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March 11, 2022

There are many strategies that you can use to increase sales and reach your business goals. This post will focus on the outbound selling strategy, which is a technique that involves reaching out to potential clients proactively.

 

How to Track Performance and Get the Best Outbound Sales Strategies

Outbound sales, like its best practitioners, is too persistent to ignore. Experts have been predicting that outbound sales would disappear in the face of growing preference for inbound marketing and increased growth marketing for more than a decade. However, outbound’s demise is not imminent as many experts have exaggerated the claims.

Outbound operations are still crucial to many organizations’ success, especially if they sell into the enterprise market segments. These outbound sales strategy tips can help you increase your revenue performance, so don’t overlook the enormous opportunities this tried-and-true sales model can provide.

What is Outbound Sales?

Outbound sales is a classic form of corporate selling, where sales professionals initiate and drive customer interaction. Outbound sales involve the seller actively seeking a buyer and then reaching out to them via cold calls and email. The prospect is then strategically moved toward a purchase decision by the seller through follow-ups, demos and negotiations.

Inbound sales, on the other hand, relies heavily upon marketing to execute various campaigns (such as content marketing or search engine optimization) that are designed to move potential customers into initiating the engagement by calling, filling out forms on your website, posting direct messages on social media or sending an inquiry.

These “warm” leads, unlike outbound sales’ “cold” leads, already have an interest in the company and are actively seeking information to help them make a decision about whether or not to buy.

How to do outbound sales

A good outbound strategy is based on the right Ideal Customer Profile (ICP), the right playbook and effective methods of measuring success or performance.

Outbound sales professionals face many challenges right from the beginning. Their primary role is to establish relationships and make contact with total strangers. People dislike receiving unsolicited emails, calls, or direct messages. People hate interruptions, especially when they are asked to purchase something they don’t know.

It takes talent, b), a smart strategy, c), a predictable process, d) and the best sales tools to overcome these challenges early in your career. A team of highly skilled, motivated sellers is essential to a successful outbound sales operation.

Prospect research is a great way to reduce the potential dangers of outbound prospecting. This involves gathering as much information as possible about potential buyers. It is a good idea to start by looking at data on corporate websites, news, or social media. Technology, such as software that stores and collects useful data, will help to warm up cold prospecting.

Types of outbound sales reps

All outbound sales reps have to build relationships with cold prospects. Outbound sales teams can be classified in different ways depending on market conditions and the structure of the sales organization.

Both B2C or B2B sales may employ outbound sellers. The key difference lies in the customer. Outbound B2C sellers can engage individual end customers, while B2B counterparts may engage corporate clients. Each decision maker has multiple decision-makers.

Outbound buyers can also obtain specialized skills and roles depending on their position in the sales process.

 

  1. Sales Development Reps (SDRs) are the most well-known practitioners in this field. Outbound prospecting is the responsibility of SDRs. They make cold calls and send emails out to potential buyers. They nurture and screen potential buyers to build a list of qualified contacts.
  2. BDRs (or Business Development Reps) often perform the same functions and duties as SDRs. They are often interchangeable. In some cases, however, they serve a different function in companies. They help to establish business relationships with potential clients and refer qualified leads to the team.
  3. Lead Development Reps, or Market Development Reps, are sales reps who support inbound operations by initiating contact with and basically asking for contacts. These potential buyers have already visited the company’s website, downloaded a report, and signed up for an event. These actions are indicative of interest, but not all users become inbound prospects. LDRs/MDRs are able to fill this gap by focusing their efforts on warm prospects.
  4. Account Executives (AEs) support both outbound and inbound sales operations. These sales professionals are responsible to make presentations, conduct demos, send proposals, handle objections, and close deals.

What is the difference between outbound and inbound sales ?

Outbound sales is a selling model where the seller initiates the sales conversation. Inbound sales, on the other hand, refers to a model in which potential buyers, whose interest is piqued through information they obtain from news or ads, initiate contact with a sales professional.

Outbound sales include traditional methods of corporate selling such as cold calling, cold emailing, and following up. However, inbound sales use methods that have been made possible through advances in digital technology: content marketing, search engine optimization (SEO), search engine optimization (SEO), publication of white papers, industry reports, online ads, and influence marketing, blog posts and social media activity.

Outbound and inbound sales reps should be problem solvers and empathic when engaging prospects. Inbound sales have seen the concept of modern sellers becoming more like trusted advisors.

 

Finally, inbound buyers are described as “warm” and outbound prospects as “cold.” These descriptions indicate the level of potential buyer interest.

Outbound Sales Strategy

Outbound sales is a complex area and requires a laser-precise strategy that is based on real data from the sales floor. This strategy should address all aspects of the operation, including the human talent that drives them as well as the sophisticated tools that increase their capabilities. It also needs to account for the changing behavior and playbooks that guide engagement. To ensure that efficiency and performance are constantly improving, a reliable outbound sales system is essential.

Growlabs CEO Ben Raffi stated that “A proper strategy for outbound marketing has real science behind it. It is impossible to just pound the pavement and expect growth.

How to build an outbound sales team

In an article about Sales Hacker, Ben Raffi described how Growlabs helped his company grow from $0 in annualrecurring revenue (annualrecurring revenue) to $2.5 million in six months.

Ben Raffi states that targeting the right market segment and targeted messages are key to a scalable outsourcing model that leads to large-scale growth. These systems begin with accurately identifying your Ideal Customers Profiles (ICPs). Next, you target customers who match these profiles with highly targeted messaging.

He divided the process into six steps:

  1. Identify your most attractive markets via market segmentation.
  2. Clear, value-based hypotheses will guide market segmentation.
  3. Get customer data and insights.
  4. Analyze customer data, and group them into ICPs.
  5. Each segment’s attractiveness should be evaluated.
  6. Find leads in every micro-segment.

Once you have a scalable outbound process, you will need more SDRs to increase your revenue. This webinar is for those who are just starting to build a high-quality SDR team. These are the key points to remember when it comes training, onboarding, and hiring SDRs.

 

  • Learn the traits of a successful SDR.
  • Create a scorecard that is based on your ideal SDR profile
  • Instead of product training, start with persona training
  • Connect your solution with the pain points or goals of the personas

How to increase your outbound sales

Outbound sales performance can improve in three ways: 1) Scale operations by expanding territories and hiring more staff; 2) Drive process optimization and efficiency; and 3) Adopt sophisticated technologies like sales engagement platforms (SEPs).

Scaling up is not always a good idea. It can lead to financial disasters, such as spending too much on capex, additional staff, or other investments without validating addressable opportunities or verifying ROI. Before you make the leap, ensure that your company is ready to play in the big league.

Stable business growth requires a stable outbound sales process, a competent (and trained) sales team, decent digital tools and a reliable monitoring platform. These are the foundational items that will allow you to execute growth-focused sales strategies.

Outreach’s Agoge Team demonstrated that optimizing sales playbooks and sequences via A/B testing is one method to achieve large growth. The Agoge Team was an incubator for messaging and process innovation and broke all previous records with 243% quotas and 100% participation from sales representatives

Key Performance Indicators (KPIs),

Many performance indicators can be used to track business results. Each indicator might not be applicable to every sales organization. It is important that you identify the performance indicators that provide the greatest value to your business and your sales operation.

 

Nevertheless, here are four indicators you should always be looking for:

  1. Sales Cycle Time – This indicates how long it takes for a lead to complete the buyer journey and make an informed purchase decision.
  2. Cost per Opportunity – This is how much it costs to generate a single lead. Focusing on high-value leads may improve ROI.
  3. Click Through Rates – This is a measure of the effectiveness or fitness of your call to action messaging. Low click through rates can negate all your efforts to reach potential customers. You can improve your performance by changing the timing or approach of your messaging.
  4. Calls to Close Ratio- This metric indicates how many leads you will need to contact in order to convert or close a deal.

Best Practices for Outbound Prospecting

Outbound sales success is where your strategy execution matches the realities and behavior of your ideal customers. This can only be achieved if you continuously improve your best practices and use the best-in-class selling tools.

Flexibility is the most important asset in outbound sales strategy. You must be open to adapting to changing market conditions. It is crucial to be able to test, measure and improve your sequences, sales tools, or sales techniques in a changing environment.

Outbound Sales Tools

Your customer relationship management is the foundation for your outbound sales team. Without it, your lending system and science for your sales process are impossible.

However, a reliable CRM will not get you far if your competitors use marketing and sales software that helps drive differentiation and competitive advantage. Your technology stack should include email automation, auto-dialers and web conferencing. Document management, market intelligence, market intelligence, and any other sales enablement software.

Sales Engagement Platforms are the newest addition to these technologies. You should look into one that suits your business model, target customer, and long-term growth of your outbound sales strategy.

Contrary to popular belief outbound isn’t going away anytime soon. Waiting for it is to happen and focusing on your inbound marketing campaigns will result in huge revenue opportunities being lost. Be smart, embrace outbound and be darn good at it.

Communication Channels Introduce New Opt-Outs

Opt-outs by Prospects used to be “all of it” and meant that they were removed from all channels. This resulted in sales being halted. Opt-Outs for Channels of Communication allow sellers to connect with prospects on their preferred channels while remaining GDPR compliant.

Conclusion

Employing an outbound selling strategy can increase sales and reach your business goals. It is an effective technique that involves reaching out to potential clients proactively. It is crucial to your company’s succes.

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