It’s no secret that outbound sales have a bad reputation due to aggressive sales pitches and cold calling. But, that’s just the tip of the outbound sales process.
Between Inbound and Outbound Sales, Inbound seems easier as you get leads delivered to your hands directly from the website. But, the question is do you get the prospects right?
Well, Outbound prospecting solves this problem. Pick and choose your ideal customers, then get in touch with them directly. There are outbound sales strategies that can propel your revenue, let’s walk through some of them.
To get you started with your next outbound sales campaign, here’s what we’ll go over in the next 2 minutes:
- Introduction to Outbound sales
- Difference between Inbound and Outbound
- Tactics for your outbound sales
Outbound sales? What is it?
The seller in an outbound sales scenario actively seeks out potential buyers and communicates with them via cold calling and emails. This allows the seller to strategically move prospects towards a purchase decision by following up, giving demos, or negotiating for a deal. You can approach people that fit your ideal buyer persona.
Difference between Inbound and Outbound Sales:
While the Outbound sales process is about selling a product or service and pushing messages to broader audiences, Inbound marketing focuses on grabbing the attention of customers looking for solutions. Outbound sales create a highly targeted outreach, connect you with qualified leads, and drive sales to reach the desired targets. Although it has its own challenges, it has proved to drive higher ROI than Inbound sales which uses SEO, social media, or content marketing as a medium.
However for a business to benefit and get more leads, it is important to leverage both Inbound and Outbound sales.
Outbound sales strategies to grow your business:
- Define what your ideal customer looks like:
Setting specific targeting criteria and creating an ideal profile can help you to personalize your email campaigns. A customized email message or call is better than a plain and simple cold email or cold call. Basically, don’t waste your time on prospects that won’t close.
- Automate the outbound sales process:
Firstly, this is going to save you a lot of time. Secondly, automating can make your sales rep more efficient. Try CRMs, research tools like Clearbit, email sequences or templates, LinkedIn automation, etc.
- Go Omnichannel:
Utilizing multiple channels is now a prerequisite for getting in the right customers. After all, how many times are you going to call the same person? Instead, reach out to them through emails or LinkedIn next time. But, be sure not to overwhelm your prospects with follow-ups.
- Leverage referrals:
Allowing your customers to help with your acquisition strategies gives you the benefit of social proof. You can ask them to review your products and services on various platforms (e.g.: G2, Capterra)
- Calling Scripts:
Choosing between scripting your reps and allowing them flexibility can be challenging. With practice, though, you will discover what works for your team. In the end, you will work with your reps to support their performance.
As said earlier, Inbound and Outbound sales go hand in hand. For a business to grow, you need to incorporate both in your sales process. Now, that sounds like a lot of work. Pixelo has helped companies with planning out their outbound sales process to generate SQLs and MQLs with outbound prospecting tools. Once you put these strategies together they have the potential to boost your business revenue.