Objective

Understand what is outbound sales, why it can be a performant acquisition channels and how to implement an outbound sales workflow.

Table of Contents

Resources

• Templates
• Benchmarks
• Guides
• Mail Tester
• The High Expectation Customer - Julie Supan
• Senior Growth Engineer Job Description - Slite
• Automated follow ups ****- Anas El Mhamdi
• Email Outreach Study - Backlinko

<aside> 💡 This guide is meant to provide basic knowledge on a complex topic in the most concise manner. Never take anything as the gospel truth, read from multiple sources before acting.

</aside>

Introduction

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📖 Definition

What is outbound sales?

Definition

Outbound sales is the activity where a seller (typically a sales representatives), initiates engagement with a potential buyer (i.e a prospect). This is opposed to inbound sales, where it's the potential buyer that begins the conversation.

It is a 6 step process:

1. Define your target
2. Generate a list of prospects
3. Find contact information for those prospects
4. Set-up automated sequences
5. Write & personalise touchpoints
6. Monitor & improve touchpoints

Examples

• Yield Management SaaS
  • I want to: build a list of middle-range restaurants located in Paris
  • So that: I pitch them my yield management solution
  • In order to: convince them to subscribe for a yearly plan
• Employee Engagement Solution
  • I want to: build a list of software companies located in Germany
  • So that: I make a demo of my employee engagement solution
  • In order to: convince them to sign-up for a free trial.

🥅 Goal

Why would you want to do outbound sales?

The objective of an outbound strategy is to consistently and cost-effectively feed the sales team with as many qualified leads as possible. You are basically pushing people into your acquisition funnel by converting them from prospects to leads.

📋 Glossary

What are we going to talk about?