Prepare a leadership update
What outbound did this week, what it created, and which accounts nobody is working.
The conversation
Sample accounts and numbers, for illustrationYouSummarize last week’s outreach for the leadership meeting. Show accounts contacted, replies, meetings and new pipeline, broken down by play.
Unify3 reporting checks · CRM and connected mailbox
- Grouped the week’s outbound activity by play and deduplicated accounts.
- Matched replies and booked meetings to the contacted accounts.
- Joined opportunities to their recorded source and kept unattributed pipeline separate.
Here is the weekly view. Counts use distinct accounts, and pipeline includes only opportunities with a recorded link to the play.
- 265
- accounts contacted
- 42
- replied 16% of accounts
- 17
- meetings booked
- $202,000
- new pipeline linked to a play
| Play | Accounts contacted | Replied | Meetings | New pipeline |
|---|---|---|---|---|
| Website intent | 120 | 18 | 7 | $84,000 |
| New executive | 85 | 9 | 4 | $46,000 |
| Product usage | 60 | 15 | 6 | $72,000 |
These are outcomes recorded during the week. An opportunity created this week may have started with outreach in an earlier period.
YouWhat should I tell the team? Separate what the numbers say from what we still need to check.
UnifyProduct usage has the highest reply rate in this view, but its smaller audience and warmer starting point make it a different motion. Compare it with its own history before shifting capacity.
15 of 60 accounts replied, or 25%. Website intent: 18 of 120, or 15%. New executive: 9 of 85, about 10.6%.
Twice the accounts of any other play and the most meetings in absolute terms.
Account segments, outreach dates and opportunity values differ by play. The pipeline totals do not prove one week’s messaging caused the difference.
Northwind has a reply without an owner response. Merridian has a booked meeting without a preparation task.
YouCompare this month with last month: meetings booked, pipeline created, activity per rep, which channels and segments moved, and give me the changes that matter in five lines.
UnifySeptember against August. Meetings and pipeline rose, activity per rep fell, and the movement is in two places: the product-usage play and the mid-market segment.
| Measure | August | September | Change |
|---|---|---|---|
| Meetings booked | 58 | 71 | +13 |
| New pipeline linked to a play | $640,000 | $812,000 | +27% |
| Emails and calls per rep per week | 212 | 186 | -12% |
| Reply rate, email | 11% | 14% | +3 points |
| Meetings from product usage | 14 | 26 | +12 |
- 1. Meetings rose on less activity
- Seventy-one meetings from 12% fewer touches per rep. The gain is in reply rate, not volume.
- 2. Product usage doubled its meetings
- Twenty-six meetings from 14, after the play started enrolling accounts with more than three active users in August.
- 3. Mid-market moved, enterprise did not
- Mid-market pipeline up 41%. Enterprise flat at $210,000, with the same four opportunities as August.
- 4. Email gained, calls held
- Email reply rate up three points. Call connect rate unchanged at 7%.
- 5. One rep drove the outlier
- Ana booked 19 of the 71 meetings. Read the September total with that in mind before setting October targets.
August and September are calendar months with the same definitions. The reply-rate gain coincides with the single-question first-email test; the numbers show the coincidence, not the cause.
YouNow the quarter: how much pipeline did outbound create, and which plays and sequences drove it?
UnifyOutbound created $2,000,000 of pipeline linked to a play from July to September. Website intent created the most; product usage created the most per account contacted.
- 1Website intent$860,000
- 2Product usage$640,000
- 3New executive$500,000
The quarter uses the same rule as the weekly view: only opportunities with a recorded link to a play are counted. Another $310,000 of new pipeline had no recorded source and is left out.
YouTurn that into a short Monday update and set up the same view for next week.
UnifyHere is the update and the proposed schedule. Review the reporting window and delivery time before enabling it.
Monday leadership update
Last week we contacted 265 accounts, received replies from 42, and booked 17 meetings. Recorded new pipeline linked to these plays was $202,000. Product usage led on reply rate, with a warmer and smaller audience. This week’s priorities: clear unanswered replies, prepare booked meetings, and compare each play against its own prior periods.
Set up
- Weekly reporting setup Run Monday at 8:00 a.m. in the workspace time zone, covering the previous Monday through Sunday. Keep the same definitions and show changes from the previous reporting window.
- When records are missing Call out incomplete source attribution or missing outcome records in the update. Leave unsupported metrics blank rather than assigning activity to a play by guesswork.
The Monday update, with and without Unify
Activity is the denominator. The meeting should start from what it created.
| Without Unify | With Unify |
|---|---|
| Monday morning goes on pulling numbers from two tools and reconciling them | The CRM and the mailbox are read together, so the numbers agree before the meeting |
| The update is a wall of sends and calls with no line back to pipeline | Opportunities trace back to the signal and the sequence that started them |
| Accounts nobody is working surface when the quarter closes short | Engagement with no task, replies with no answer, and accounts whose owner left, as a list |
| Everyone arrives at the meeting with a different version of the numbers | A scheduled chat delivers it Monday morning, so the meeting starts from one page |
Start from this prompt
Make it your own in Unify, then review the results.
Every Monday, summarize the team's outreach: who was contacted, who engaged, what pipeline it created and which accounts need attention.
What else you can ask for
The walkthrough is one path through this workflow. These are the turns people take most often.
- Get a weekly summary of your team's outreachEvery Monday, send me a summary of my team's outreach: who was contacted, who engaged and which accounts need attentionTry in Unify
- See what outbound created this quarterSummarize how much pipeline outbound created this quarter and which signals and sequences drove itTry in Unify
- What changed this monthCompare this month with last month: meetings booked, pipeline created, activity per rep, which channels and segments moved, and summarize the changes that matter in five lines.Try in Unify
How it changes by who you sell to
- Software
- Weekly cadence matches the deal cycle. Ask for pipeline created, meetings booked and stage movement, and for the three accounts that went quiet this week.
- Financial services
- Monthly reads better than weekly when cycles are long. Ask for stage movement over the month against the month before, for reviews scheduled with the prospect rather than activity counts, and for the segments that moved.
- Manufacturing
- Report on meetings and site visits rather than emails. Ask for visits completed and scheduled by plant, and for which accounts have a pilot running.
- Media
- Seasonal buying means comparisons need a like-for-like period. Ask Unify to compare this week with the same week last year, not with last week.
- Healthcare
- Long cycles mean the update should track stage movement, not just new pipeline. Ask for deals that moved stage and deals that have not moved in 30 days, grouped by health system.
- Professional services
- Referral-led pipeline needs its source attributed or the update misleads. Ask for pipeline by source, with referrals separated from outbound, and for who made each introduction.
Next in pipeline intelligence and coaching
+2Activity versus fitCheck whether reps work the right accountsActivity is easy to count. Whether it landed on accounts that fit the ICP and showed intent is the question, and the answer is different for every rep.
+2Coverage gapsFind pipeline coverage gapsCoverage by rep, segment and territory against the number, and the accounts that could fill each gap, so the fix is a list of names rather than a bigger target.- +2Pipeline driversFind what drives outbound pipelinePipeline broken down by signal, persona, segment, channel and rep, from the CRM and the outreach records, so the next quarter is planned on what worked rather than on what felt busy.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
- Connect SalesforceAuthorize Salesforce in Unify, configure CRM field mappings, and choose when to enable writing.
- Connect HubSpotConnect HubSpot to Unify, map Company and Person fields, and plan CRM exclusions and supported write-back.
- Connect GmailConnect Gmail to Unify for sequence emails and replies.
- Connect OutlookConnect Microsoft Outlook directly to Unify.
Questions about this workflow
What does the update include?
Who was contacted, who engaged, the pipeline it created and the accounts that need attention, drawn from your CRM and mailbox.
Can it be sent automatically?
Yes. Schedule it for Monday morning and it lands in your inbox or Slack, ready to forward.
Does it compare with last week?
Yes. Each number comes with the change from the previous period, or from the same period last year if your business is seasonal.
Can I change what it reports?
Yes. Add or remove metrics in the prompt, such as meetings booked or stage movement, and the update follows.
Can it compare this month with last month?
Yes. Ask for the monthly comparison and Unify reads the same CRM and mailbox records over both months, then reports what moved: meetings, pipeline, activity per rep, channels and segments, with the size of each change and a line on why.