One of the main reasons businesses fail is because they don’t take a proactive approach to sales. Here’s how outbound sales can help.
What are Outbound Sales?
Outbound sales refers to the proactive approach taken by a salesperson to connect with a potential customer. Typically, an outbound sales agent will either call or email a prospect who hasn’t necessarily shown interest in the product or service they are offering, but fit the ideal customer profile.
Today, outbound sales strategies are much more targeted than they have been in the past. Between social media platforms and easily accessible email addresses, outbound sales teams no longer have to rely on cold calling like they did in years past. Instead, they can connect with more qualified prospects and leads, generating interest and closing deals.
Inbound vs. Outbound Sales
While inbound and outbound sales teams often wear two hats, there is a genuine difference between the two approaches. With inbound sales, it’s the prospect that initiates the conversation. With outbound sales, it’s the agent that initiates the conversation.
The difference between inbound and outbound sales may seem minor, but the implications run deeper than most people think. The job of an inbound sales team is to field calls and emails that come from leads and potential prospects. Without a steady stream of inbound leads, the inbound sales team won’t be able to generate sales.
That doesn’t mean an inbound sales team isn’t critical to scaling your business. Creating a steady stream of inbound leads is one thing, but without a properly trained representative to answer questions and help guide the customer along their journey, you’ll lose out on a number of new clients. Inbound teams often work much quicker, and operate more efficiently than their outbound counterparts.
On the other hand, an outbound sales team is responsible for both sourcing and landing new customers. Outbound agents are experts in pinpointing the right type of client, and getting your product or service through doors that would have otherwise remained closed. The process is more time intensive, but can yield better results.
Which is Best for Your Business?
The right choice for your business depends on how your company currently operates. If you have a successful inbound marketing strategy in place, then you’ll want to focus your efforts on monetizing those leads. If your company has little to no inbound leads coming in, then you’ll want to build an outbound sales team.
If you have the bandwidth, you should spend time building both. Inbound and outbound sales are both important to the success and growth of your business. While you may find more success with one, you’ll be leaving money on the table by ignoring the other.
Best Outbound Sales Strategy
Like most business strategies, there’s no single approach that is truly a one size fits all. The best outbound sales strategy will depend on the current size of your business, bandwidth, and goals. That being said, let’s break down the steps you should take to build an outbound sales strategy that drives revenue on a consistent basis.
1. Separate Inbound and Outbound
Now that you know the difference between inbound and outbound sales, you can see why separating the two is an important first step. Let’s take a quick look at some of the reasons why you’ll want to create two different sales teams.
First, the goals and objectives for inbound and outbound sales don’t align with one another. For example, an outbound agent may be required to make a certain amount of calls in a week. Which is something that is completely in their control. However, inbound agents can hit the number of calls the inbound marketing team generates for them.
Next, the training and mindset is completely different when it comes to customers they will be dealing with. Working with a customer who has already shown interest in your product or service is much different than working to generate interest for someone who is unfamiliar with your offering.
For those reasons, and countless others, make sure to separate your inbound and outbound teams.
2. Develop Your Process
Learn to walk before you run. It’s all too common for business owners and sales managers to try to hit the ground running. But without a proper system in place, you can end up doing more harm than good. There will be hiccups that present themselves early and often, but with a proven process, you’ll be able to adapt and overcome them.
So, what are some things you’ll need to consider before getting started?
- Ideal CustomerWithout a customer profile, your agents can waste valuable time and resources going after the wrong people.
- SchedulingDo you know what time zone our ideal customer typically operates in? Try to schedule your team to work when your customers do.
- Tools and ResourcesAre you expecting your outbound sales team to do everything manually? For them to succeed, they’ll likely need access to platforms designed to help them manage and engage their prospects.
- Call and EmailSet your team up with professional business emails and work phones.
- Sales MaterialsDon’t expect your team to fly blind. If you have hard data and insights, especially in regards to how you separate yourself from your competitors, make sure your team can utilize it.
- Contracts and TemplatesHave your contracts ready to go, so your team can quickly fill them out and land new customers.
- Onboarding ProcessOnce your outbound sales team closes a deal, do you have another team to help with onboarding? Or will your sales agents be responsible for maintaining the relationship?
3. Emphasise Onboarding Experience
Setting your outbound sales team up for success starts with you. After you have your systems and processes in place, the next step is taking the time to train your agents so they can become experts in your product and industry. Knowing about your product is important, but knowing your competitors and customers needs will be crucial to your success.
When you bring on a new outbound agent, have a repeatable onboarding process that gives them the tools and knowledge they need to succeed. Training materials, knowledge bases, and live recordings can all help ensure that your agents stand out.
4. Call Tracking and Analysis
With email, you’ll have a hard copy of all conversations and interactions between your company and customers. Making it easy to go back and see where you went right or wrong.
However, when it comes to phone calls, you can end up leaving a lot of money on the table if you’re not careful. If you have the budget and ability to track, record, and analyze calls between your customers and your sales team, you can definitely use it to your advantage.
For starters, call recordings are great training tools. Both for rookie and veteran sales teams. The reason being, you can spend time listening to common issues that may arise during conversations, and how your outbound sales agent either successfully or unsuccessfully responded.
With more in-depth tracking software, like Telnyx’s call control, you can even have your sales manager coach your agents on live calls. This way, you can take proactive steps to close deals, rather than reactively.
Build and Scale Outbound Sales with Telnyx
When you’re finally ready to build and scale your outbound sales team, you’ll need to find a vendor that can handle all your outbound needs. At Telnyx, that’s exactly what we aim to do.
With industry leading pricing, and a self-service portal that gives you complete control and access to our award winning API, you’ll be able to reliably build out your Voice, SMS, and Call Control needs. Talk to one of our experts, and learn how you can get started in just minutes.
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