How to get started with outbound?!

  • New AE at a job with all inbound
  • Demand gen runs outbound on the side
  • I see a seasonal drop in leads and want to grow my funnel
  • Asked manager for license to kill and he gave me permission to run outbound however the fuck I want

Suggestions to do these work on the side of inbound, how to get started and what tools to use?


🐱 Off-Topic
🔎 Prospecting
☁️ Software Tech
15
poweredbycaffeine
WR Lieutenant
6
☕️
So you asked to do something without a plan for how you'd do it? Sounds about right for a savage.

Here's your toolset:
1) ZoomInfo or Apollo.io (free)
2) A sequence/cadance tool (if you have HubSpot, use this, if not, Apollo is free for that, too).
3) Work with demand gen to understand how they segment their outbound audiences. Take those groupings and create lead lists based on your ICP.
4) Target 100-200 contacts at a time with specific messaging (email + phone) and track the success of that campaign.
5) Adjust the campaign messaging based on open rate, click rate, booking rate, conversion rate to ops, close rate, etc.
6) Repeat.
KingofGIF
Politicker
2
AE
Yed I did. With the war room on the side, I feel like I can do anything nowadays. If this goes very well (as expected), I'm gonna have to ask him to call me boss and make me the CRO, in which case you'll see me around posting several questions here.
KingofGIF
Politicker
0
AE
great set-up, looking into it, thanks!
poweredbycaffeine
WR Lieutenant
3
☕️
War Room Success Stories: AE to CRO; how I did it in 3 simple steps.
artofsales
Good Citizen
2
Sr. Director of Enterprise Sales
Suggesting one small step before step 5. 4b) Automate a follow up sequence based on their open rates and time. Give a CTA to block a time for 30mins and drop your calendly link. Tweak your follow-up timings based on your response rates
poweredbycaffeine
WR Lieutenant
0
☕️
That's a bit more granular than the outlined plan I was giving here, but good add.
KingofGIF
Politicker
1
AE
super good add, thanks Mr Art of Sales
Kirby
Politicker
2
Sales Representative
What tech stack do you currently have? Are you basically asking how to run outbound on a budget? Or do you want tips for starting outbound when it hasn't been done at your company before?
KingofGIF
Politicker
0
AE
None, but I can get the budget. Outbound is being done by demand gen at a nasty scale, but outbound by AEs has not been done before.
rainmakerinthemaking
Politicker
1
Enterprise Sales executive
Zoominfo + Zoom engage + Sales Navigator. Should be good enough for now 
KingofGIF
Politicker
0
AE
thanks
Kirby
Politicker
2
Sales Representative
I strongly recommend Interseller if you plan on focusing on email. It’s a lean tool that can do both lead gen and sequence your emails. Build a sequence out, starting with Sam Nelson’s Agoge template, but then mixing in your own language. To set your emails up for success, look at the marketing language you’re using and steal from them what’s working. Best of luck!
KingofGIF
Politicker
0
AE
much appreciated!
CuriousFox
WR Officer
2
🦊
I need a bit of information. Mid Market? Enterprise? Vertical?
KingofGIF
Politicker
0
AE
SMB and mid-market, overall seed to series B startups
BmajoR
Arsonist
2
Account Executive
I would get started with email. 
KingofGIF
Politicker
1
AE
noted, on it
LordBusiness
Politicker
1
Chief Revenue Officer
So many questions, mostly aligned with what the target market size is?  If its HUGE, then you should be thinking "spray and pray" to try and identify potential buyers.  If its NOT huge, then you should be thinking "personalization at scale to the potential prospects that have the highest propensity to buy".  One thing I will tell you -  there is no easy button or magic bullet with outbound - its a GRIND. 
KingofGIF
Politicker
0
AE
SMB-Mid-market (startups seed to series ABC), based in North America. Is huge, but looking for personalization at scale since demand gen is doing the spray and pray.
Thanks for the advice, ready to GRIND!
rainmakerinthemaking
Politicker
1
Enterprise Sales executive
Start with a plan. A plan to get ideal personas to talk to you, a plan in which you are able to reach out to as many prospects with as little time and effort as possible. An email campaign or a standard 13 touch-point sequence should be a good start. 

Do not start with cold-calling. As per Rob says ..Cold Calling is the equivalent of going to a crowded bar and asking everyone, one after another for their phone number to get a date. It's low effort and low potential outcomes.

I make the mistake of gg full cold-calling in my first few mths, my pipeline in the next few quarters is dry af. 
KingofGIF
Politicker
0
AE
I appreciate your wise words saving me from a dry pipeline. 
Blackwargreymon
Politicker
1
MDR
What tech stack do you currently have? Are you basically asking how to run outbound on a budget?
LanceDollarz
Opinionated
0
CEO
What industry are you in?
Are you looking to build a new outbound campaign from the ground up?
KingofGIF
Politicker
0
AE
All things tech, going after any and all tech startups in seed to series abc stages
yes I am
Error32
Politicker
0
ISR
I find the most important part is the research and preparing questions ahead of time (not statements I want to make... questions i want to ask).
4

How do you compensate your SDRs who do both inbound and outbound prospecting?

Question
6
Where have you seen most success?
41% Having Inbound and Outbound as two separate teams with different comp plan.
36% Have the SDR do both but pay more for the SQL generated from outbound.
23% None of the above.
39 people voted
7

Advice on what helped you get started or you wish you had on your first day as an SDR

Discussion
12
5

Recommendations for starting an outbound team from scratch?

Question
9