Continuation from yesterday’s blog on Outreach Deal Intelligence.
The Outreach platform manages and monitors deal health beginning with Sales Development Reps warming up accounts via sequenced outreach. Once a prospect is ready to speak with an account executive, the meeting is calendared, and relevant stakeholders are notified. During meetings, Outreach Kaia records, analyzes, and summarizes calls while providing real-time transcription, bookmarking, and insights.
Outreach Kaia also triggers the creation of an opportunity and “recommends a pre-built blueprint for a mutual action plan, known as Success Plans, between buyer and seller.”
Outreach Success Plans align buyers and sellers to improve action and predictability. They act as a buying hub that allows buyers and sellers to agree on shared success criteria, objectives, and timelines. Success Plans also support shared access to project resources, allowing new demand unit members to quickly access project documents. Only invited individuals can participate in the Success Plans.
Outreach claims that two-thirds of buyers have “stopped working with a company mid-deal, simply because the competitor provided a better buying experience.” Thus, streamlining the document sharing process, framing the timeline, and agreeing on success criteria facilitates the process and improves deal visibility and the likelihood of winning each deal.
“The Success Plan in Outreach is the only integrated mutual action plan that already has all the activity data to date associated with the deal, including the meeting notes and email exchanges. Combined with the power of AI-captured job titles and sentiment, Success Plans include all the people engaged in the deal on the buying team, along with the milestones, purchasing steps, and resources needed to collaborate on the deal going forward. Every new meeting booked, stakeholder introduced, and resource shared is automatically synced into the Success Plan. This takes the administrative tax off the seller and gives them more time to actively sell while ensuring accurate and timely data capture of granular buyer engagement. Each phase in the Success Plan is pre-configured and linked to a stage in the sales process under the hood. Gone are the days of sales leaders hounding reps for status updates – they are now updated and monitored automatically.”
Outreach CMO Melton Littlepage
As the deal progresses, Outreach captures engagement and sentiment across meetings, emails, and the Success Plan, feeding AI-based deal health insights and recommendations to sales reps and management. In addition, deal health is aggregated at the team level in Outreach Commit, with projections around which deals are likely to close during the quarter.
Outreach is positioning the new functionality as a “single source of truth for deals, pipeline, and forecasting” that drives “faster deal cycles and more predictable revenue.” Its platform offers a single solution for sales engagement, conversation intelligence, digital salesrooms, and revenue intelligence.
“Outreach has already demonstrated that by creating operational excellence with a system of action for prospecting, you can optimize your sales processes and qualify more deals, faster,” said Outreach CEO Manny Medina. “Outreach’s new AI-Guided Deal Intelligence demonstrates this again with the closing process – by centralizing the activity around a deal behind a single pane of glass, capturing accurate data and transforming it into deal health insights that drive actions, account executives are more equipped than ever to close more deals, faster, and sales managers, leaders and CROs can sleep soundly knowing they finally have a source of truth for deal health.”
Deal Intelligence will be available for an open beta in early 2022.