The Problems Ahead

Most teams that engage AltiSales, are already doing a great job at closing inbound leads, but they struggle moving outbound deals into pipeline. The reason is that inbound leads are already 57% through the buyer's journey. They have a defined problem, a champion (project leader) and a project to find a solution. Therefore most sellers are good at running Discovery Calls focused on those aspects.

Like Mark Roberge said, outbound deals are different, and moving them from 0% (no awareness of problem, no need to change) to 57% (defined problem, assigned a champion and determining decision criteria) is a different skill. That skill is called "Illumination" and is something that AltiSales works on extensively as we partner with our client AEs.