Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more

The human The company The space 1. Research the human “First, what do we know about this person as a human being? What common ground can you find to authentically connect?” says Sam. To get a better idea of who the heck this person is that you’re emailing, start with a simple search in Apollo, your CRM, and any other sales intelligence platform. Fi

In a study of over 700 B2B purchases worth $3.1 billion in sales, RAIN Group found that the biggest factor that separates sales winners from second-place finishers is their ability to connect with people on a personal level. “Winners connect the dots between customer needs and their company’s products and services as solutions more often than secon

Add more touchpoints, and your meeting booked rate goes up by as much as 24%.

On top of being the most personalized email the prospect has likely ever received, it’s hyper-relevant. It weaves together all of the research you’ve done to highlight their problem, how you can fix it, and shows them you’ve done your homework.

key player at those accounts — in your book of business. It’s your job to: ● Know exactly who they are ● Find their contact information ● And develop a thoughtful plan to get to know them

Handwritten note. A formal, handwritten invitation goes a long way in making the event feel special and exclusive.

think people in sales have the wrong mentality. They think they are a lawyer, trying to convince the other person that they are right. But they really should be a detective, trying to see if they can solve their problem.”

An effective campaign for your highest-level decision makers and champions might look something like figure 6.3 — an eight-step, custom-tailored sequence that spans across four key channel

For most small businesses today, it means hiring “full cycle” salespeople to own the entire process from end-to-end is the right move — a concept we’ll explore more in chapter eight.