Five Key Parts Of Outbound Sales

By Chris Combs

On the LinkSquares blog we like to share our journey through sales with our readers. Not only because we build tools that serve sales teams, but also because it helps us get better at sales as well. After all, we aren't that different from the teams that use our products.

So lately we've been working on some outbound sales strategies and building a process to find and contact our target customer. Ive included some tips, tricks and tools we used to create our outbound sales strategy.

1. Who is your customer? - First off, its critical to know your customers well enough to find them. Who do you want to contact about looking at your product? What department do they work in? What is their title? Its critical you're clear on these questions to start, or your research work may be wasted.

2. Research Names - Once you have identified the prospect type or role, you want to locate a group of potential contacts.  LinkedIn is a good place to start your contact research for free, but if you want to increase your efforts and scale you may want to purchase a tool like Datanyze to grab a bigger list.

4. Find Phone and/or Email - Once you have a name of a contact at an organization you will need to find a phone number or email. Most basic contact information (general phone and email) are on a companies website, but that type of contact information typically isn't very helpful. You want to try and find direct emails and phone numbers if possible. Again, using tools here like Data.com by Salesforce may help you find a specific email or direct line.

To help with this problem of find direct contact information, we are currently building our own email finder here at LinkSquares.  We will hopefully be able to release that as a tool other can use sometime in the future.

5. Start Contacting -Now the fun starts. Once you have a list of good information you can start trying to contact those folks to pitch your product or service.

One note on cold calling vs cold emailing: If you haven't had any previous experience or training cold calling, you may find it very difficult.   My recommendation would be to  start with some emails first, it will help you improve your messaging and see what is working. Once you make some progress and have you key points down you can then try some calling.

With your email, make sure you have a single, focused request for the contact and be specific about it. Do you want to setup a short 15 minute call to pitch the product? Then make sure that request is spelled out clearly in the last line of your email so it is fresh in the prospects head.

If you do start calling, make sure you have a good script with your key points you want to cover written down. I've always found its good to have a couple good questions for the contact to get them talking as well. Things like "Are you the person in charge of X?" or "I was curious how you currently handle X in your job?"

So theres a basic framework to start with. As with anything in sales, its all a game of math and science. The more people you contact the higher your chances you will find the right person to talk with.

Once your efforts start to build your pipeline then you can utilize LinkSquares Document Automation tools to manage your quoting and contract processes to close those deals quickly and efficiently. Good luck and happy selling!

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