Cracking Outbound Inside the Inbound-to-Outbound Transformation at ChurnZero
Sep 2, 2025
Discover how ChurnZero transformed from an inbound-heavy sales team to an outbound powerhouse. Sarah Kiley shares her insights on creating a process-driven team culture that maintains motivation through personal goals. Learn about the crucial role of 'sales math' in achieving performance clarity and how to successfully navigate the shift from inbound to outbound without losing momentum. Get tips on fixing prospecting issues and the importance of collaboration between sales and marketing to drive growth. This transformation offers valuable lessons for any sales organization.
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From User To Chief Sales Officer
- Sarah found ChurnZero after using and evaluating similar tooling at prior companies and felt uniquely qualified for the role.
- She joined because she had firsthand experience building customer health signals and wanted to scale that work.
Fundamentals Carry Across Markets
- Sales fundamentals are portable across markets; the nuance is in ICP and procurement differences.
- Focus on connecting customer pain to clear value and adapt tactics to market size and buying processes.
Fix Process Before Adding Tools
- Diagnose what you actually do today before buying new tooling; technology won't fix a broken process.
- Rebuild the outbound process first, then layer sequences and automation on top.