Outreach Hub

Training Session Recording: https://zoom.us/rec/share/rpLZksi9sxa8fPyzvQVweGQD798oP3-hLPAXtSHfDfVimuiXcfkCAuGC66k2hTM.fAf-iSEihX8Zt379 

Passcode: 3JHnf6$0

Salesforce Dashboard Link QTD: https://d36000001hauteag.lightning.force.com/lightning/page/analytics?wave__assetType=lightningdashboard&wave__assetId=01ZUP000005oqyD2AQ

How do I use Outreach?

Please include any net new leads that are assigned to you via SF and add them to appropriate sequences. (IE Demo lead to Demo sequences / Trial lead to Trial Sequence)

Do I need to use Outreach for non MQL leads?

YES - Please import ALL Trials/Demos into the sequences and follow the buyers journey (unless marked Dead/Remove) - This will take off a huge manual load off your plate and ensure that all leads followed up. 

Does it matter which business type are they? MSP/MME 

YES - Most sequences are broken down by business type, this was done to ensure a better response rate. Every MSP / MME sequence are marked with the Business Type in the title of the sequence. 

I have added the prospect to the sequence - do I need to go to SF and change the lead status from "New" to "Pursuing"?

No - once you add the lead (prospect) to the sequence, the status will be changed to "pursuing". The same will be synced to the SF side. 

Do I need to create tasks in SF or log completed tasks into SF manually? 

No! Outreach and SF are integrated and ALL tasks are getting pushed to SF automatically. Please do not log any complete tasks IF they have been marked complete in Outreach. 

Do I need to create open tasks on the SF side to set a reminder to follow up the lead during the trial/demo journey?

No! if the lead is in the sequance please do not create an open activity on the SF side. Your tasks will be automatically assigned to you by the Outreach Sequance logic. 

The sequence is finishing tomorrow for one of my prospect, do I need to dead/remarket it as "unresponsive from the start" on the SF side?

No - once the prospect went through the entire Outreach sequence and did not respond to us - he will automatically be marked as "unresponsive from the start" and the lead status will be changed to Dead/Remarket. (This will be synced to SF). 

I have a set of dead/remarket leads that I have not reached out to in a while - can I add them to the sequences? 

Yes - Marketing team will be providing special sequences for old leads reengagement based of specific product releases / changes in pricing / exciting product updates or any other campaigns. Please use those for old lead reengagement as it will ensure the continuous lead follow up contrary to adhoc open SF activity. 

Should I use Outreach as my dialer?

No - please keep 8x8 as a dialer.

Do I keep the prospect in the sequence if he replied?

No - the prospect will be paused in the sequence, please use your custom follow up once yoy have a conversation with the prospect.

Where can I see sequences that are ok to be used - All approved and live Sequences are marked as Active and OK to be used for all

Navigate to the prospect, click on the selected prospect, and then navigate to Sequance tab as highlighted on the picture below: 

Click on three dots and choose "Move to Step" - there will be a pop up window as shown on the image below:

Select a step that the prospect should be in - click Confirm. All the following tasks if the sequence be now in align with the step you selected.