Modern Outbound Sales Advice | The Sales Developers

Your modern outbound questions.

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We’re curating the best in modern outbound sales advice for teams wanting to continuously improve. No fluff, quick, and digestible amounts of valuable knowledge to help anyone improve their skills and strategies. Submit a question and we’ll notify you when we publish an answer!

All

Strategy

What are the goals of Outbound?


  1. Gather information
  2. Create awareness
  3. Set a meeting
  4. Close a deal
Learn More

Strategy

How does data validation work?


Validating data means checking every email for deliverability (including catchalls), reviewing every social profile for title and current company, and calling every phone number to reach (a) the prospect live (b) the prospect’s voicemail with name or (c) the prospect’s admin who confirms it is their best number.
Learn More

Strategy

How does Math of Sales work?


The math works backwards from a quota of 1 sale.

  1. Goal: Close 1 sale.
  2. A 25% closing rate means you need to present to 4 prospects.
  3. An 80% meeting hold rate means you need to schedule meetings with 5 prospects.
  4. A 20% meeting scheduled rate means you need to speak with 25 prospects.
  5. A 10% dial-to-connect or email reply rate means you need to reach out to 250 prospects once each (or 50 prospects five times each).
Learn More

Strategy

Is my data good?


If your team or data vendor is validating data for you, then you can determine if your data is good depending on the results you’re getting based on this criteria:

  1. Do the available phone numbers reach the intended prospect?
  2. Does the email address actually deliver?
  3. Does each prospect actually pick up the phone?
  4. Does each prospect open the email?Are we reaching the appropriate title or job function in our swimlane?
  5. Does the prospect have the current problem we have a solution for?
Learn More

Strategy

What is an acceptable ROI with outbound?


You decide. Math of Sales tells you what’s possible. If you’re just starting, this is the wrong question.
Learn More

Strategy

Can we target multiple personas/industries in 1 campaign?


You can, but generic messaging vs persona-based messaging = average results vs extraordinary results. Everyone else is doing the lazy version of this ("spray and pray"), so to get results that exceed the average, we have to be more focused.
Learn More

Strategy

How do you nurture leads that are not ready to convert?


Depends why they aren’t ready to convert. If something changes, let them know! If not, a steady drip of useful information can’t hurt.
Learn More

Process

How can I improve handoffs from SDR to AE?


SDR gets it to hold; AE handles reschedule and next steps.
Learn More

Process

What is a campaign?


  1. Start with a goal (Drive awareness, learn something, set a meeting).
  2. Determine the target and build a curated list.
  3. Develop messaging with an offer or qualifying questions.
  4. Leverage the right channel that your next best customer is most likely to be reached in.
  5. Determine the timing of the offer or goal so you can optimize for success.
Learn More

Process

What is the best channel to prospect with and why?


It depends on your audience, not you. All channels work for some people some of the time.
Learn More

Process

What is bucketing leads?


Bucketing leads means you put your prospects into four buckets and work them backwards for maximum success:
  1. Uncontacted
  2. Working
  3. Priority
  4. Meeting Scheduled
Learn More

Process

How can salespeople stay relevant with their hundreds of prospects and build it into their everyday routine?


Bucket your leads & spend the most time with people you’ve already reached. If you have too many, prioritize them further. Provide some reason to care about what you have to say (focused on creating value for them).
Learn More

Tools

How should sales development reporting work?


Reporting must be real-time, scalable, and accessible for everyone involved.
Learn More

Tools

How do our tools work?


You’ll have to see it to believe it. Salesforce.com is the hub & everything plugs into it.
Learn More

Management

What traits should SDRs have in the AI era?


  1. Fearlessness. If you’re scared of AI, it clouds your ability to spot its potential in your workflows and holds you back from making full use of it.
  2. People skills. AI unleashes SDRs tether to the documentation side of the business and frees them to create the relationships your customers want.
  3. Team player. AI makes SDR teams smaller, placing each rep in a holistic unit that unites sales, marketing, and customer service.
Learn More

Management

How many meetings should I expect from an SDR?


It depends on Target, Message, Channel, Timing, Activity, and Skill.
Learn More
Strategy

Strategy

What are the goals of Outbound?


  1. Gather information
  2. Create awareness
  3. Set a meeting
  4. Close a deal
Learn More

Strategy

How does data validation work?


Validating data means checking every email for deliverability (including catchalls), reviewing every social profile for title and current company, and calling every phone number to reach (a) the prospect live (b) the prospect’s voicemail with name or (c) the prospect’s admin who confirms it is their best number.
Learn More

Strategy

How does Math of Sales work?


The math works backwards from a quota of 1 sale.

  1. Goal: Close 1 sale.
  2. A 25% closing rate means you need to present to 4 prospects.
  3. An 80% meeting hold rate means you need to schedule meetings with 5 prospects.
  4. A 20% meeting scheduled rate means you need to speak with 25 prospects.
  5. A 10% dial-to-connect or email reply rate means you need to reach out to 250 prospects once each (or 50 prospects five times each).
Learn More

Strategy

Is my data good?


If your team or data vendor is validating data for you, then you can determine if your data is good depending on the results you’re getting based on this criteria:

  1. Do the available phone numbers reach the intended prospect?
  2. Does the email address actually deliver?
  3. Does each prospect actually pick up the phone?
  4. Does each prospect open the email?Are we reaching the appropriate title or job function in our swimlane?
  5. Does the prospect have the current problem we have a solution for?
Learn More

Strategy

What is an acceptable ROI with outbound?


You decide. Math of Sales tells you what’s possible. If you’re just starting, this is the wrong question.
Learn More

Strategy

Can we target multiple personas/industries in 1 campaign?


You can, but generic messaging vs persona-based messaging = average results vs extraordinary results. Everyone else is doing the lazy version of this ("spray and pray"), so to get results that exceed the average, we have to be more focused.
Learn More

Strategy

How do you nurture leads that are not ready to convert?


Depends why they aren’t ready to convert. If something changes, let them know! If not, a steady drip of useful information can’t hurt.
Learn More
Process

Process

How can I improve handoffs from SDR to AE?


SDR gets it to hold; AE handles reschedule and next steps.
Learn More

Process

What is a campaign?


  1. Start with a goal (Drive awareness, learn something, set a meeting).
  2. Determine the target and build a curated list.
  3. Develop messaging with an offer or qualifying questions.
  4. Leverage the right channel that your next best customer is most likely to be reached in.
  5. Determine the timing of the offer or goal so you can optimize for success.
Learn More

Process

What is the best channel to prospect with and why?


It depends on your audience, not you. All channels work for some people some of the time.
Learn More

Process

What is bucketing leads?


Bucketing leads means you put your prospects into four buckets and work them backwards for maximum success:
  1. Uncontacted
  2. Working
  3. Priority
  4. Meeting Scheduled
Learn More

Process

How can salespeople stay relevant with their hundreds of prospects and build it into their everyday routine?


Bucket your leads & spend the most time with people you’ve already reached. If you have too many, prioritize them further. Provide some reason to care about what you have to say (focused on creating value for them).
Learn More
Tools

Tools

How do our tools work?


You’ll have to see it to believe it. Salesforce.com is the hub & everything plugs into it.
Learn More

Tools

How should sales development reporting work?


Reporting must be real-time, scalable, and accessible for everyone involved.
Learn More
Management

Management

How many meetings should I expect from an SDR?


It depends on Target, Message, Channel, Timing, Activity, and Skill.
Learn More

Management

What traits should SDRs have in the AI era?


  1. Fearlessness. If you’re scared of AI, it clouds your ability to spot its potential in your workflows and holds you back from making full use of it.
  2. People skills. AI unleashes SDRs tether to the documentation side of the business and frees them to create the relationships your customers want.
  3. Team player. AI makes SDR teams smaller, placing each rep in a holistic unit that unites sales, marketing, and customer service.
Learn More

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