How to systematize an outbound sales process with a small team
Facing a similar challenge?
- Talk to someone who has been there before
- Get unbiased insight from industry veterans
- Work through the issue with a mentor by your side
Outbound sales is exactly like any other process, you need to have steps along the way leading to a defined outcome.
To build this process start with the end in mind.
Imagine your client/user/consumer is a raving fan and they have just referred their 8th friend/colleague to buy what you sell… now go back a step, what needs to happen before that?
Then keep going back steps until you end up with an ideal customer profile (the organization who buys) and buying persona (the person who buys).
Common steps involve outreach (cold or otherwise), a qualification method, a sales call, sometimes procurement/governance, a way to get paid and more.
Once you have that process mapped out you simply backfill systems to achieve the goal each time.
For example, your process could be “sales call” > “proposal created.”
- What are all the boxes that need to be ticked before you create a proposal?
- Who creates the proposal?
- What does the template look like?
- How do you fill in this template?
Lastly, the biggest mistake we see in sales is pursuing too many bad deals (“it might come in” syndrome).
Your process MUST account for the question should we create a proposal or should we delay/end this conversation?
Think of your process as a flow chart and every step has a reason to not continue if the deal is not really a deal.
Don’t worry, we got you!
Speak with one of our Outbound mentors to walk through this step by step.
MENTORS WE RECOMMEND FOR THIS TOPIC
“Kosta had some really insightful tidbits about scaling a startup with just b2b calls. He also was very generous about staying updated on my progress and giving me feedback on my call/email marketing scripts. I’m looking forward to staying in touch with Kosta.”
“It has been great to get to know Kosta and to ask him suggestion regarding out outbound process. Wonderful vibes, and hope this to be the first of many conversations. Thanks again!”
“As always, Mark’s knowledge and understanding on everything outbound is extremely helpful. Thanks Mark!”
“Mark Colgan is a great mentor, who really gets marketing automation and the software stack that goes with it. He really understood the root of my questions around marketing automation. He is also a well connected guy on the growth marketing scene and helped me out with a couple of connections. I look forward to speaking with Mark again soon!”