Sales Through Inbound Outbound Marketing
If you're like me and are brainwashed into thinking that the only way to generate pipeline is through inbound leads, I can tell you from first hand experience you're wrong. Outbound prospecting can be extremely successful if done right. Here are a few tips to increase sales through outbound marketing
Leverage Technology to Define Target Accounts- To help find these companies. Whenever possible, stay away from purchase lists. The data is not accurate and your reps will waste cycles on companies that are not a good fit.
Create an outbound cadence (typically calls & emails) and find a solution that will make it easy for your reps to manage each step. We use Salesloft and couldn't be happier. It's like having a personal assistant that tells you what needs to be completed each day.
Include a Step For Social Prospecting. We use LinkedIn and Twitter to find pieces of information we can use in our messaging to help build relationships through our emails.
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