Outbound Squad Tackling new territories, multi-threading, and more with Krysten Conner
Aug 31, 2026
Krysten Conner, an enterprise sales coach and former AE at Outreach and Tableau, shares practical ways to win bigger deals. They explore the “where-we-win” report, spotting new leaders and ship-jumper referrals, ghostwriting warm introductions, and tailoring messages to executive altitude. Krysten also breaks down account-specific points of view and EMT discovery for outbound-led calls.
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Find Warm Paths Beyond Direct Connections
- Search for ship jumpers, shared-school connections, former customers, and employees who followed leaders into the target account.
- These less-obvious relationships can create warmer paths than generic LinkedIn connections or cold outreach.
Ghostwrite Low-Friction Referral Emails
- Send fewer than ten specific referral candidates with LinkedIn links, then offer to ghostwrite the introduction.
- Ask for an opt-in and explain the business context without leading with your product name.
Build POVs From Multiple Account Signals
- Build account POVs from company news, executive interviews, earnings, open roles, and industry conditions.
- Tie those signals together into a hypothesis showing what matters now and how you could add value.
