Dextego Customer Case Study: Key Outreach · Lead Gen Services
How Key Outreach Replaced Fireflies and Took Win Rates from 10% to 16%
Fireflies told Key Outreach's reps what happened on a call after it was over. Dextego coaches them while the call is happening, then writes the follow-up before they've closed the tab.
At a glance
The Challenge
Key Outreach’s reps live on calls. Every hour spent on admin is an hour not spent talking to prospects, and before Dextego, a lot of hours were going to admin.
The team used Fireflies to record and transcribe calls. It did that job well, but the notes arrived after the call was over, when there was nothing left to change. Reps still had to turn each transcript into a follow-up by hand, and that took about 10 minutes per call, often at the end of the day when the conversation was no longer fresh.
“Our reps were spending the end of every day turning call notes into emails. Now the follow-up is done before the next call starts, and that time goes back into the phones.”
Garrett Martin, CEO, Key Outreach
Why Notes Weren't Enough
A notetaker could tell the team what was said. It couldn’t help them with:
- •The call itself. Objections, pricing questions and stalls were handled on instinct, with no support in the moment.
- •Follow-up speed. Summaries still needed rewriting into a buyer-ready email, so follow-ups went out late or not at all.
- •Knowing the buyer. Reps went into calls without a read on how each prospect preferred to communicate.
- •Updating the manager. Before sharing call notes with their manager, reps spent extra time cleaning them up and pulling out the objections and open questions by hand.
The Solution
Key Outreach replaced Fireflies with Dextego. Calls are still recorded and transcribed, but the work now starts before the call and continues during it.
- •Real-time AI coaching. Dextego's in-call coach listens alongside the rep and surfaces the next best question, objection responses and buyer signals while the conversation is still live.
- •Automated follow-ups. When the call ends, Dextego drafts a customized follow-up email from what was actually said. The rep reviews and sends it in about 10 seconds instead of the 10 minutes it used to take.
- •Buyer insight before the call. Reps see how each prospect is likely to think and communicate, so they open the call already speaking the buyer's language.
- •Manager-ready summaries. Dextego tailored the post-call summary to how Key Outreach works. It is split into sections, so reps tick only what their manager needs, like objections and unanswered questions, and send it in one click. Sections marked internal never go to the buyer.
“The built-in trained data regarding personality assessments and psychographics is incredible, helping me understand how to sell to those I'm hopping on calls with. The initial setup was super easy, and the founder personally got us set up.”
Keegan Tingle, Account Executive, Key Outreach
What Dextego Found in 38 Calls
In the first weeks, Dextego scored 38 of Key Outreach’s live sales calls across five influence skills. The team’s baseline Influence Score came in at 5.0 out of 10.
Gravitas was the team’s strongest skill. Reps came across confident and credible, built rapport easily and kept conversations friendly.
Objection handling was the weakest. Reps often treated objections as roadblocks when they could have reframed them as a way into the buyer’s real priorities. Probing questions and empathy both sat at 5.1, which showed reps were moving to the pitch before they fully understood what the buyer needed.
A notetaker would have recorded every one of those calls. None of them would have flagged the pattern.
Dextego didn’t just score the team. It found the benchmark inside it. The strongest rep’s calls reached a 6.0 Influence Score, with 6.7 on gravitas and 6.0 on probing questions, while the lowest scoring calls sat at 4.8, 5.5 and 4.1. That gap became the coaching plan: take what the best calls were already doing and help every rep repeat it.
- •Coaching built for each rep. Dextego didn't give every rep the same advice. One rep kept a warm tone and explained the offer clearly but needed to push past the first objection. Another was strong on rapport and next steps but needed to dig deeper into buyer priorities. A third already asked personalized questions but needed tighter agendas. Each rep got coaching built on their own calls.
- •Trained on SPIN. Probing questions are the core of SPIN, Key Outreach's sales methodology. Because Dextego was trained on it, reps practiced Situation, Problem, Implication and Need-payoff questions against their own weakest moments, not a generic script.
- •A clear plan. Training sessions focused on objection handling and probing questions, with role play to build empathy and executive presence.
The Results
- •Follow-ups in seconds, not minutes. Reps went from about 10 minutes to about 10 seconds per follow-up. That's about 5 hours back per rep every week, or roughly 65 hours a week across the 13-person team, time they now put into talking to prospects instead of writing about them.
- •Win rates went up. After 3 months, the same 13 reps had lifted the team's win rate from 10% to 16%, a 60% relative increase with no change in headcount.
- •The weakest skills moved most. Objection handling rose from 4.5 to 6.2 and probing questions from 5.1 to 6.3, with empathy up from 5.1 to 6.0. That lifted the team's Influence Score from 5.0 to 6.1, past the 6.0 the strongest rep was hitting at the start.
- •New hires ramped faster. The newest hire ramped 50% faster, thanks to practice with Dextego trained on Key Outreach best practices and SPIN.
“Fireflies told us what went wrong after the call. Dextego helps our reps fix it while the prospect is still on the line. Our weakest skill, objection handling, is now one of our strongest.”
Garrett Martin, CEO, Key Outreach
Final Thoughts
Key Outreach didn’t need a better record of its calls. It needed its reps to spend less time writing about conversations and more time having better ones. Switching from a notetaker to a real-time coach did both.
Your team already has a recorder. Do they have a coach?
