Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads
by William Miller
This title was previously available on NetGalley and is now archived.
Pub Date 03 Nov 2020 | Archive Date 01 Jul 2021
Too many companies have let their sales people devolve into an order-taking, customer “farming” team where the focus is on following up on inbound leads or just trying to upsell current customers. Outbounding shows them how to power up the sales function with proven strategies that deliver breakthrough results.
Many sales organizations have fallen into an overreliance on inbound lead generation. However, when the early and easy inbound leads dry up and marketing and social media efforts stop yielding the results enjoyed previously, the need for outbound activity becomes more crucial than ever. This is the critical time in the life of a business when organizations with a top-notch team trained to sell outbound successfully will rise head and shoulders above the rest.
There are no two ways about it, outbound selling can be intimidating even to the most senior rep. Yet that same intimidation around cold calling and outbound sales can be transformed into confident success … if you have the right tools at your disposal. This book equips sales people with the knowledge, training, and road-tested sales tactics to raise the success rate (and even the enjoyment level) of their outbound sales.
Outbounding provides sales teams with everything they need toHave the right tools to outbound and not to just harassLearn how to outbound to the C-Suite as well as the manager levelSee prospect meetings less as win-lose battles and more as opportunities to use problem-solving skills Utilize templates and ideas that really work and can be adapted to one’s own style