GT_Infographic_How to optimise your outbound strategy for success

How to optimise your outbound
strategy for success

Trusted by more than 300 companies

INFOGRAPHIC

The importance of having a multi-touch,
multi-channel outbound strategy

What is an outbound sales strategy?

Outbound sales is where the seller actively identifies potential buyers and reaches out to them.
An outbound sales strategy is where a specific number of reach outs (or touches) are made across certain communication platforms
that gives the best chance of converting a prospect into a buyer.

Outbound sales is where the seller actively identifies potential buyers and reaches out to them. An outbound sales strategy is where a specific number of reach outs (or touches) are made across certain communication platforms that gives the best chance of converting a prospect into a buyer.

The number of touches
is your sales cadence.

The different communication
platforms (phone, email, social media)
are your channels.

Cadence

(an appropriate number
of touches over a certain
timeframe)

Channels

(contacting prospects via email,
call, social media, video
messaging and other methods)

outbound
sales strategy

Planning your
outbound sales campaign

How do I identify
my prospects?

How often should
I message them?

What channels should
I use to contact them?

Planning your
outbound sales campaign

How do I identify
my prospects?

How often should
I message them?

What channels should
I use to contact them?

A multichannel, multi-touch approach is by far the best way to capture hard-to-reach, high-value prospects.

Data
segmentation

• Use data segmentation: the process of dividing and organising
your data according to defined groups.
• Examples of data segmentation are job title, company size and
industry.
• Nuanced messaging can be tailored to each recipient, enabling
mass-personalised marketing.
• Stored data can be analysed quickly and flexibly.
• Segmented email campaigns have open rates 14.31% higher
than non-segmented campaigns.

• Use data segmentation: the process of dividing and organising your data according to defined groups.
• Examples of data segmentation are job title, company size and industry.
• Nuanced messaging can be tailored to each recipient, enabling mass-personalised marketing.
• Stored data can be analysed quickly and flexibly.
• Segmented email campaigns have open rates 14.31% higher than non-segmented campaigns.

Sales
cadence

• A sales cadence is a follow-up plan.
• It refers to how often you reach out to your prospects.
• Cadences can vary between 2 steps and 30 steps, depending
on your timeframes, industry and goals.
• Typically, it can take 8-10 touches to get your prospects to respond.
• An example sales cadence is can be found in our white paper:
How to Optimise your Outbound Strategy for Success

• A sales cadence is a follow-up plan.
• It refers to how often you reach out to your prospects.
• Cadences can vary between 2 steps and 30 steps, depending on your timeframes, industry and goals.
• Typically, it can take 8-10 touches to get your prospects to respond.
• An example sales cadence is can be found in our white paper:
How to Optimise your Outbound Strategy for Success

Channels

Having an optimum mix of channels alongside a sales cadence is crucial. Here we will look at four different channels: email, video, phone and LinkedIn:

Video

• Multi-touch email campaigns have multiple benefits such as
increasing ROI and acting as a reminder to prospects.
• 8 in 10 prospects prefer talking to reps over email.
• 36.2% of positive replies come after the 3rd email send.
• Studies show that the best day to send emails is Tuesday.
• When following up, wait at least 1 day between contact
attempts, but no more than 4 days.

• Video in email can improve click-through rate by 200-300%.
• It can improve the number of meetings booked by 500%.
• Videos build trust and authenticity.
• They save time for the prospects and are easy
to share on social media.
• They are less likely to end up in spam or trash folders.

Phone

• Phone calls open direct channels of communication
with customers.
• Be confident and maintain a natural tone of voice, listen
and be prepared for objections.
• Develop a rapport, always use your customer
or prospect’s name.
• The best time to call a prospect is 4:00-5:00pm.
• 80% of sales require 5 follow-up calls after an initial meeting.

• LinkedIn has 660 million members in 200 countries.
• More than 30 million companies are on LinkedIn.
• 172,800 new users join LinkedIn every day.
• LinkedIn is 277% more effective at generating leads than
Facebook or Twitter.
• 80% of B2B leads come from LinkedIn
(versus 12% on Twitter and 7% on Facebook).

You can download
our E-Book here…

For more information on data segmentation, sales
cadence strategies, and the optimum use of channels

For more information on data segmentation, sales cadence strategies, and the optimum use of channels