Outbound Isn't Broken. Your System Is.

Watch the Webinar On Demand

Join sales leaders from Koncert and Seamless.AI as they break down what's really impacting outbound performance in 2026 and what top-performing teams are doing differently.

In this practical discussion, we cover:

• Why connect rates are declining for many teams

• How data quality impacts pipeline generation

• The truth about cadence effectiveness

• Speed-to-lead best practices that drive more meetings

• Where AI helps sales teams and where it doesn't

• Proven cold calling strategies that still work today
  

Watch Webinar

Meet the Speakers

Victoria Gagnon & Wright Sulek (Koncert)

Guest Host:

Jonathan Pogact Vp of Marketing, Seamless.AI

Date: May 21, 2026
Time: 11.30 AM EST

Key Takeaways from the Webinar:

Better Data Creates Better Outcomes

Many sales teams expect their contact database to be perfect. The reality is that contact data constantly changes. Decision-makers change jobs, phone numbers become outdated, and company structures evolve.

Key lesson:

Build larger prospect databases than you think you'll need and regularly enrich your data to maintain performance.

Mobile Numbers Drive Higher Connect Rates

One of the strongest themes from the discussion was the importance of reaching prospects on mobile devices.

Teams that prioritize mobile numbers and actively manage caller ID reputation often see better connect rates than teams relying primarily on office numbers.

Best practices include:

• Prioritize mobile phone fields

• Monitor caller ID health

• Rotate and remediate flagged numbers

• Track connect-to-conversation rates, not just connects

Most Sales Cadences Need More Calls

Many organizations build sequences that contain 18-22 total steps but only 3-5 phone call attempts.

The panel shared a different perspective:

Phone conversations remain one of the fastest ways to create pipeline.

Recommended approach:

• Increase call touches to 10-12+ attempts

• Run sequences over 4-6 weeks

• Combine calls, emails, LinkedIn, and voicemail

• Use personalization strategically

Personalization Beats Pure Automation

Automation saves time, but automation alone rarely creates meaningful conversations.

High-performing reps:

• Personalize key emails

• Tailor LinkedIn outreach

• Leave relevant voicemails

• Adjust messaging based on prospect context

The most successful teams combine automation with human relevance.

Speed-to-Lead Matters More Than Ever 

When an inbound lead raises their hand, response time matters.

The panel recommended:

• Responding within minutes whenever possible

• Using calls as the first touch

• Following immediately with email and LinkedIn outreach

• Creating fast handoffs between SDRs and Account Executives

The faster you engage, the greater your opportunity to influence the buying process.

AI Is a Tool, Not a Replacement

AI can help teams:

• Analyze performance data

• Improve workflow efficiency

• Detect call outcomes

• Surface insights

However, AI cannot replace:

• Active listening

• Objection handling

• Confidence

• Relationship building

• Human conversations

The best sales organizations use AI to improve productivity while continuing to invest in coaching and skill development.

Action Plans for Sales Leaders:

After watching this webinar, evaluate:

✓ Are we prioritizing mobile numbers?

✓ Do we have enough call touches in our cadences?

✓ How quickly are we responding to inbound leads?

✓ Are we relying too heavily on automation?

✓ Is our caller ID reputation being monitored?

✓ Are we coaching call quality as aggressively as activity metrics? 

Why Sales Teams Choose Koncert:

Koncert helps revenue teams have more conversations with the right prospects through:

• AI Parallel Dialer

• AI Power/Flow Dialer

• Agent-Assisted Dialer

• Automated Caller ID Management

• Local Presence

• Remote Salesfloor

• AI-Powered Coaching & Analytics

• CRM Integrations

The result: more live conversations, more qualified meetings, and more pipeline.

Watch the Webinar Recording:

 See the full discussion and learn how top-performing outbound teams are adapting their systems for 2026.