Smarter Outbound Starts with Relationships: How Orbb Helped Prioritize the Right Accounts
How Orbb Helped Walnut Focus Their Outbound and Boost Conversion Rates
The Challenge
Walnut, the pioneer in interactive, no-code sales demos, was scaling fast—and so was its pipeline. With hundreds of prospects to evaluate, the sales team struggled to prioritize effectively. Their outbound strategy lacked focus, resulting in scattered outreach and missed opportunities. In a competitive space where timing and personalization are everything, Walnut needed a smarter way to identify which accounts were worth the chase.
The Output
Orbb’s relationship AI platform helped Walnut zero in on high-potential accounts by uncovering existing warm connections and overlaps. The result? A sharper outbound motion, improved conversion rates, and a sales team that finally had clarity on where to focus.
As demand for product-led growth tools surged, Walnut’s sales team was inundated with potential opportunities—but lacked a system to prioritize them. Alyosha Makarov, Head of Global Sales, knew their team couldn’t scale effectively without focusing on the right accounts first.
Three core challenges stood out:
- Too Many Targets, No Prioritization – The team needed a reliable way to identify high-likelihood accounts.
- Outbound Was Inefficient – Without targeting, outreach was spread thin and results were inconsistent.
- Underutilized Relationship Capital – Warm paths were going unseen and untapped.
How Orbb Transformed Walnut.io’s Outbound Strategy
- Account Prioritization with Context – Orbb surfaced accounts with the strongest relationship potential, giving reps clear direction.
- More Efficient Outreach – With tighter focus, reps spent less time guessing and more time engaging.
- Warmer Conversations from Day One – By tapping into shared history and mutual connections, reps reached out with relevance—and got responses.
The Results
- Higher Conversion Rates: Targeting accounts with real relationship potential paid off.
- Time Savings: Less time wasted on cold prospects, more time in active deals.
- Sharper Sales Strategy: Relationship intelligence became central to Walnut’s GTM playbook.
Scaling Success
Orbb is now embedded in Walnut’s outbound workflow, powering smarter prospecting across the sales team. With relationship intelligence guiding account selection, Walnut is scaling efficiently while deepening trust with future customers. In a noisy market, Orbb gave Walnut the signal they needed to cut through.
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