From Strategy to Success: A Sales Coaching Handbook for Sales Leaders


Let's explore the fundamental principles, tactical approaches, and strategic considerations necessary to excel in outbound sales.







Whether you are a seasoned sales professional looking to sharpen your skills or a newcomer seeking a solid foundation, this guide will equip you with the knowledge and tools needed to succeed in the dynamic world of outbound sales.

Table of Contents

Section 1: Outbound Foundations

  • Setting Outbound Expectations
    • Identifying Potential Risks
    • Setting a Minimum Outbound Deal Size
  • Ideal Customer Profile (ICP), Buyer Personas & Segmentation
  • Market and Persona Research
    • Steps to Start Market/Company/Persona Research
    • Recommended Sources to Research Competitors
    • The Cycle of Continuous Research








Section 2: Tactical 

    • Sequences & Frameworks
      • Standard Inbound Sequence Design Frameworks
      • Standard Outbound Sequence Frameworks
      • Midbound Sequences
      • Nurture Sequences
      • Actionable Steps to Create Effective Nurture Sequences
      • Nurture Sequence Designs 
    • Email Hygiene and Domain Deliverability 
      • Outbound Sales Techniques for Backend Email Hygiene 
      • Outbound Sales Techniques for Frontend Email Hygiene 
      • Keeping Your Company Domain Healthy: Prospecting Domains 


Section 3: Strategic 

  • Account-Based Selling

    • Understanding the Inside of Companies: Mapping 101
    • CRM/SFA: The Importance of Account Management
    • Lead Management and Account Conversion
    • Multi-Channel, Multi-Approach
    • Nurturing Success: Ongoing Training and Constant Coaching
    • The Road to Mastery: Patience and Persistence
  • Value-Based Selling 
    • Core Principles of Value-Based Selling to Incorporate Into Your Strategy
  • Competitor Research
  • Competition Differentiation: Blue Ocean Strategy
  • Success Metrics and Benchmarks