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