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Outbound Playbook
Home
Table of Contents
The Role of Outbound
Initial Setup
First Steps
Outbound Calls
Scaling Outbound
Using the CRM
Managing the People
Capturing Buyer Intent
Territory Planning and Forecasting
Maintaining Outbound
The ROI of Outbound
Main Website
Sources
Outbound Playbook
Home
Table of Contents
The Role of Outbound
Initial Setup
First Steps
Outbound Calls
Scaling Outbound
Using the CRM
Managing the People
Capturing Buyer Intent
Territory Planning and Forecasting
Maintaining Outbound
The ROI of Outbound
Main Website
Sources
More
Home
Table of Contents
The Role of Outbound
Initial Setup
First Steps
Outbound Calls
Scaling Outbound
Using the CRM
Managing the People
Capturing Buyer Intent
Territory Planning and Forecasting
Maintaining Outbound
The ROI of Outbound
Main Website
Sources
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
Google Sites
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