Manny Medina - Sales Engagement: How the World’s Fastest Growing Companies Are Modernizing Sales Through Humanization at Scale

This book is packed with Next Gen strategies and tactics I was able to take back to my team and implement right away. Hearing not only from the Outreach team, but also their customers, was a terrific way of learning more about the value of Sales Engagement. As someone who trains hundreds of reps per year at a growth-oriented company, I highly recommend this book to sales reps, managers, and leaders looking to build the most efficient and effective sales processes.

Jake Reni, Enterprise Sales Manager and Head
of Adobe Sales Academy at Adobe Inc.

There are a lot of things I could say positively about the future of Sales Engagement. Prospecting into enterprise companies can be challenging, specifically reaching the decision-maker. With our Sales Engagement Platform underpinning our strategy, we have found that our connection rates are incredibly highwe talk to the decision-makers on average 12% of the time, with an overall connection rate of 22%. We are referred 5% of the time by those decision-makers when emailed. The Outreach team knows Sales Engagement better than anyone else in sales today.

Jennifer Brandenburg, Vice President of Worldwide
Inside Sales at GE Digital

Ask anyone about what matters to me: they would agree that I care immensely about personalizing our business interactions for richer client engagement. Outreach is the only scalable solution I've found that allows companies of any size to initiate meaningful discussions without sacrificing the personal, more human touch. Beyond this, our teams are able to easily measure the effectiveness of their campaigns. Outreach allows us to hone in on best practices and winning sequences that improve opportunity creation, pipeline building and ultimately, sales bookings. So who better to write the book on Sales Engagement than them!? I consider this a must read for any sales leader, period.

Amy Slater, Vice President of Corporate
Sales at Palo Alto Networks

A problematic divide has developed in the world of modern buying and selling. On one hand, 80% of customers say the buying experience a company provides is as important as its products and services. In fact, the importance of personalization in the buying process has now eclipsed solution fit when it comes to winning your customer's business. On the other hand, sellers are busier than ever, spending only 1/3 of their time actually selling with the remainder spent on research, meetings, and administrative tasks. Having led large sales teams where personalization at scale and sales rep efficiency were so critical for converting prospects into customers, Sales Engagement platforms like Outreach need to be part of every modern sales team's technology stack. This book will give you the blueprint for success.

David Priemer, Former VP of Sales at Salesforce and
Current Chief Sales Scientist at Cerebral Selling

This book is a must-read for anyone who is trying to build a high-performance sales organization. Outreach has been walking the walk with their product for years and has finally put together the book detailing their most cutting edge strategies. There is no one better than Manny, Max, and Mark to write a book on Sales Engagement. Finally, we are able to allow our top reps to get 2X as much done per day, while our entry-level sales reps can learn from their team at lightning speed. Thank you, Outreach! Sales wouldn't be the same without you.

Tito Bohrt, CEO of AltiSales

Today's sales leaders overwhelmingly name Sales Engagement as their top priority. They are focused on the quality and volume of sales reps' engagement with buyers as they look to drive higher conversion rates and larger average deal sizes. Sales Engagement is such a high priority that 90% of sales leaders plan to invest in technologies and methodologies to help their sellers engage effectively with prospects and customers. As the leader, Outreach is well positioned to write the definitive book on sales engagement.

Craig Rosenberg, Chief Analyst at TOPO Inc.

On average, sales reps dedicate 15% of their time to manual activities like prospecting, which have a lower yield than other selling activities. Sales Engagement tools are emerging as a critical element for increasing prospecting efficiency and effectiveness.

Steve Silver, Senior Research Director at SiriusDecisions

In modern sales, sellers need to rethink the way they interact and communicate with buyers and ensure that they have the modern sales tools needed to create an engaging relationship. Sales Engagement is one of the hottest new categories on G2 Crowd and is becoming a must-have in every sales technology stack.

Michael Fauscette, Chief Research Officer at G2 Crowd

MANNY MEDINA

MAX ALTSCHULER

MARK KOSOGLOW

Cover Design: Blake Brysha

Cover Image: tai111/Adobe St

Copyright 2019 by John Wiley & Sons, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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