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Greg Baumann

AMA: Outreach Sr Director of Strategic and Enterprise Sales, Greg Baumann on Developing Your Sales Career

October 30 @ 10:00AM PT

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  1. Where do you see the future of sales heading?

    What skills will a future account executives need that they don't have today?

    Greg Baumann
    Greg Baumann

    Outreach Sr Director of Strategic and Enterprise Sales • 7mo

    AI is going to be a force of nature in sales. It's going to make incredible sellers invaluable and it'll put bad sellers out of jobs. As such, I think incredible sellers need to get ready for an AI-powered world by: understanding how to use AI to their advantage by operating more effectively at scale, using better triggers and data to help meet and inform their buyers, and benefiting from better coaching and reporting. I also think that AI-powered sellers need to be spending a lot more time on t ...Read More

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  2. What's the best way to break into the tech industry as a sales professional?

    Greg Baumann
    Greg Baumann

    Outreach Sr Director of Strategic and Enterprise Sales • 7mo

    If you are a sales professional that is not in tech, but want to become a tech seller, I always recommend a few things: Really understand why you want to work "in tech"...the grass isn't always greener! Identify the technology in your career that you work with the most. Perhaps it's tooling that you use at your job, or where you get your reporting, or how you place orders or get paid or...whatever! Make a conscious evaluation of that technology and think about which of it you'd like to sell. Onc ...Read More

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  3. What communications framework do you use when communicating strategy 1) up to C Suite or 2) out to stakeholders?

    Greg Baumann
    Greg Baumann

    Outreach Sr Director of Strategic and Enterprise Sales • 7mo

    I've encountered a number of helpful communication frameworks, but I don't have a preference and have not adopted one specifically.

    What I do recommend, however, is that you are consistent in your communications.

    Understand what your executives need and communicate it to them directly. Lead with the punchline, provide context but not too much detail, and be explicit in your call to action.

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  4. When you first moved from an individual contributor to a sales leadership role, what are three things you didn’t really anticipate about leadership that you’ve actually come to enjoy most? And building on that, how are you leveraging those experiences now as you prepare to take the next step toward an executive position?

    Greg Baumann
    Greg Baumann

    Outreach Sr Director of Strategic and Enterprise Sales • 7mo

    Great question! Time spent with the team. This feels obvious but so much of your time as a sales IC is spent outside of your direct team. Leading a team is great because you get to work daily with a group that you really respect and get better with. My team sells to sales teams (I realize that's rare), so one of the parts that I love about my job is speaking with other sales leaders at tech companies. We're able to compare notes and build relationships that way. You're constantly working with yo ...Read More

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