Outreach provides managed sequences for sales reps to connect with qualified leads
Updated April 11, 2025

Outreach provides managed sequences for sales reps to connect with qualified leads

Anonymous | TrustRadius Reviewer
Score 9 out of 10
Vetted Review
Verified User

Overall Satisfaction with Outreach

We use Outreach to manage call sequences for our sales development team, who is tasked with setting up initial discovery call for our account executives. Outreach helps keep multiple campaign sequences on track while managing phone calls, social media messaging, and email messaging.

Pros

  • Keeps track of emails, calls, and social touches
  • Provides analytics on sales team performance
  • Enables customization of emails and phone scripts

Cons

  • Complex integration with Salesforce Sales Cloud
  • No integration with Marketo
  • Onboarding process could provide better recommendations on lifecycle stages and call dispositions
  • Enabled a new Sales Development team to quickly begin setting meetings.
  • Enabled reps to work a larger than average number of leads across multiple campaigns.
  • The embedded A/B testing for emails give us the ability to test different messages.
  • Custom fields give us a place to store customized research on target prospects, which is available for downstream sequence touches.
Scale is more than sufficient for both the size of our sales team and the number of leads assigned monthly. We have a relatively small sales team (5 people using outreach) with a 200,000 name database. Our marketing programs help us identify prospects with fit, engagement, and intent, and Outreach helps sales reps stay focused on outreach to those prospects.
The generative AI capabilities help reps customize messages to individual prospects based on the data we've accumulated on those individuals. The predictive score for each sequence gives us insights into which sequences are working well, and which are underperforming. As we improve the use of both capabilities, we will be able to match marketing campaigns to supply qualified leads to higher performing sequences.
Outreach has a high degree of flexibility, but that comes with a need to invest time to understand the product. It will take some time to match CRM fields with Outreach and set up the two-way sync so that data captured by the users is available for subsequent marketing or sales efforts (or disqualifying leads or managing verbal opt-out requests)
Outreach and Salesloft are both highly capable products. Our sales reps preferred the user interface and ease of use of Outreach. We evaluated Nooks and Orum to use as a supplement to Outreach's internal dialing capability to add parallel dialing capabilities, so our reps can increase the connect rate on their dialing time.

Do you think Outreach delivers good value for the price?

Yes

Are you happy with Outreach's feature set?

Yes

Did Outreach live up to sales and marketing promises?

Yes

Did implementation of Outreach go as expected?

Yes

Would you buy Outreach again?

Yes

Well suited for organizations that are generating a substantial number of leads with a complex outreach process--for example, a cold outbound sequence to prospective customers. Less well suited for inbound requests where the customer is likely to take calls or respond to emails.

Using Outreach

12 - Our entire sales development team uses Outreach for prospecting and appointment scheduling for new account activity.

We have a small portion of our Account Management team using Outreach as a pilot.
3 - Sales Development Manager
Marketing Operations Manger
Director of Demand Generation

The skills needed to run Outreach include
- An understanding of the lead lifecycle process within the organzation. Specifically how leads are qualified from the marketing automation platform, assigned to the sales development team, and synched across the multiple platforms.
- The marketing operations function needs to understand the integration between Outreach and Salesforce, how to connect fields in the Outreach platform, and how to define sync activity (which updates are propagated in which direction).
- Our IT department was needed to set up a CNAME and ensure emailing from Outreach did not hurt our domain reputation, as well as to set up single sign on.
  • Organize and orchestrate SDR prospecting
  • Increase the number of meetings scheduled by our SDR team.
  • Provide metrics on SDR performance and productivity
  • The platform does what we expected it to.
  • We will be looking at the new AI email creation functionality to improve our ability to customize messages in sequences
  • We will automate the process to read sequence dispotions to route leads into long-term nuture or disqualification programs in our marketing automation platform.
It's a strong tool that helps our sales development team manage a large number of qualified leads. The sequence framework ensures that every lead receives enough contact attempts that we have confidence that we're not abandoning our prospecting too early without the overhead of managing those activities manually.

Evaluating Outreach and Competitors

  • Cloud Solutions
  • Scalability
  • Other
Other = Past Experience

The SDR manager's familiarity with Outreach ensured that we would be able to accelerate our initial use of the tool for our prospecting efforts and reduce onboarding time.



We would investigate the integration process, and perhaps look at services to help with our onboarding. While we were able to get the platform installed and connected to our CRM, someone with more familiarity with the integration process could have helped us take advantage of the integration faster.

Outreach Implementation

I expected more assistance in connecting Outreach with Salesforce. We have a basic connection, but many fields were left without a sync. We can apparently sync data without adding the app into Salesforce, but believe we could get more functionality with a better integration.

The basics of setting up our sequences and using Outreac to run them was was fine.
  • Implemented in-house
Change management was minimal - We implemented Outreach for a brand new sales development team, and the team manager had prior experience with Outreach, so the new employees were onboarded natively onto the platform.

Because internal lead management was also a new function, there was minimal change management with respect to marketing workflows and lead assignement.

The biggest changes were external to the platform to develop the handoff from an sales development representative to an account executive when a discovery call was scheduled
  • Difficult Integration with Salesforce

Outreach Support

We have only sparingly used support, but we've been satisfied with the quality and timeliness of the response.
ProsCons
Quick Resolution
Good followup
Knowledgeable team
Problems get solved
Kept well informed
No escalation required
Immediate help available
Support understands my problem
Support cares about my success
Quick Initial Response
None
No. We didn't feel it was necessary. Our SDR manager felt confident with his ability to manage our Outreach instance.
No examples that I can think of.

Using Outreach

ProsCons
Like to use
Easy to use
Technical support not required
Well integrated
Consistent
Convenient
Feel confident using
Familiar
None
  • The ability to add prospects to sequences
  • The ability to view how leads are progressing through sequences
  • The customization of the home screen to include information most relevant to each rep
  • integration with Salesforce
  • Choosing the right lead lifecycle stages in Outreach vis-a-vis external processes

Comments

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