Outbound Sales Development

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How RevBoss Works

We’ve got the prospect data, software, and team you need to find your next customer.

1. Get the Right Prospect Data

We integrate with leading data sources — including our home-grown engine — to provide our customers precise, accurate B2B contact data.

2. Find Your Sales Flow

Our team builds a sales Flow that drives prospect engagement with personalized sales touches. We route active prospects to your sales team.

3. Learn, Rinse, Repeat

You work the prospect convos that we turn up and coordinate with our team to measure and optimize. We grow your pipeline and you win more customers.

Stop Prospecting and Start Selling

RevBoss does the lead gen grunt work so that your team can spend more time moving prospects to close.

Deep Dive On-Boarding

We kick off new customers with a 3-week on-boarding focused on uncovering key prospect segments and what will move them to action.

Custom Strategy & Messaging

Our Customer Success team builds the strategy and writes custom messaging for your program. We’ll drive every step of the process for you.

Meetings Like Magic

We’ll hit “go” together and a few weeks later the first engaged prospects will start to bubble up. Our team drops them in your inbox, your CRM or your calendar.

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What is 9+4?

Outbound Sales Development

If you want to make sure that your company is able to effectively generate revenue, then you need to make sure that you have a strong sales team. That is where outbound sales development is important. The backbone of your sales team is going to be your sales development representatives. Your sales team is going to be responsible for taking leads from the marketing team, reaching out to potential leads, and converting them to paying customers. You are going to have multiple sales development representative types as a member of your team. For example, you are going to have both outbound SDR specialists and inbound SDR specialists.

An outbound sales development representative is going to be responsible for prospecting a potential sale, moving them down the sales pipeline, and converting them at the end. In contrast, your inbound sales team is going to be responsible for taking prospects to reach out to the company or are referred to the company by someone else. Then, they are going to gradually work with that interested party until they become a paying customer. In order for your sales teams to be successful, it is important for them to follow SDR best practices along the way. Then, you can track the success of your sales team using SDR benchmarks.

It is critical for your outbound SDR team to follow the best practices in the industry. First, make sure that your sales development teams understand the importance of their sales cadence. This refers to the frequency that they contact a potential customer or client and the method they use. It is important for sales teams to keep in regular contact with their clients, but if they reach out too often, they risk scaring them away. Second, sales teams need to make sure they track their cadence data in the CRM. This is important for reviewing the success of their cadence later. Finally, it is also key for outbound sales teams to personalize their interactions to meet the needs of the potential client. This will increase their success rate.

Inbound Sales

In contrast to outbound sales, where the sales team is reaching out to lead they might have prospected on their own, inbound sales is a different type of methodology that prioritizes the challenges, needs, and goals of potential buyers. Whereas outbound sales teams tend to focus on trying to close the deal as soon as possible, an inbound sales team is going to work with customers where they are. For those wondering, “what is inbound sales,” the customer usually contacts the company instead of the other way around. Then, they will guide them through the decision-making process instead of pushing them through it. In many situations, prospects for the inbound sales team are referred to them by someone else. For example, instead of the company reaching out to a potential customer, the potential customer reaches out to the company through email, or they are referred to the company by someone else. This changes the way that the inbound sales process unfolds.

Because the inbound sales process is a little bit different, it is not unusual for companies to have people with different skills on the inbound sales team versus the outbound sales team. Even though the inbound sales team would still like to close the deal quickly, prospects are a little bit different when they are going through the inbound sales process funnel. It is important to continue to log critical information during the inbound sales process so that people can follow up appropriately. The major benefit of the inbound sales process is that there is no sales prospecting involved. Instead of having to reach out to people on the outbound team, the customers come to the company during the inbound sales process. This streamlines things a little bit better. In contrast, the inbound sales process can take a little bit longer in order to close a deal.

What Is Outbound Sales?

In contrast to inbound sales, where people contact the company, those who are members of the outbound sales team need to prospect potential clients on their own. For those who are asking, “what is outbound sales,” this is the process of defining the target market and reaching out to them. The outbound sales process tries to close sales as quickly and as successfully as possible. Therefore, those who are looking to increase their success when it comes to outbound sales need to take a closer look at an outbound marketing strategy.

Similar to other types of marketing, it is important to have a well-rounded outbound sales marketing strategy. There are a lot of tools that outbound sales representatives might use to help them close deals successfully. For example, social media advertising is a critical part of digital marketing today. A lot of outbound sales teams are going to use social media to identify their target market and reach out to them. Email marketing is another important tool want to comes to outbound sales. The outbound marketing team might also take advantage of print ads, radio ads, TV commercials, and might even attend conferences and trade shows where potential customers might be in attendance.

Without a doubt, one of the most important tools when it comes to outbound sales is cold calling. This is the process of calling people to see if they might be interested in the product or service that the company is offering. Even though a lot of people have caller ID, there are strategies to encourage people to pick up the phone. For those who are trying to run an effective outbound calling strategy, it is important to grab the attention of the person on the other end of the phone as quickly as possible. People have short attention spans today and it is important to hook them immediately. Then, it is important to be mindful of the prospect’s time and to make them feel valued. Remember that the goal of outbound calling is not necessarily to make a sale right then and there. A successful call would be convincing the prospect to set up a follow-up meeting down the road.

Outbound Sales Strategy

When it comes to an outbound sales strategy, it is important to keep the goal in mind. Outbound sales vs inbound sales are different things because the prospects are in very different places. When an inbound sales strategy is used, the person on the other end of the phone is already somewhat interested in the company because they reached out to the inbound sales team. This is what makes inbound vs. outbound prospecting different. The outbound prospecting strategy is going to be dealing with people who might not have even known that the company existed until a few seconds ago.

Therefore, the B2B outbound sales strategy is a little bit different. In the B2B world, the product life cycle is much longer. In the B2C world, consumers tend to make purchasing decisions based on emotion. It is not unusual to see people purchase something on impulse. In the B2B world, this is not going to happen. Therefore, it is important for companies to keep this in mind when they are developing a B2B outbound sales strategy.

It is important for companies to reach out to their potential clients on a regular basis; however, they need to be mindful of their cadence. Value the time of the representative on the other end of the phone. Make sure that you are providing them with important information. Businesses are going to make decisions based on the features of the product. Therefore, it is important to tailor the product or service to meet the needs of the company. By keeping in regular contact with a prospect on the other end of the line through messages, phone calls, or email, it is possible to make the prospect feel valued. This increases the chances of earning a conversion.

Outbound Sales Best Practices

Ultimately, the goal of outbound sales is to close deals as quickly and as often as possible. That is why it is important to use outbound sales best practices. By investing in outbound sales development, sales teams are going to increase their outbound sales skills. For example, it is important to use a structured sales process that can be repeated over and over again to efficiently close deals. By looking at an effective outbound sales process blow, it is possible to put a proven outbound sales methodology into practice.

Another one of the outbound sales examples of best practices is to always start by defining the ideal customer. In order to increase conversion rates, it is important to target the right beat. Defining the ideal customer is critical.

Then, as part of the outbound sales process meeting, it is important to segment the list as efficiently as possible. This will make it easier for members of the outbound sales team to keep their various prospects sorted appropriately. That way, they will be able to use personalized communication to close deals faster.

Finally, it is also a good idea to provide outbound sales teams with a script they can use. On the other hand, make sure they know that this script is only a guide. Every prospect is different and it is important to tailor the communication to meet their needs, making it easier to close deals.

When companies are able to follow these outbound sales best practices, they can generate more leads, increase their conversion rates, and drive the revenue numbers up. All of these best practices should be incorporated as part of the development of outbound sales representatives.

RevBoss has a turnkey approach. You tell them what you need in terms of your target audience and they do the rest. And the leads come in the door.
Mitchell Causey, Founder & CEO, Demandwell
RevBoss completely altered the trajectory of my business. I'm getting more qualified leads than I've ever had in 15 years of doing this business and I hit a 10X return within six months.
Donald Summers, Founder & CEO, Altruist
RevBoss is more consistent and predictable than a BDR -- it is faster and  achieves a broader reach than a BDR can because it combines expertise with automation.
Grace Tyson, Founder & CEO, Luma
Before, we were relying on word of mouth. It was very inconsistent and frustrating. With RevBoss, we finally have a repeatable model. We are having great conversations and learning from all of our leads.
Anil Rathi, Founder & CEO, Skild
RevBoss feels like an extension of our sales team, without the cost of a sales person. They know what works, they are responsive, and they take a genuine interest in our success.
Jeb Banner, CEO, Boardable
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