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Sales Outbound Delivers 7x More Pipeline Efficiency Than BDRs
Amy Osmond Cook
April 07, 2026
Sales Outbound Delivers 7x More Pipeline Efficiency Than BDRs
In Today’s Email
The 2026 Benchmarks Report is here!
The Top 6 Sales Stories of the Week
Tip of the week
And more!
The 2026 Benchmarks Report State of GTM is finally here!
This year’s benchmark is our most comprehensive yet. It’s built with data from $78 billion in pipeline value, 361,000 opportunities, and 2,500 revenue reps.
Inside the report, you’ll see:
ICP misalignment can reduce win rates by up to 75%
Balanced pipelines convert 57% higher than overloaded ones
Expertise-based routing can increase win rates from 5% to 40%
Click here to get the comprehensive report today!
P.S. we also included LinkedIn-optimized graphics in the same link above, so you can share key findings with your network.
The 2026 Benchmarks Webinar!
Want to see these insights in action? Join our lead researchers for a live breakdown of the 2026 data on our upcoming webinar. We’ll discuss how to apply these benchmarks to your own Q3 strategy.
The Top 6 Sales Stories
Buyers do their own research. Quotas keep climbing. As we move into Q2 2026, the data shows exactly what separates top performing revenue teams from the rest of the pack.
Volume based prospecting is failing. Experienced reps targeting specific accounts deliver 1.4x efficiency. Standard BDR outbound sits at a dismal 0.2x.
Buyers ask ChatGPT for software recommendations long before they fill out a form. 80% of deals go to the vendor buyers favor before ever contacting sales. You need to control your external data footprint to stay in the deal.
Acquiring a new customer costs four times more than retaining one. The companies growing most efficiently treat their existing book of business with the same rigor as their new logo pipeline.
Plugging AI into a leaky revenue engine just accelerates waste. Smart CROs map their entire go to market strategy to find the most expensive bottlenecks before buying new technology.
Giving reps random slide decks does not work. Connecting training directly to territory plans and performance metrics creates a predictable revenue engine.
This comprehensive Fullcast guide outlines a step-by-step approach to building an effective sales strategy.
Sales Tip of the Week: Find your revenue leak before you buy the AI fix
Everyone says they want AI in their go to market strategy. Few can explain what that actually means.
Before you roll out another tool, define a single business objective. Look for the exact place your process bleeds revenue. Maybe your reps lose selling time to manual data entry. Maybe inaccurate territories cause missed opportunities. Pick one specific leak. Design a 90 day pilot program to test an AI solution against a clear baseline.
Why it matters: Data is the easy part. Turning it into a plan your team actually follows is the hard part. A tight pilot reduces risk and generates the proof you need to secure executive buy in for a wider rollout.
The April Sales Execution Playbook
The key summits for sharpening your pitch and building a high-performance pipeline.
Salesforce TDX (TrailblazerDX) - While it’s a "developer" conference at its core, TDX has become a critical event for Sales Leaders who rely on the Salesforce ecosystem. If your sales motion is built on Sales Cloud or Slack, this is where you’ll see the first hands-on demos of "Agentic AI"—the autonomous agents that will likely be doing your reps' admin work by 2027.
Date: April 15–16, 2026
Location: San Francisco, CA
Forrester B2B Summit North America - This is the heavyweight event for Sales and Sales Enablement leaders. It focuses on the strategic side of enablement: aligning sales with marketing and product, mastering the "B2B Revenue Waterfall," and using data to drive seller productivity. It’s less about "pitching" and more about the frameworks and research required to run a world-class sales organization.
Date: April 26–29, 2026
Location: Phoenix, AZ
AESC Global Summit on Leadership - While this event covers broad leadership, it is a massive hub for sales executives looking at the "CEO of 2030" and the shifting lifecycle of commercial leadership. It’s particularly valuable for VPs of Sales who are looking to move into C-suite roles or board seats, with specific tracks for navigating global market inflection points.
Date: April 27–28, 2026
Location: New York City, NY
Michelle Seger: The Real ROI of AI? Better Thinking, Not Faster Work
In this episode of the Go-To-Market Podcast, host Amy Cook (CMO & Co-Founder, Fullcast) sits down with Michelle Seger, Chief Operating Officer at Sales Globe.
Michelle's extensive background in global consulting, entrepreneurship, and executive leadership gives her a practical perspective on operational excellence, organizational change, and AI adoption.
From her early days in change management at Accenture to building an entrepreneurial business importing Italian ceramics (and negotiating contracts in French), Michelle brings a rare perspective on what it really takes to stay relevant in a rapidly shifting market.
Did you hear? Fullcast published a book!
The RevOps Advantage reveals how the best revenue teams operate like world-class pit crews—driving alignment, executing seamless handoffs, and making every move data-driven.
Co-authors Ryan Westwood, Dr. Amy Osmond Cook, and Bala Balabaskaran break down why nearly half of RevOps leaders are investing in AI for sharper insights, and how you can use automation to deliver the accelerated growth your board needs.
 | Amy Osmond Cook, PhD Cofounder and CMO at Fullcast
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