Clara Hughes

Clara Hughes is a Corporate Account Executive at Outreach, specializing in sales to leaders at mid-sized companies, typically ranging from 250 to 2,500 employees. Based in the New York City Metropolitan Area, Hughes employs innovative sales techniques aimed at helping organizations embrace change and improve their sales processes.13

Professional Background and Sales Techniques

Sales Approach:
Hughes focuses on building strong relationships with her clients. She utilizes a method called the "hypothesis slide" during her sales presentations, which consolidates her research on the client's company alongside insights about the prospect's role. This approach helps her tailor her pitch to demonstrate how Outreach can specifically benefit their organization.1

Maintaining Momentum:
During the pandemic, Hughes adapted her strategies to maintain deal momentum by conducting weekly "half calls" with champions within client organizations. These calls allow her to stay informed about internal changes and prepare her champions for upcoming discussions, thereby fostering trust and ensuring progress in the sales cycle.1

Account Management:
Hughes emphasizes the importance of meticulous account planning. She maintains detailed notes and creates a structured account plan for top-tier clients, which includes key stakeholders and timelines. This helps her leverage past experiences to enhance future deals.1

Use of Technology

Hughes has also integrated technology into her workflow to enhance efficiency. She utilizes Outreach Guide, an AI-driven tool that assists in real-time during meetings by managing follow-ups and providing information on demand. This has significantly reduced her follow-up time from an hour to just 20 minutes per meeting, allowing her to focus more on relationship-building and strategic discussions.23

Overall, Clara Hughes exemplifies a modern sales executive who combines relationship management with innovative technology to drive success in her role at Outreach.