New Methods of Outbound Sales
By Erika Sommer, Content Writer at PipelineDeals
Traditional outbound sales have always been the sustenance needed to acquire leads. But in this day and age, there are many alternative methods of outbound lead “mining.” Most of which are actually more efficient.
We’ll discuss the most useful methods, all of which can be found in our Building a Lead Machine eBook.
Build a Target List
A target list is a group of people in specific industries who you want to develop an interest in your product or service. You essentially want to build out a large database of potential leads. The larger your market, the more room you’ll have to mine through the gutter for those gems.
And the idea is to grab these potential leads before they come into your space. Make them aware of your product, before they know what it is.
So how do we do this? Well, keep reading.
When pinpointing targets, you’ll want to start with the big shot in charge of the customer you’re aiming at. For example, if you’re looking to target someone in sales, try contacting their vice president or director.
And while this person won’t be who you’ll negotiate the sale with, they will better be able to direct you to your point of contact.
Invest in a Platform
If you have the budget, it’s highly advised to invest in a specialized data resource to help build these lists. This can come from an internal specialist, or an external data company.
If you choose to outsource, some recommendations include purchasing off-the-shelf lists, custom lists, and lead generation platforms. All are explained in further detail in our Building a Lead Machine eBook.
If you want to keep the position in house, try creating a Sales Development Rep (SDR) role within your sales team. SDR’s help scout out targets and help move them through the sale pipeline.
But if your business isn’t large enough to support a SDR, make sure you’re actively researching, list building, and creating mass email campaigns. Also, create designated times each day to reach out to targets. And always work around the customers’ schedule.
As a side note: Make sure you’re actively seeking referrals at all stages of the sales process. This is a reliable way to gain easy access to leads.
Invest in the Right Tools
One of the most important aspects of generating and qualifying leads is finding a good tool to help ease you through the process. There are a few different options we’ve reviewed below.
Lead Generation Platforms
Who doesn’t love the idea of automated lead generation. Well, this is becoming more of a cost-effective reality. These platform’s build databases where they can use marketing techniques to find targets who are already interested in your product.
Examples of these platforms include GoodCall, Carburetor, and SalesLoft. You can read more about them in our eBook.
Target Database Building-List Companies
These companies will help you by providing target leads to contact. You can read reviews of the most popular companies in Building a Lead Machine.
Data and Data Augmentation Tools
This type of service can provide you with data such as email addresses, geographic locations, vertical markets, and more. And most will automatically load the data into your systems. Some popular tools include Datanyze, LinkedIn, Mattermark, FullContact, and Social123.
Email Automation Tools
With email automation tools, you can use templates, quickly send emails to groups, and track who opened them. You can also view who clicked through links, as well as which emails bounced.
From there you’ll be able to gauge who to call first based on their click through rates.
Examples of some of these tools include PipelineDeals, MailChimp, AWeber, and Constant Contact.
So, now you have a glimpse into some new ways of capturing outbound leads. But for a more comprehensive account, make sure to check out our eBook, The Pipeline Way: Building a Lead Machine.