I want to edit this subject line and I think that you know instead of SDR bdr candidate is going to get more opens now when I add my prospects let's say I had 100 prospects to this email Outreach is going to automatically split those prospects up for me and it's going to say okay I'll put 50 prospects on this one 50 prospects on this email and then I can see which one of those has better open rates and then if let's say bdr actually is better I can turn off this thread and all my process will just go to this thread now what's important is when you start testing like any good scientific test you want to make sure you're holding your variables constant so if I came in here and just change bdr change that that's a good test because now the body is still the same and we can actually do a good comparison between the two emails but let's say I came in here and changed bdr candidate for company and you know SF and New York with a bunch of exclamation marks you know something crazy like that and then I came down here and I started changing this to looking forward to hearing from you I can't wait for us to sell you on our product you know blah blah blah now if I did that and then I ran these campaigns now these emails are wildly different I've got a way different subject line and I've got a different call to action um so these results it's gonna be hard to pinpoint what these results are telling me because maybe open rates do increase like crazy or maybe they decrease like crazy so I don't know if it's bdr I don't know if it's explanation marks and maybe replies increase like crazy but again I don't know is it because more people just open my email or is it because I added you know a different call to action so what I'm saying is you want to be scientific in your experiments so if you are testing test one variable hold the other one's constant and you'll get much better results now it's not just emails that you can use these campaigns for let's go and create a email campaign from scratch maybe I actually will use a blueprint so Outreach provides us with some blueprints we can use I like this first High touch sequence here so in this sequence we can see that in this sequence we can see that it starts with an email here on day one then we have a phone call on day two what this will do is are we just going to make the phone call for you but it will create a task for you to complete so that when you come into Outreach in the morning you'll on your task list on your daily to-do list it'll say hey Mitch you need to make a phone call today for these prospects after you make that phone call the prospect will automatically move to the next step so then we have another email on day four here you can see that we're a b testing um two things into this email we've got a LinkedIn connection request so again Outreach won't make that request for you on your to-do list that day it will say hey Mitch you need to go into LinkedIn and go send a connection request to this Prospect another phone call another email phone call email email view profile on LinkedIn again on your to-do list you'll say hey go go take a quick look at Bob's LinkedIn now one thing to point out here is that there's both automated emails like you can see here and then there's manual emails so you can have Outreach automate the actual sending of the email or if you set up a manual email then again it won't Auto send for you but on your to-do list it'll say hey Mitch you need to go send this email today and the advantage here or why you might want to have a manual email is simply because maybe you want to go and really customize that email and you want to make sure that you know you're giving the prospect exactly what they want so for this last email it looks like Outreach is saying hey for this go and enter in some different links to white papers or case studies or webinars for this Prospect to take a look at and Outreach wouldn't want to automate that because it doesn't know exactly what links or what documents you want to link to so in this case it's a manual email and you can just go plug in these links and then hit send now one other good distinction here is notice how these this email says Reply and this email says new thread what that means is in the subject line for this email it's simply going to use the subject line of the last email that you sent to so uh it looks like it's this subject line let's talk and then this email on day 20 is going to use that is going to reply to that email so what this looks like in your prospect's email inbox is it says that little re colon and then the subject line and this is a good way to uh not trick but in some ways trick to prospects into opening the email because maybe they think that they have emailed you back before or maybe they think it's a more familiar sender and subconsciously they click into it in this email we're starting a new thread so we're starting a new subject line now another thing we want to take a look at is templates so we looked at those templates that we were creating for all those other emails a second ago in our sequence you can also create one-off templates like we've done here so we have our you know we basically created a you know an email template with our subject line the body the email and we've we've even attached documents to this template now what this is great for is if let's say you're in your Gmail you're in your email inbox or the Gmail or Outlook and you're going to compose a message and you want to send that message to somebody and you don't want to write that from scratch you actually want to just pull up your template from outrage and boom Outreach populates all of this information for you you can see it added all my documents it it put in the by the email all I need to do is you know sometimes it will film this first name last name if that Prospect is in your database already other times you ought to fill it in but it's a quick you know a couple of things that I need to enter and then I can hit send so this is a huge Time Saver instead of having to type out these documents or these emails over and over again so I'd highly suggest creating those templates to make your life easier in Outreach you also have reporting we won't go too much into depth here but just know that there's a lot of different reporting options in the Outreach platform so I'll leave you the with this so you can go to outreach.io and if you go to the resources Tab and go to outreach University you'll be able to look at all of their different documentation for outreach so they've got a lot in here around configuring Outreach around setting up you know your sequences your inbox your templates your custom Fields everything you'd ever need to know to get started on the platform so click into these you can watch a couple videos it may require you to register to be able to watch some of these just type in your email and your first name and you can get started