Outreach · Structure
Persona-based outbound program delivers top demo volume for 12 straight quarters
Outbound Business Generation · Talent & Team Enablement
Categories
Outreach · Structure
Subcategories
Outbound Business Generation · Talent & Team Enablement
Metric categories
- Pipeline & Demand Volume
- Process/Tool Adoption
At a glance
Persona-based outbound program delivers top demo volume for 12 straight quarters
A persona-based, multithreaded outbound program delivered the top demo volume for 12 straight quarters and was formalised into an enablement course.
Top demo volume for 12 consecutive quarters
workshop content converted into a formal enablement course
Background
Inbound alone was not generating enough leads to make monthly meeting targets achievable.
Goal
Generate enough monthly meetings to make hitting targets possible.
The Work
Analysed the market to find companies missing from or never contacted in the CRM, rolled out highly personalised outreach and multithreading in parallel with automated sequences tailored by buyer persona and vertical, collaborated closely with SDRs on selected accounts, and partnered with marketing to run regular webinars alongside offline events.
Outcome
Delivered the top number of demos performed for 12 quarters in a row, and the accompanying team workshops were converted into a formal enablement course by the enablement manager.
