This week I am working with the newest members of Prognosis’ sales team, Lauren and Seku. Lauren and Seku are going to be responsible for outbound prospecting at our portfolio company, Prognosis Health Information Systems, an EHR solutions provider. The Houston-based team is engrossed in a week long training session here in the OpenView Labs office led by Prognosis Sales Leader Ann Phillips, marketing extraordinaire Louise Goodman, myself and the Labs’ fearless leader, Brian Zimmerman. This marks the 8th outbound prospecting initiative that the Labs team has supported in some fashion. Check out our case study on the model here.
So what makes for a successful Outbound Prospecting Initiative at an expansion stage organization? Commitment. Sound hires. Quality training. Brian actually recently has written some blog posts on this exact topic, and I urge you to check out what he has to say.
On a positive note, Prognosis seems to have nailed all 3. I can’t wait to see the results this team starts producing to support the sales engine.
I’m keeping my post shorter than usual this week — time to get back to training! Our portfolio companies come first!