5 ways to get revenue via outbound calling
- August 6, 2024
Despite calls to the contrary, outbound sales is far from dead. Inbound sales might be “easier,” but it won’t always bring you the right kind of customer or enough customers to increase your overall revenue.
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Engaging in outbound sales means you can target the exact type of customer you want, rather than waiting for them to discover your brand, engage with your content, and request a consultation. B2B companies are already doing what works.
Outbound sales may feel slimy to the uninitiated whose mindset is mostly informed by stereotypical portrayals of “cold-calling.” But we have to remember that the average deal can take on more than 18 phone calls, and that’s if you can find an interested party. Outbound sales are a commitment. If we expect to play the long game, we can remove high-pressure, creep-out sales tactics and focus on building relationships. That mindset and these tactics will ease the way for sales teams and increase revenue in the long run.
Here are five strategies to get you started
Make your customer profile as detailed as possible, and base it on actual users and advocates of your product. Which employee/title/company size/industry is your product best suited for, and how do these factors determine the way people use your product? What did the path to purchase look like for these customers, and can you attempt to replicate that?
Recognize KPIs and regular agent performance
The schedule adherence is the complete time of the representative available divided by the amount of time which is mainly scheduled to work on. This KPI can assist in managing the cost of staffing for an outbound calling campaign.
Invest in automated dialer software
Ensure that your outbound sales representatives work at peak efficiency with the automated dialer software. The predictive dialer or automatic dialer sees when the representatives become available and automatically dials the prospects on the list. Your representatives are not required to call on every number individually. Thus, there is not any downtime among the calls.
Work Accounts, Not Just Leads
- Make a list of target account companies that resemble your customer profile.
- Research the key players and decision-makers in these companies.
- Tailor your sales tactics to the needs of the decision-makers who constitute the buying group.
- Account-based marketing targets groups of decision-makers, rather than a single lead, to build brand awareness and continuity.