Here's how an Outbound Squad client increased outbound opps created quarter over quarter by 54%

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Here's how an Outbound Squad client increased outbound opps created quarter over quarter by 54%

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About this team:

- 40+ reps
- Sells to security, IT, and infrastructure leaders

Our client was a recently hired Director of Sales Development. Eager to make a big impact and needed a more scalable outbound process to grow headcount in 2025.

Enablement content was great for full-cycle sellers (AEs + AMs), but they didn't have BDR-specific enablement.

3-6 months following the program they:

- More than doubled cold email reply rates (from 3-7%)
- Increased outbound opps created by 54%
- Increased outbound meetings held by 48%

Here's what made this project so successful:

✅ Collaboration with top reps

Training content should NEVER be created in a silo. Buy-in is highest (and best) when the trading has a “for us, by us” feel to the reps.

✅ Systemization of repeatable outbound scenarios

Outbound shouldn’t always be super cold. Find the most reparable situations and turn them into plays.

Ideas:

- Customers using one but not all products
- Trigger-based
- Using specific competitors
- Showing evidence of specific problems

Find the patterns and great repeatable messaging and talk tracks to reduce cognitive load.

✅ Leadership participation

The senior most leader participated in nearly every session, as well as the managers. Outbound is all about leading by example.

✅ Top-notch enablement

We didn’t help with this, but their new rep onboarding is the best I’ve seen. Short, concise documentation on the industry, the problems, and the buyers.

Pro tip: don’t teach product then persona. Educate on persona first and what they care about, then where the product fits in.

✅ Practice, practice, practice

We didn’t just teach. We practiced. We built muscle memory so that going into a cold call felt like wearing a broken-in pair of shoes. Don’t practice on prospects. Facilitate group practice with reps.


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In a similar situation and want some guidance?

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You need to pivot to outbound and reduce reliance on marketing.
You need to move up-market to land larger logos.
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