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we're talking today about how to save up to five hours a week using Outreach more efficiently and effectively we've got tips for organism Organization for time management features that you didn't know were there that you probably should use but maybe aren't just really fantastic deep type today and to help us do that we've got Jacob Turner he is the founder and CEO of zebra Consulting thanks for being here Jacob it was great to see you we've also got Roberto Carrero he is an Enterprise account executive at sapper Consulting very close Outreach partner hey Roberto good to see you again and uh so both both of you correct me from wrong are former outreachers too right yeah I was uh an SDR at Outreach for two years and an account executive at Irish for two and a half years um yeah that's right and you too Jacob yeah I started as a CSM uh as the second employee CSM didn't really mean anything back in 2019 at Outreach um and by the time I left in what was like 2018 I was a senior sales engineer so yeah so there's not many more people not many people more qualified than Roberto and Jacob to tell us about the secret inner workings of Outreach but one of those people might just be Sarah Okie uh Sarah is product manager at Outreach and um knows I think more about our platform in our space than almost anybody so we've got all bases covered today and like I said if you have questions drop me in the Q a but we're going to get started this panel has prepared some really awesome tips and so I'll kick it over to you Jacob take it away all right so much Colin you got it cool all right so we just did some intros um so I'll this is just to show us show you all our beautiful faces again um but what we're going to be going over today um talked about who we are we'll talk briefly about why we're here but really we want to jump into what you're going to learn um and then some next steps that you can take some resources uh and then open the door you know throw Roberto and Sarah here under the bus but open the door for y'all to connect with us on LinkedIn right we love uh to hear from you to get your questions to get your feedback even um you know the community is just that it's Community right we feed off of you The Beginner's mind is just as effective and efficient as the experts right us working together makes all of this work so anyway we'll talk about that a little bit more um so what we want to focus on really in this particular session is helping you get more time out of your day using Outreach so um before I get into that I want to open it up for us to just introduce ourselves a little bit more I know Colin just uh gave us some introduction brief introductions but I figured we can go around the table here and give ourselves a little bit of time to introduce ourselves and what we excel in so you can get to know us a little bit more so yeah sure I can start um so Sarah Okie excited to be here with you all uh based in Seattle uh I've been at Outreach for about three years now um and moved over actually I was in competitive intelligence and I'm now in in product management for guides specifically um so deal management deal intelligence uh that's what I'm gonna focus on today and happy to connect uh with you all after this cool and uh I'm Roberto like I mentioned I was at Outreach for four and a half years uh so boots on the ground in the platform every day as an SDR got promoted up to the AE position and then had to really figure out how to best use it as Nae to close deals um now I'm working over at sapper Consulting and just helping teams get the most out of Outreach um so excited to show you all how to save some time today all right and again my name is Jacob I was the second employee of Outreach working side by side with Andrew Kinser and Wes and Gordon and Manny uh and David Lewis he was one of the first people I worked side by side with and uh just remember in the hot sweaty days of working in a tiny tiny office in in Fremont uh Seattle and now here we are I'm still in the ecosystem loving uh being here I still feel like an employee even though I don't work there because the community is just that rich such a great culture of sales people who use Outreach and also just the Outreach team themselves so happy to be here with you all right so while we're here we're here to help you um that is simple as put right we want to make sure that you all can reach quota more effectively and save more time in your day like Colin said before most sales hacker community members are getting uh are 40 more likely to reach quota right and we want that to grow right we want everybody to be reaching quota and this is not common right 40 40 is huge the people who are not are declining in Quota which is a sad statistic um but you know we know that Community helps us all uh all the ships rise right so that's that's why we're here we want to help you all reach those numbers so what you're going to learn today uh you saw the title of the of the webinar but we're going to help you learn these quick tips tricks and methods of saving time in your day up to five hours a day uh I think was it a day or was it a week five hours your old job in three hours and then go home uh that uh but we're gonna learn some time saving tips um you know that people kind of brush over when they learn the tool initially um and sometimes you're like well I can spend an extra five clicks to do this thing that saves me one that makes you know saves me a little bit of time but that over time adds up right and so we're gonna talk about that as we get into the platform so let's jump into the first piece you all ready to go you have anything else you want to chime in with let's go all right sweet good oh first things first we want to talk about how to organize your content right and the reason why this is so important is because when you're operating in your day to day and day uh engaging prospects following up things like that how do you know you're using the right content how do you know use my sequences templates and or Snippets right knowing that information will help you get to the get to that Prospect faster and more effectively with the content that we know is going to move move the needle right so let's jump into the platform and we'll talk a little bit more about content and the content uh organization so let's jump into sequences Focus there first so Roberto uh what are some of the tips that you want to call out here in this particular section of the platform yeah before we jump into um the details here I just want to give us like a a high level uh point on this before we jump straight into it um so in my experience working with a lot of customers over the years um and now even with customers and other platforms I think this is more of a a higher level thing than just Outreach people end up creating a lot of sequences in general right sometimes they end up getting cloned sometimes people just have brand new ideas and you get excited and a lot of sequences end up in in the platform um I've seen teams with 50 sequences I've seen teams with a hundred sequences Jacob you've probably seen people with a thousand sequences in their instance right um so then when you when you log in here it becomes hard to find and you're not really sure what's really working and what's not working um and that'll impact you in two ways we're going to talk about two different things here we're going to talk about like how to get organized in like the actual sequence view so you can understand uh what content you should be using and then there's like the day-to-day workflow of it right like how do you find the sequences in your day-to-day as you're putting prospects into workload those are the two main things that we're going to talk about um so one thing that I would think about in this sequence of you I would start to go through the workflows and understand what sequences are getting the highest open rates or the highest reply rates or dig into the actual sequence itself and understand well what sequences are netting me the most meetings right um in a separate view in the in the Outreach sentiment you can actually understand like what kind of positive replies you're getting through certain templates and workflows so using everything that Outreach gives you at your disposal you can then start to go through and start to pick off some of the sequences that are most successful or sequences that you want to compare against each other um so Jacob if you just want to start clicking on a couple of sequences that you find interesting here like let's say let's group some of the outbound sequences together so at the top like outbound sequence first touch maybe executive sequences so I would just go through the list based on what I just mentioned in terms of what what sequences are netting me the the most results and I would start to apply specific tags to these sequences um so an idea could be like top outbound sequences top inbound sequences maybe they are certain events or campaigns that you're running things that you just want to get organized and get very clean right so Jacob just add a tag here for anything of an example for like an outbound sequence foreign the concept that we want to talk about here is just leveraging smart views for your sequences right um and like I mentioned they could be for a multitude of different situations we're just going to show you the actual process of setting one up um so you just want to tag the appropriate content and then on the left hand side or where Jacob's showing you you can actually click into the actual uh tag there and you can see that now just these sequences that we have tagged are now pulling up and now we can save these as a specific Smart View down there on the the left hand side all right just as a quick call out here um I noticed for me my layout's a little bit different I've seen customers with a updated layout as Outreach continues to evolve and uh become more effective so if it doesn't look exactly like this your Smart View button might be at the top or something like that but just look for the word Smart View I think I'm in an older app um environment so anyway I just wanted to call that out for y'all all good all good um that's the meta concept here right understand what workflows are working um what may not be working and then start to just parse these out into different smart views inbound outbound specific campaigns if you're leading a team maybe you just want to use your team specific sequences if that's how you have it set up but that's my meta concept here Jacob anything you want to add yeah I'll just add that once you create this Smart View um like these are extra clicks right this is kind of what I was mentioning before it takes longer in this moment for me to create a Smart View than it does to just find the sequence I'm looking for and add a prospect to it right so it might take me three clicks to go just add the prospect in it might take me 10 clicks to create this Smart View but right we're investing in ourselves we're investing on our future selves because now the next time that I go find the sequence all I have to do is one click right so instead of spinning the three clicks it normally takes you to go out of prospect to a sequence without having this organizational tactic it is only going to take you one right so now it's that much faster every single day of your life right so these 10 clicks are an investment in your future time savings so I just want to add that to it we gotta I I don't know if you guys are able to keep an eye on the chat but I did ask folks here how many sequences they have in their Outreach instance we've got a couple folks who are pretty efficient like three max five to seven Max John farmer said um and then you know many of us have more than 50 a couple folks have hundreds or or over a thousand which brings me to the question from Samantha uh thanks for asking this question Samantha how many sequences is too many sequences oh Jacob you want to go first that is a great question first of all um uh there's a bad answer to this and it's it depends um the good answer is I would say too many sequences is anything beyond ten um because there's five core sequences that you're gonna want uh for most scenarios that you run into and this kind of like the depends part is it depends on your Market what you're trying to sell how you're selling it you know what your internal best practices are but I would say there's five core sequences and you want those core sequences to be like um you know five of them are meant for decision makers and the other five or like high profile customers that you want to have a manual touch with and the other five sequences for should be more automated for low touch scenarios where you don't want to spend a lot of time doing manual touch points or phone calls um so they're essentially going to be very similar with the content except one's going to be more automated one's going to be more manual right that's that's what I would recommend there that is a very broad recommendation though um and I'm sure Roberto might have a different say Sarah might have a different opinion about that uh but off the top of my head that the number 10 shoots out and it's it's pretty easy to manage that many yeah um my take on this is that it really depends on the team size um and it really depends on the different workflows that you have right some of us are outbound some of us are inbound some of us go to events um some of us have like really large teams I want to do things just a little bit different um I can't give you like a clear number but I would say if you have a bunch of dead sequences in there I would take the time to go in audit them clean out some of the stuff that's no longer being used Jacob I think we're going to talk about naming conventions here in a bit which should which should help with like an audit process but this smart view process is just a quick way to to look past some some of the stuff that you're not using um but in terms of like a sequence number I would say 30 Max and that's probably being generous um we're gonna we're gonna help you kind of trim that down if you're one of those people that has a thousand yeah that's a great question yeah yeah so one of the things well let's wrap this Smart View thing up because I we showed you how to create these but I want to show you how to also utilize it and then I'll jump into the naming conventions and kind of loop that into this whole conversation so I created this Smart View I'm using it based on the uh the tag which says top sequences there's other filters that you can add to this to do more detailed smart views we're not going to go too deep into that right now but if I want to create this now I have my Smart View over here on the left hand side you can see I've clicked on this where it says smart views the other sort and filter options are right here where you can do is it part of collection what's the rule said is it what's the state things like that we're not going to get into that so so my top sequences are here if I click on sequences again it's going to bring me back to my entire list right if you have thousands of sequences you know that you have to scroll pretty far or do some work to search for that sequence now all I have to do is click on that Smart View and it takes me directly to those three sequences that I've outlined as being the ones I want to always use right for that specific scenario this is my top outbound sequences maybe I have a top inbound maybe I have a top follow-up right this is where you can create multiple smart views to speed up the process of finding the content that you need cool uh Jacob I think one thing to to call out here is the um the collections right so like actually using these in a workflow um I think we should go through that if uh if you can get that from here absolutely yeah so you can see here that I have two sequences that are a part of my uh outbound collection I'm gonna actually add this third one to it so we just click up here add to collection and this will show you a list of the collections that your admins have created for you if you don't have collections set up right now have your admins reach out to me I will help them the collections collections are normally admin regulated right so we want to make sure that you have them but also if your admin hasn't created it's not because they don't want to it's because they might not know how you are going to utilize it so uh squeaky wheel gets the grease ask for some of these features that you might learn about today um so once we add it to the collection The Collection essentially allows us to find the sequences when we're in our sales motion right I want to be clear here that we're looking at sequences here this is not where you add them into the sequence right so you might be able to find the content and see what it does and what the process is in each one so you get familiar with them um but when you're in the platform and you're executing a task let's say for Oprah Winfrey here uh you know and you want to drop Oprah into a sequence a sequence you click the sequence button and you have to scroll all of the thousands of sequences you have right but if you have content collections set up because tags don't work in this particular page you click the drop down here and you'll see now you can have those collections at your fingertips you click the training Dash outbound and it gives you those same three sequences that you've tagged right this is where tags and collections coincide because since tags only work when you're looking at a sequence um collections allow you to actually filter that when you're in your flow Jacob can I can I add one thing I just want to like drive this home for people okay the smart views is so that you can enter the sequence View and identify which sequences are performing the best based on the data from the prospects you've run them through so that's more of like are my sequences working that's the Smart View the collections that we're showing you now is how do I actually engage prospects through this workflow so I can just select all of my outbound sequences have them pulled up and then execute so there's two different concepts that we're talking about I just wanted to like make that clear and drive home absolutely a couple folks in the chat also acknowledging that favoriting sequences can be helpful as well yes absolutely favoriting is is another method to do that it's it's a little less granular um but it is because then you can kind of get into the same boat where once you start favoriting everything it doesn't quite categorize it uh but favoriting does help you save a lot of time especially if you have a low number of sequences you need to manage absolutely yeah um one more thing about content collections here and that is we're talking about sequences for the most part but if you didn't know this already templates also you know when you're engaging a prospect through a task there are templates that can be added to those collections so if I have outbound templates this will also filter my list down I don't have I think I have follow-up there we go here's all my follow-up templates right I don't have an endless scroll anymore I have three follow-up templates same thing with Snippets right if I come in here I have all of my Snippets that are spread out into collections right so this is where you really start to gain the efficiency of using the platform where now I don't need to scroll to find specific things I just make the collection that supercharges the workflow allows you to save a few minutes right we're gonna save you hours in a week but uh it really starts with these little features where you're saving minutes in your day and those are going to add up to those hours cool all right missing anything on that Roberto should we move on to the next section I think this is strong I think we should move on to accounts all right let's move on okay so the next section that we're going to talk about is how to prioritize um your accounts and Target them and limit all the wasted effort of finding the people you want to actually engage through your account View okay so let's go back into Outreach I'm going to go back and forth like that a couple of times so just for anyone who's getting triggered by a swipe there just let me know it's got to close your eyes when I say I'm gonna swipe now um all right so let's go to the account page okay and this is now showing me a list of accounts so Roberto go ahead and uh jump in let's let's talk a little bit about how you can save some time in this place yeah so the the account view here's one thing about prospecting nowadays all of us want and need to be more efficient with it right but many of us jump into an account View and just start picking random people random prospects to go after and it's not really calculated there's no real process to it right um so very similar to how we organized our sequences we could also organize our accounts with smart views as well right um so Jacob if you just want to go to the ad filter section there one thing that I love to do when I'm prospecting is leverage these filters to parse down my accounts into more bite-sized chunks right so an example here could be if you use like buyer intent scores if you want to Target specific Industries or location if you're using an intent data provider you know bombora you can really start to break your sequences down into different tiers I'll give you all my process in the way that I think about this I think about my accounts in terms of tiers one two three and four my tier one accounts I want to spend 80 percent of my time with more personalized High touch sequences and my my accounts in tiers two three and four could have more automated steps I call those more of a low touch right so once I have gone through and added the filters I want for example to my tier one accounts uh then Jacob you could just select a handful of accounts here I would tag these accounts as like tier one for example Roberto tier one Whatever process you would want to do for that and then very similar to how we created the Smart View for the sequences we'll do the same thing for the accounts uh you could just either select the tag right there or search for it in the filter box and then hit save view up there and then I would just save these as Roberto's tier one accounts so now anytime I want to go into my account view I've already done the work ahead of time and I have my target accounts um one other tip that I'll give you here is if you have an SDR and AE relationship I find this really beneficial to make smart views for shared accounts that way if you're having certain prospecting meetings together it's super easy to go in there understand how many prospects you have engaged in an account and there's a lot of opportunity for uh co-prospecting tandem prospecting there um so long-winded Jacob anything you want to add there yeah absolutely one one thing just off of that that Smart View and how you'd share this once you've created it you're not like oh shoot I gotta create another one because I messed up just click the drop down you'll see this is where your smart views actually exist um if you click on these three dots on the right you can set it as your default one so you can always see those accounts when you click on your account list but also you can come in here and edit and you can share these out and make it available to all that's how you would actually make sure that your AE or if you're SDR your AE or if your AE your sdrs can actually see that that list that you've created if you do it that way you do want to personalize this a little bit because multiple people could be creating tier one account lists so just make sure you personalize it uh with your name so the person you're sharing it with knows what to look for money cool other thing that I'll chime in with here is those filters uh that Roberto was talking about these are these are all baked into the platform some of these will be populated uh depending on your company and how they set up Outreach they may not be right so we want to make sure that the data is there so if you're finding that the data is not there this is something to talk to your Outreach admin about uh to say like hey I don't see the industry populated in here hey I don't see the Geo right because those are certain things that you might use as criteria to determine what a tier one account even is right so whatever that criteria is for a tier one make sure the data is there and it should relatively match what you've um what you're using on the Salesforce side so with that in mind Salesforce actually in code down here we have custom fields these custom Fields anytime you see a custom field in Outreach just know that it is a possibility to bring in additional data from Salesforce that doesn't already exist in Outreach okay so let's say you have you sell shoes right random uh and you're like hey I want to know what my customers shoe size is right that's not an Outreach standard field okay so that is a field where we'd come in and we'd relabel these custom wins as shoe size and then we pull that data in from Salesforce into Outreach now I can say show me everyone with a size 13. right show me everyone with a size 10. whatever the size is right and this is where we can start to build even more detailed lists based on the data that we have accumulated and have been tracking on the Salesforce side right this should be a marriage between the platforms where we're getting all the data we need Jacob looks like we have a question here from Janice who says how can I save a list of my most engaged prospects um there's several ways to do that but there is a really good way to do that from this view um so an interesting thing that we could do here is we could select two or three of these accounts you just want to go through the process Jacob um and then we'd actually be able to select the prospects From Within These individual accounts that we're going after that yeah and actually before I click that and leave this page I just want to call out Janice you can also um come in here and look at the last contacted so it might not be the most engaged yet but you probably want to look at the ones who are most recently reaching out to you and then yeah we'll come to select prospects cool and then uh something interesting to call out here is that little that little bar next to email um this is a dummy instance but uh this will tell you the level of outbound and inbound email activity that you're receiving from Individual prospects um so if you're finding that somebody is heavily engaged I would create something like a an Engaged prospects tag that I would add to people um anytime I come across an Engaged Prospect uh Jacob any any other thoughts on that yeah absolutely so I actually in my previous uh page here we're looking at I thought there was the same feature but it's actually just on the contacts where you can look at the people who were last engaged with you so it's not showing you the most engaged with that one but it will show you the last and then this engagement one this will show you the ones who are most engaged so opens clicks replies um those things will be calculated to show you who are the ones who are going to be at the top of the list strong strong um cool well while we're on this page I think we could talk about the the personas as well um something that I find really valuable while I'm drilling into individual accounts um is to use Persona based sequences um I'm not telling you to make 50 of them but uh some of them are helpful uh so Jacob if you go to add filter um if you've got all this configured uh correctly in your platform you should uh have a Persona um filter available there and then I would search for you know sales leaders Marketing Executives whatever uh Target Prospect is right for you decision makers influencers Gatekeepers um well not Gatekeepers but uh hopefully decision makers and then you'd be able to search for those personas here and then very similar to what we did before select one two or all of the prospects and then uh add them to a sequence using the collections that we set up before right so it's all it's all intertwined together with the process absolutely yeah yeah the the cool thing about this and one uh I'll also call out smart views exists pretty much on every page that you can create something right whether it's content or prospects I can create a Smart View of these prospects to just say hey these are my decision make decision making prospects of my top accounts right that is a Smart View that's more specific than the last one we made because the last one was just based on accounts this one's based on prospects and accounts uh and Persona right we could also do geo or title right we don't have to just use Persona that's just a good one to distill the titles down because decision makers come in all titles shapes and sizes right so this is where we can add additional filters to understand who that Prospect is if it's the right piece of content uh and to our point before high touch versus low touch to me is probably the most categorization you need in terms of these personas you could get more detailed um to where you're like make a sequence for decision makers make it sequence for Champions make a sequence for influencers and have a different tone and a different language um but High touch low touch is more like High touch are the most valuable people in low touch are the people who can you know help you get that deal across the line but you don't want to spend a lot of time on so um this is where you can kind of break that down and create the smart views that are going to allow you to engage these people quickly and efficiently um one thing I want to come back to really quick here is in these accounts and I'll come back to the Smart View we made Jacob's tier one accounts this is probably one of the most under underutilized features I see that that's really basic of the platform and it's easy to miss but the question I get most often when I do trainings or even in LinkedIn when people just hit me up randomly they'll say like I'm having a really hard time going to each account finding the prospects putting them into a sequence I showed you this really quickly but if you click on this checkbox I'm looking at these three accounts when I click select prospects it is taking those prospects from those three accounts and giving me the list right we did that and we didn't really explain it very much but that is what that process was right so now you don't need to go into each individual account and pick out the prospects you just CL you click that button select prospects and now I'm looking at just the people in those accounts right this is a huge Time Saver because normally when I uh do an interview and I watch somebody go through their process they open up an account in every single tab right they might have five tabs open with different accounts they select the prospects they want from one account put them in sequence close it they go to the next account put them in a sequence close it you don't need to do all that right it's especially hard to do that when you're using smart views and you've created some criteria of Engagement um so this will save you a ton of time by just selecting the accounts you want and then filtering those prospects by that being uh being conscious of time I want to ask you guys one more question uh that's been brought up a couple times just in terms of performance this is a good question from Matthew Dosh how do you judge sequence performance Beyond email clicks and replies he's specifically bringing up like how can how can or should we be digging into sentiment or any other North Star metric while you're looking at it yeah yeah Jacob do you wanna do you want to jump into the sentiment I think it's I mentioned that at the top of the call um I think it's immensely beneficial to understand like what types of responses are you receiving from your prospects not just opens and clicks um Jacob you want to jump into that I think it'd be beneficial to just quickly show it yeah absolutely uh well one I'll preface this by saying this is a test account so there's not really any data to actually show you and I wish I had an account with fully enriched like prospects that have gone through sequences um but everyone is going to have access to the reporting features and Outreach right so when you go into your reports this is where you can start to understand how many prospects you're contacted who's responded who you've sent invites to right and one thing we didn't even talk about in this webinar is meeting invites that is a that that is a huge feature that I recommend all of you use if you're not using the meeting functionality in Outreach then you're you're kind of going to miss some of the attribution that you're asking about right now right so when I put prospects into a sequence that's this top of funnel right this is where it shows me how many people have contacted you should be adding them all into a sequence I will say best practice um no less than 90 of the prospects you engage in Irish should be a part of a sequence and there's a few reasons why but maybe I'll blog about that later emails delivered calls LinkedIn tasks and then the next layer down in the funnel is actually the sentiment right how many people responded how many people went through a sequence and responded how many email reply rates that's the basic one and then we get into positive sentiment and objection sentiment right these things can help us understand not just if people are happy about our emails and responding in a positive way and booking a meeting but if we get objections what are the types of objection we're getting that way we can be proactive with our next engagement with that same type of prospect right so that filtering we're doing with those smart views not only is it helping us understand who to engage but it's helping us understand what type of sentiment uh those types of people have so we can engage those types of people differently in the future right and that might sound kind of meta and tongue twisty right there um but the data helps us understand what best practices are right so when when people ask what's the best practice well let's look at your data your data tells us what the best practice is and this is where we figure it out in these reports right on I love that and by the way I think that's part of the answer of why sales hacker members uh achieve quota 40 more often than their peers is because best practices are great but they don't rely on them right they look at their own data make their own judgments um I brought up sentiment because it's one of these things that Lee that you know you can go through you can use your time efficiently uh prospecting an Outreach but if you're not doing it effectively you never get to the stage where you start using Outreach to not just create pipeline but where you start using Outreach to also close Pipeline and I don't know that earlier when we asked um in the chat what people's roles were a bunch of people here are closing sales or at least full cycle sales so um Sarah I'm going to ask you to kind of take us home we're going to shift gears here out of prospecting mode and into deal management deal intelligence mode and uh if you could point out some of the lesser-known or maybe time saving teachers and Outreach in that regard that would be awesome I can share perfect so um flipping to the other side of the equation as Colin said around closing I'm going to take you through kind of how to organize similar to what we're talking about around how you organize yourself for prospecting it's really applying some of those same Concepts but in a deal management capacity and so I'll actually flip over here and move this um into opportunities and so um it this is our product instance so the data looks a little bit funny here but um so if you don't have opportunities uh you need to sync inbound opportunities from your CRM allows you to populate this view so you can really manage your your deals um from you know as you're thinking about planning your day planning uh what deals you need to to address and so um as you look at this view similar to prospects and accounts there's a similar concept to filtering sorting and saved views and you know where we see a ton of success with customers as they're managing deals is they're using these filter to identify and really focus in on what are the deals most pressing and so I can filter to my own ownership I can sort by who have I contacted last we talked about engagement previously but who do I need to re-engage has it been a while since I've engaged and actually one of the really kind of new impactful areas that we have here is the deal Health score and this deal Health score allows you to focus within your opportunities on it looks at a number of factors and it looks across a set of of customers and in cohorts that are similar to Opportunities of this size to say this deal is on track or here's what's going well here's what's where where you need to focus and so for this instance you know you can focus you can sort by show me deals that have a low Health score and you can even save it so you have a saved view of deals at risk and you are looking at opportunities that you're managing you sort by Health score and you can identify where you need to focus and where you should prioritize your day so really you know beyond just identifying okay which opportunities need my attention the most we also give you cues around where you should focus so this one um doesn't have a meeting scheduled in the future haven't had any outbound activity this might be a good account to go in and go through that flow uh similar to what Roberto and uh and Jacob shared around finding those prospects with that within the opportunity and making sure that you're contacting them the other area with the opportunity list view is that you can identify who you are reaching out to and so if you're in a one-on-one with your manager or as a manager if you're trying to understand who is being engaged in an opportunity I can easily identify and see oh with this account within the last 30 days we've engaged someone who Jim Jim who's probably a decision maker and this other individuals you can really see at a glance within you know reps individual opportunity list who are they talking to are we talking to enough people who are really not engaged with recently and really get a sense of where that opportunity health is at that time can I just add something that Sarah um this is great and I think this comes back to that point about how many sequences you should have right if you have a deal that's at risk right for whatever reason it is at risk and you need to send an email or do a task that is a type of content that should be at your fingertips to say like hey I have I have a sequence for prospects that are in this healthy stage whether they're healthy or not um you might have a sequence or a template or a snippet for those scenarios this is where the content comes back around to the scenarios you're you're running into pre-creating that content is going to save you a ton of time so anyway yeah this is great absolutely all right so that's really how we think about from a you know kind of tips and tricks around managing your deals organizing your deals just so that when you land on that opportunity list who you're focused you could have different views for maybe it's towards you have some big whales that you're going after that you have some open opportunities with and or as it gets closer to end of quarter you want to make sure you're really focused on your highest ARR your closest close dates you can really prioritize those deals um so these are kind of the the tips uh in terms of how you manage within the opportunity list View the next area I want to focus on is how you organize your follow-up and so this has to do a lot with the templates and Snippets and some of that content structure that Roberto and Jacob mentioned so when it comes to um you know actually following up after a meeting we talked to a ton of reps and it is the most important but also can be very time consuming and painful to send that follow-up email it's really impactful in moving the deal forward but you want to make sure you've captured all the items you said you'd capture you need to send different resources you need to make sure you you're sharing the notes that you uh that you took and kind of moving that deal forward as much as you can and so with guide this is Outreach Kyle on the left you can capture those items in the meeting but I think kind of the most impactful part is the after the meeting ends and it's sent to your email so you have all of those notes and items captured and you can easily then populate it into a template and so this is where it comes to they shared the the follow-up templates that existed before you can have resources already in there case study is ready to plug in you have a section set out for next steps and you're literally pulling from what you've captured in the meeting it's sent to your email you can just Transit transfer that to this this template and send a follow-up so if you have uh you know an intro meeting follow-up template you can send and you have a set of uh you know a set of resources you send with that and then a demo follow-up so having those organized out so it's seamless after and it makes that follow-up email a little bit less painful um and all you have to do is just kind of dot your eyes across your t's and you're good to go all right I know I'm kind of flying through here to make sure uh make sure we cover everything I appreciate it kind of squeezed you in I'm sorry so when it comes to follow up again get those action items sent directly share the call um I I kind of skipped that part over but it's very easy to grab the recording link and share that directly um it's very flexible in terms of how long a prospector or a customer can access that recording um and then again it's about using templates or even Snippets can be a smaller form of making sure that you just give yourself a framework so you're not trying to recreate every single time net new custom for a prospect that you've got a framework that works that they can uh you can send foreign I can add a little bit on like how this helps me as an AE um if I had five six seven calls in a day that becomes a very tedious activity to go back and find all of this information but what I find really nice about this is that the email just lands in my inbox and Kaya will just send me the recording it'll send me the highlights of the call what action items I have so it's really easy once you get into a flow maybe at the end of the day just to have all of that information and fire that all off as it comes in so yeah absolutely all right and then the last area I want to focus on is around the process and so I think this relates to kind of um as you're laying out the steps to success with a buyer really focused on our success plans and how we've seen a lot of customers have uh have success with that I hated that I put that in there but not not a better word for that than success um so the first area is around success plan templates so a success plan is a mutual action plan that you create um it can be buyer facing there there can be internal steps and it lays out the entire process to getting a deal uh closed and kind of mutual success with the customer um and so success plans right now um you can create templates similar very similar to how we have um Frameworks for sequences kind of pre-populated you can create templates to kind of guide your deal across the way and so when it comes to if there's a specific template that you want to have for onboarding or going through a certain type of customer if it's a new logo if it's a current customer expansion you can have these templates pre-populated in your uh in your instance for your org to use we see a lot of managers especially out in enablement teams who really really you spend all this time on medic and making sure that people are following a sales process and this gives you that framework to make sure that the steps are laid out all of the you know processes and Milestones are in place and then it's super easy as a rep to follow to make sure that you're you're seeing success with your customer and also the the template is laid out for you and then this is a view of the success plan so within an opportunity there's a lot of different you know ways to slice an opportunity you can look at the prospects within that you can see sequences that that prospects are active within and at the end is this is the plan and so the plan has the timeline it has a set of success criteria that you've gone through with your customers and you've aligned on this is what success looks like but one of the features that I think only some of our most really really successful users with uh with plans use is this buyer engagement feature so buyer engagement tells you you would invite prospects to the success plan you walk them through it you've set up here is what our Milestones look like this is what the timeline looks like and you can see engagement that they have with the plan directly and so it's a way for you to stay on top of how engaged is my buyer have they looked have they commented have they made edits to it and you can have a view of how engaged they've been which just gives you another signal of likelihood or kind of gives you more confidence in their engagement and helping them get helping you get it over the line on their side um so it definitely you know buyer engagement is with under teams of success plans you can drill in and when you click on a specific Prospect it'll show you what that engagement looks like so you know success plans definitely on the process side for making sure that you're kind of going through all of the different miles stones and covering all the different you know resources that you need to but I think on the on from a mutual success perspective buyer engagement is a really really important feature Sarah can I add one thing in yep um I've run a lot of deal Cycles in my time and what normally happens is that after every meeting we either send them a recording or a case study or some kind of follow-up that gets buried underneath four to five other emails once we've had four or five meetings and most of the time there's always somebody that comes in at the end of the deal cycle and doesn't have any of the information right so there's a resources tab here where you can include those case studies those videos those recordings and if anybody comes into the deal late decision maker or anything like that you can just add them to the plan and they'll have access to all of the information that they need and it's not in some long email chain so I really find that valuable and kind of hidden from uh underutilized by some people yeah that's a great call and I think that's the we focus a lot on how being you know setting up the process side of it and having those Milestones laid out for the seller but I think to your point wherever to like the resources is super helpful especially if you've ever been a buyer and you're trying to find okay I know you sent me this or can you send me this again and you end up playing email tag back and forth just to find a resource that is somewhere in your Gmail or Outlook and it's just hard to find so this again consolidates it and it's in one clean location so it's a really great buying experience Beyond just the benefit for uh for the seller all right and then the last bit and I think this is um I think more relevant maybe now than ever um around shifting dates and so you know in current times there are changes to uh schedule to budget you're trying to keep up with with the timeline and So within this is what a the timeline of the success plan looks like and you have a ton of different steps you could have different um sections of the plan you have different uh Milestones within that and if everything if you know the buyer comes back one day and says hey we gotta Kick this out a month that you know we won't have budget freed up until then all of a sudden your deal is a month off and rather than having to go through and change each of these dates to reflect the the new timeline you can shift the dates cohesively with one you know one easy click essentially and so shifting dates again it allows you to be a little bit more adaptive and so you're saying you can move it up maybe it's good news and you and you know the deal will come in sooner than you expect or if you're pushing it out it allows you to move it either way but it's a bulk action that just makes uh kind of changing adapting to changes in the deal a lot simpler to do so we've seen you know with customers that we've seen use success plans we've seen a ton of EX of success and I think it actually has to do with um especially the buyer experience I think this is a differentiator in terms of not all buyers get this experience it is fairly it feels white glove and personalized and you can have a customer's logo in there so it feels like it's a very we're in this together at this deal you know we've got success criteria we've laid out you've made it easy for them to find resources and then you've made it very flexible um in terms of timeline and kind of being able to add in steps that they may request so really customization is a big part of this so that a customer gets everything that they need and you feel like you can stay organized and stay on top it's this is in all right so just to recap um using templates don't reinvent the wheel with success plans um you know organizations will use a kind of a called down number I think similar to our conversation before about culling down content making sure you're looking at the most impactful um you know don't reinvent the wheel unless you have to engaging the buyer and checking how engaged the buyer is it just gives you another signal about how how often or or how engaged they are in in this process and then being able to easily shift dates around so timeline changes not a problem you can quickly do it with a date shifter right on all right looking um I know we're almost a time and I want to be able to give everybody just at least a minute back so you can take a bio break before your next meeting a few quick reminders if you didn't get your question answered today we're going to do our best to get you an answer you can go ask your question on the sales hacker website in the Forum there if you're not a member you can click join in the upper right and I'll rope Jacob Roberto or Sarah some other member of the team in to get you an answer uh you may get a great answer from your peers too um which brings me to my next task if you see a question there that you happen to know the answer to and you want to help someone out doing the solid Pay It Forward um we do these events twice a week if you're a sales hacker member you'll hear about them if you're a sales hacker member you're going to be 40 more likely to hit quota and we will because there were so many great questions we didn't get to today I think we can commit to doing something like this more regularly so that all of you get all the help you need creating and closing Pipeline with Outreach all the time until next time thanks for stopping by and thank you thank you thank you to our awesome panel today Jacob Roberto and Sarah you guys are all amazing really appreciate you putting together these tips for the community you're the best