If you follow each of the following steps, you’ll have an outbound process that will boost your sales.
Step 1: Define your needs
The first step is to sit down with your sales and marketing teams and define your outbound sales process based on your sales goals.
Are you looking to generate more qualified B2B leads? Or are you looking for a way to increase the close rate of your existing leads? Are you looking to lower your customer acquisition costs?
Maybe you’re looking for all of these at once.
You’ll need to dig deeper into this step, trying to assess your dataset goals as accurately as possible, as well as the appropriate KPIs, such as:
- Number of new B2B leads to be generated per week/month;
- The number of meetings per sales representative, per week/month;
- The number of deals closed per week/month;
- And so on.
Step 2: Manage your sales organization
Once you’ve defined your goals, it’s time to build your sales organization to achieve those goals with your inside sales team.
This means you’ll need to assign the right roles to the advertising resource right people and ensure everyone is on the same page regarding goals, processes, and responsibilities.
Creating your sales organization will involve several tasks, including:
- Recruit salespeople for your inside sales;
- Train them in the sale of your product or service;
- Create a sales pipeline and process;
- Choosing the right sales tools for your business.
If you want to save time and increase your sales efforts, we recommend using a sales automation tool like LaGrowthMachine .
This way, you can automate all your manual outbound sales tasks.
Step 3: Create a guide for your outbound sales
Now, it’s time to create a playbook or a guide for your outbound sales.
A playbook is a document containing all the information related to your outbound sales process, from start to finish. It should include everything from how you plan to european union phone number generate leads to how you’ll track them.
The purpose of this document is to ensure that all members of the sales organization follow the same process and use the same sales methods.
Some elements you should define and include in your outbound sales playbook are:
- The profile of your ideal client;
- Description of the buyer persona;
- Definition of the target market;
- Your value proposition;
- Competition analysis;
- The outbound sales strategy;
- Your content marketing strategy;
- Your lead generation tactics;
- Your lead nurturing tactics;
- Sales email templates.
Step 4: Implement your process and track your results
Now that you have everything in place, it’s time to foolproof outbound implement your outbound sales process and track your initial results.
You’ll need to pay close attention to your KPIs to see if you’re hitting your targets.
The KPIs you will need to track are :
- Number of B2B leads generated;
- Scheduled meetings;
- The sales that were achieved;
- The closing rate;
- The time you have spent with each client.
