Table of Contents

The Role of Outbound

  • Why outbound fails?
  • The changing buyer process
  • Role of experise in consultative selling
  • Importance of networking

Initial Setup

  • Target Audience, ICP, Buyer Personas, JTBD
  • The buyer journey
  • Value proposition statement and messaging
  • Evaluating addressable market
  • Setting Goals < Milestones < Objectives


First Steps

  • Qualities
  • Discipline
  • Getting started with an initial outbound lead pipeline
  • Generating a timeline

Outbound Calls

  • Pre-call checklist and call planning
  • How to conduct a discovery call?
  • Suggested conversation flows
  • Qualification Questions
  • Call and email scripts
  • Objection handling

Scaling Outbound

  • Constant prospecting
  • Campaigns
  • Tools
  • Automation
  • Marketing support
  • ABM and ABS
  • Supportive sales material
  • Other resources

Using the CRM

  • A sample configuration
  • Lead statuses
  • Sales statuses
  • Opportunity stages
  • Activities vs. Tasks

Managing the People

  • People
  • Organizational alignment
  • Team motivation & incentivising mechanisms

Capturing Buyer Intent

  • Importance of intent capture
  • Tools

Territory Planning and Forecasting

  • Initial onboarding checklist
  • Understanding the Org. Strategy, Vision & Mission
  • Other rules, practices and good-to-knows

Maintaining Outbound

  • Cycles
  • Measure, Adjust, Improve
  • Data-Driven Decisions

The ROI of Outbound

  • How to know if it is worth it?

Sources

  • Various sources