AE Outreach foundations checklist

5 days to complete

01. Account setup

These are baseline settings you should enable in your instance.

• Sync your email so your Outreach communications come from your mailbox
• Set up Outreach Voice to make and receive dials directly through your phone or computer. Please note that there may be costs associated with this feature.
• Sync your calendar to book and hold more meetings
• Install the Outreach Everywhere plugin to unlock Outreach functionality from your inbox
• Confirm Kaia is enabled (if applicable) to record and analyze calls and meetings
• Enable Universal TaskFlow to execute tasks more efficiently on top of Salesforce, LinkedIn, or other websites
• Configure your email signature to personalize emails and improve email deliverability

21 days to complete

02. The basics

These are the foundational concepts to help you get started with Outreach. Complete and integrate these daily rhythms while prospecting to build pipeline and book more meetings.

Deal management

Use Success Plans and deal health scores in Outreach to improve deal execution and boost win rates. In Outreach:

• Review current period deals to ensure critical fields are up to date
• Create a customized Success Plan for an active deal to improve close rates
• Engage prospects within a Success Plan for increased visibility and collaboration across the deal cycle
• Surface at-risk deals using Saved Views
• Evaluate deal health scores to see where to focus with actionable insights to get deals back on track

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Remove obstacles and keep deals on track with AI

Engage prospects with confidence to increase the chance of scheduling a follow-up meeting with Kaia. Have Kaia:

• Join your meetings and flag important notes in the conversation
• Surface content cards to handle objections and keep deals moving forward
• Share live call analytics for insight into buyer engagement so you can course-correct in real time
• Send out a post-call recap summary with link recordings and action items so prospects remain engaged

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Book and hold more meetings directly from your inbox

By now, your team's admin should have created email content that you can use to boost efficiency and engage more prospects. To book and hold more meetings from your inbox:

• Review and familiarize yourself with sequences, templates, and meeting types assigned to your teams or collections in Outreach to save time when communicating with buyers
• Sequence a prospect to drive deeper engagement
• Add multiple prospects from your target accounts into sequence to save time
  OPTIONAL: Send a multi recipient sequence to reach out to multiple people within an account while setting a primary point of contact
• Send an email using a template for quick access to frequently used content
• Send an email using a snippet to personalize your responses with approved content
• Insert your availability to schedule a meeting for a seamless booking process for prospects
• Send a meeting recap using a template to keep prospects engaged

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Forecasting

Forecast with confidence and improved accuracy in Outreach:

• Review deal signals to help inform the appropriate forecast category
• Adjust top-line forecasts and submit forecast
• Review next period coverage to evaluate if you have enough pipeline in place to hit quota

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Relevant resources

These courses are optional but provide in-depth how-to's on Outreach features and functionalities.

• Complete the 30-minute Core Concepts course to learn the basics of sequences and ensure no prospect ever slips through the cracks
• Complete the Task Management for AEs course to learn how to organize your daily tasks
• Complete the Sequence Maneuvering course to ensure your prospects are effectively moving through Sequences and are not getting stuck

60 days to complete

03. AE workflows

Build on your Outreach proficiency and optimize your deal management strategy. Complete and integrate these daily rhythms to close more pipeline with insights-driven deal inspection.

Deal execution in Outreach

Pipeline management
Level up your prospecting strategy using focused sequences that drive efficiency and lead to more responses. To engage prospects in Outreach:

• Check back in on prospects using a follow-up sequence to ensure you always a book a meeting, even if a prospect is unresponsive
• Schedule follow-up tasks for a specific thread or an email reminder to ensure you don’t lose touch with a prospect
• Send multi-channel sequences with varied touchpoints (call, email, LinkedIn) for better visibility and to reach your prospects where they're at, leading to more responses

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Maximize productivity and success

Maximize your productivity and success using Outreach to:

• Filter tasks to queue up your work for the day for easier execution
• Create Saved Views of your key accounts and opportunities
  TIP: Get in the habit of sorting and filtering tasks by task type, sequence or email engagement and create Saved Views for your go-to views
• Create and execute tasks in Salesforce to access Outreach functionality from within Salesforce, and easily take action on Leads, Contacts and Accounts with the Outreach Extension

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AE performance

Keep track of your goals and perform to your fullest potential by using Outreach to:

• Review top of funnel metrics to review your performance against 20 key funnel metrics to ensure you're on track to hit your goals
• Review conversion rates to pinpoint areas where you might need to make changes to improve performance
• Track activity and meeting metrics to ensure you're on track to hit your goals and see how your overall performance compares to your team
• Track sequence performance to book more meetings