Outbound Squad [Playbook] State of Outbound: AI and what to expect in 2026
19 snips
Dec 30, 2025 Sean Dwyer, VP of Sales Development at ZoomInfo with deep experience leading large outbound teams. Conversation covers why outbound is growing, how AI and intent change prioritization, and how teams redesign targeting, offers, and messaging. Practical topics include data quality, training cold outreach, and the tech stack that supports modern outbound.
AI Snips
Chapters
Transcript
Episode notes
Sell A Conversation With An Expert
- Path Robotics set meetings by selling conversations with expert users, not just salespeople.
- That 'sell the blind date' approach made prospects more willing to meet with true practitioners.
Shift From Funnel To Martini Glass
- Narrow your top-of-funnel and go deep into high-probability segments instead of spraying broadly.
- Segment by industry, persona, or triggers and prioritize signals like recent research activity.
Lead With Customer Stories
- Use customer voice and short stories rather than product feature dumps in every outreach.
- Pull case studies and real results into talk tracks to make messaging relatable and credible.