Outbound Metrics

What Are Outbound Metrics?

Outbound metrics measure how effectively your BDR or SDR team converts cold outreach into qualified conversations and pipeline. They show whether your outbound motion is relevant, timely, and valuable.

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Focus on three ratios:

  1. Reply Rate
    Measures message–market fit. Low replies = wrong ICP or weak messaging.
  2. Meeting Rate
    Of the replies, how many convert to meetings? This reflects quality of interest.
  3. Pipeline per Meeting
    Shows whether outbound is generating real revenue potential.

Tracking only meeting count hides deeper problems.

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“When outbound stops working, don’t scale the team. Fix the ratios.”

- Maansi Sanghi, Fractional CMO, Envizon.

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