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

Understand the company Next, uncover more about their company with a thorough review of their website. What exactly does their product do? What are their values? Who do they help?

That's where lead scoring comes into play. An Apollo survey revealed that nearly 30% of sales teams have no system in place for prioritizing and scoring their leads — nothing, nada, zip. And these teams made up 80% of the group who reported they “never” hit quota.

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.

The ones she chooses to open, read, and respond to are few, and they have two key qualities: They have some level of personal connection to her (personalization) They uncover a timely problem for her and present a solution (relevance)

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

Our sales team already used personalized sales sequences — plenty of them — but they were having trouble responding to new prospect actions, given the staggering volume of users across workspaces and accounts. The solution? Using our event-triggered data through workflow automation.

Your activity-to-revenue ratio won’t be perfectly formulaic, but measuring activity gives you a benchmark to help you set yourself or your team up for success. For example, for my first sales job out of college, I had to make 80 dials per day and/or get 25 calls connected per day. Some days, it took 50 dials to get 25 calls connected — other days I

Emails worthy of your Tier 1 prospects start and end with research — really, really good research that spans across a few key channels and uncovers information you can directly reference in your emails to — well — show them you know them.

most successful sales leaders, we pulled together a list of the non-negotiable performance metrics to track — and suggested target benchmarks for each one. If you’re falling short in one of more categories, try: A/B testing your messaging Diversifying your sequences and timing Or assessing your technical setup (more on doing this for your email inb