Outbound is often presented as a switch: hire a few reps, turn it on, and pipeline follows. Whether it works depends on whether it has ever worked at this company.
Ask for the evidence
Request the last ten deals the company won through outbound. For each one, you want the source, the length of the sales cycle and who closed it.
Show me the last 10 deals you won outbound: source, cycle length, and who closed them.
What the list tells you
- Fewer than ten means the motion is unproven.
- Deals closed by the founder do not transfer to a new rep.
- A long cycle changes how soon new reps can pay back.
The point is not to reject the plan. It is to know whether you are funding a proven motion or an experiment.