I GUARANTEE two things will be true in 2026 with outbound

What’s a Rich Text element?

What’s a Rich Text element?

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

Static and dynamic content editing

Static and dynamic content editing

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

How to customize formatting for each rich text

How to customize formatting for each rich text

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

I GUARANTEE two things will be true in 2026 with outbound:

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- The # of attempts to make contact will go up

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- Every leading indicator will go down (call pick-up rates, email reply rates, etc)

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So what do we do?

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Get WAY pickier about who we decide to invest our outbound efforts in.

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✅ Introducing: The martini-glass shaped pipeline

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Shrink down the top of funnel dramatically. And go much deeper on fewer accounts. The best ones. Focus all of your efforts there.

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Phone

Email

Social

Referrals

In-person

Gifting

Exec intros

Etc.

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✅ Narrow down the ICP

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Reverse-engineer where you win the most. What are the top 2-3 industry verticals where the most deals are being closed right now? Focus on those and those only.

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Narrow down the personas

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Reverse-engineer sales cycles where you win the most. Where the deals are largest and close the fastest.

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Who is involved early in those deals? Who really champions/mobilizes the deal?

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Focus all of your outbound activities on those folks.

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✅ Focus where there are triggers

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Reverse-engineer where you win the most and what's going on in those accounts or with those individuals.

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Hiring

Newly hired/promoted execs

Growth/expansion

Contraction

New products/services

Competitors doing big things

Etc.

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The list is endless here

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~~~

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Keep your focus extremely narrow, and you can make outbound work.

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Check out the rest of my interview with Mark Hunter here.

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Look for "Fixing the Broken Math of Outbound Sales"

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Ready to chat?

Our programs aren’t for everyone. Book a call with us if your sales org has any of these goals below.
You need to pivot to outbound and reduce reliance on marketing.
You need to move up-market to land larger logos.
You need AEs to excel at self-sourcing their own opportunities.
Book a Call
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