Sales Acceleration vendor Outreach is promoting its Outbound Analytics module which is currently in beta. Outreach describes itself as a complementary platform to CRMs which “triples the volume of meetings and increases qualified pipeline for front-line sales representatives.” The Account Based Sales Development vendor supports sales reps through personalized outbound programs which are logged back to the CRM. Other Outreach tools include workflow management, email templates, phone dialer, response detection, and a partner ecosystem. The system also supports integrations with Gmail, Salesforce, and Exchange.
“For far too long, sales teams have been severely underserved when it comes to their technology toolkit, with insufficient tools that act more like obstacles than accelerators,” said CEO Manny Medina. “Outreach takes a completely fresh approach to the old ‘sales as usual’ mentality, freeing up sales reps and giving them back valuable time to focus on selling. Building on the success of our core platform, we’re excited to announce Outbound Analytics that move customers a giant step forward in solving the active selling problem, giving sales reps actionable intelligence on where to spend their time and how best to engage with prospects. Combined with our automated workflows, sales reps become unstoppable.”
The new analytics module, which will be released in early 2017, supports Coaching Analytics, Prospect Intelligence and Engagement Insights.
Coaching Analytics identifies team members that are in need of mentoring as well as high performers who would make good coaches. “This eliminates the black box of sales communication by revealing insights on top performing sales techniques and providing detailed team performance measurement metrics,” said the firm.
Prospect Intelligence is gathered from Twitter, Owler, Compile, Datanyze, DiscoverOrg, and additional data vendors. The sales intelligence helps sales reps “monitor engagement and key buying signals at both the individual prospect and account levels.”
Engagement Insights are a set of recommendations which helps reps “pinpoint the most intelligent first move of engagement” whether that be phone, email or social along with the optimal time of day and content.
“The truth is out there and the question is how do you discover that and how do you put that into action,” said Chief Product Officer Andrew Kinzer. “When we look at analytics, what we’re really seeing is answers waiting to be discovered.”
“The best salespeople are people who are able to get into the customer’s head, empathize with the customer, and really solve a problem,” said Medina. “Our first goal in Outreach is to give them time back, so they can do more of it. Now what we are doing is we are actually taking some of the learnings that we got from being in the workflow and applying it to be more intelligent so their actions are more deliberate and more efficient.”
Medina argues that sales is becoming more outbound with reps now knowing much more about buyers that they did previously. Outreach is consolidating this online intelligence to reduce the time spent gathering information across “five to ten different websites” before returning to your “system of action to take an action.”
Outreach’s goals over the next few quarters is to build out their analytics module and have it “permeate every aspect of the product,” said Kinzer.
Outreach clients include Cloudera, CenturyLink, Pandora, Adobe and Zillow.