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
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 Decision-makers change jobs, phone numbers become outdated, and company structures evolve.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.
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?
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.
See the full discussion and learn how top-performing outbound teams are adapting their systems for 2026.