How OutboundSync Cut Their Sales Cycle by Replacing Traditional Follow-up

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In B2B sales, timing is everything.

When your product helps companies drive outbound sales success, your own sales process needs to embody efficiency. This was especially true for OutboundSync, where accelerating mid-market deals became crucial for hitting growth targets.

The Challenge: When Email Follow-ups Fall Short

The traditional sales follow-up process wasn't cutting it anymore, explains OutboundSync founder, Harris Kenny. But this approach was creating friction.

"I would just send them an email, sometimes a text if I got to that level of engagement with a prospect or try to book a call and get them on a conversation again, but it would just be stuck in their inbox and that would be it. So that single piece of information would be separate from all the other conversations that we’d had."

Information would get buried in inboxes, disconnected from previous conversations. For busy prospects who could only spare 5-10 minutes to evaluate outbound sales solutions, this fragmented approach was a major bottleneck.

The team needed those precious minutes to be productive, not spent digging through scattered communications.

The Search for Alternatives: Avoiding Information Overload

The search for a better solution led to testing various tools, but none stuck.

"I've used a lot of different tools in this category, and none of them stuck to the point where I was actually doing my own sales room process using HubSpot CMS."

The problem? Most solutions were overwhelming, trying to be "the library of Alexandria" when what they needed was simplicity.

The situation became so frustrating that the team resorted to building their own solution in HubSpot CMS. They didn't need mountains of content – just the critical information their buyers needed to make decisions about improving their outbound sales process.

The Solution: Organizing Information for Faster Decisions

Implementing Arrows sales rooms brought immediate clarity to their sales process. The solution provided clean, simple pages that delivered exactly what prospects needed, when they needed it.

"Room are organizing information for our buyers and other stakeholders so they can buy more easily. It helps us get to a decision more quickly. It helps the customers understand where are we, what’s next?"

This clarity became particularly crucial for their complex product, where buying committees needed to understand how OutboundSync could transform their robust sales operations.

The Transformation: Champions Become Internal Advocates

Sales cycles that historically moved slowly began to compress, particularly for mid-market deals.

The team found themselves engaging with procurement and security teams earlier in the process, as champions could easily share organized information internally.

The most powerful change was in how they enabled their champions:

"Most selling happens when you're not there. So it's really equipping your champion to be a better salesperson or advocate for your product."

The Impact: Aligning with Modern Buying Preferences

Today, OutboundSync operates as a more customer-centric organization. Their sales process has evolved to better align with how their customers want to buy.

The transformation goes beyond just closing deals faster – it's about making it easier for customers to buy and adopt their solution.

For organizations managing complex sales processes with multiple stakeholders, the lesson is clear: sometimes the most powerful solution isn't about having more content, but about organizing and presenting the right information in the right way.

By shifting from traditional follow-up methods to an organized, buyer-centric approach, OutboundSync has not only compressed their sales cycle but transformed how they enable their champions to drive decisions forward.