Outbound prospecting metrics and dashboards are different (a huge error executives make all the time, lumping inbound and outbound metrics together in single “Sales Development” reports). “Lead conversion rate” means something in marketing. Not in prospecting. Prospectors are targeting Accounts or Prospects, not leads. If case studies are in a PDF document, “white paper” format, or videos longer than three minutes, they aren't “outbound ready.” Even worse: They're vague without any concrete details or tangible results.
