The right toolkit
Outbound sales requires the use of technology and automation.
Whether it's email, social media, or phone dials, keeping track of numbers such as open rates, response rates, bounce rates, call logs, and more is incredibly important.
You need to know if your email deliverability is good
if you want your emails to get to your prospect's inbox, so you'll want to look into an email warm up tool
Your team is probably dispersed, so having a dialing tool where you can register call logs and add notes is essential.
A CRM everyone can contribute to so that the team can help each other build pipeline. A prospecting tool such as LinkedIn Sales Navigator to build prospect lists for outbound. An email automation tool to send multiple email sequences per day.
All of these are absolutely indispensable for an efficient outbound sales process. A pre-determined ICP
Your company should have a clear, pre-determined ICP they want you to target.
You use this information to research prospects, find their pain points and how you can offer a solution, and craft your messaging and posts.
It is with the ICP that you can build prospect lists to target.
Even if your company is thinking about diversifying, they should still have a clear idea of the type of persona they need you to target for you to succeed at your job. Clear Call to action
Similar to the above, your company should provide you with a clear call to action.
Anything from scheduling a demo to joining a community or a newsletter could be used, but it can only be one thing.
In outbound, your prospect is receiving brand new information about you, your company, and the product or service you are offering. They have to digest this information.
You should never overdo the time you are taking from them by having multiple asks in one email, call, or social media message.
Limit yourself to one very specific ask, and make it the same throughout the cadence. Specific, quantifiable goals
Numbers are important in sales, and the more numbers you have to aim for, the better. This is why Key Performance Indicators (KPIs)
Having specific goals you need to reach will provide you with a good idea of how your company expects your process to work and how you organize yourself as well.
Without quantifiable goals, whether that's demos or meetings booked or prospects contacted, it is difficult to have an idea of what you are working towards and come up with strategies to obtain it. Flexibility for A/B testing and multi-channel strategies
As an SDR, you are the face of the company.
It also means you are receiving immediate feedback. Feedback on your approach and on the strategies you are using.
You can rectify your messaging immediately to take into account seasonal or world events, the fact that it does not work with your ICP or industry, or if it is not producing the response you want. Trying different approaches and adjusting them as needed is part of your job and one that is constant.
Similarly, you need to be trying out different, multi-channel strategies
Different industries or ICPs may be more responsive to social selling than others. As an SDR, it is your job to adjust your outbound sales strategy as needed based on the feedback you receive.
It is through this A/B testing process that the sales process becomes more efficient, as you find out what works best. Rock-star SDRs
Finally, your company needs you to be the best SDR in the game.
Apply all of the above:
- Interact with your ICP or fellow salespeople on LinkedIn
- Try different messaging and strategies
- Keep up with your KPIs
- Use and find the right toolkit
- Make sure your company supports you with a clear ICP and CTA
This recipe makes for an all-star SDR team and sales process.