How to Accelerate Sales with Outbound
Posted: Tue Jan 21, 2025 5:54 am
Prospecting is a process inherent to business-to-business sales operations - B2B. In the current market scenario, it is no longer possible to just wait for customers to come to you . You need to actively and constantly seek new customers. That's why we want to teach you how to accelerate sales with outbound and BI .
In the dispute between inbound and outbound, there is no right answer. Each company has its own particularities and needs to understand what works best within its strategy.
If you are starting your business, you need to keep in apparel company database mind that inbound marketing takes a certain amount of time (more than 12 months - click here and learn more about the return time of a digital marketing strategy) to bear fruit, but if done correctly, it will provide a robust, sustainable and cheaper base for generating new business.
On the other hand, outbound can start bringing you results from day 1 and that is why it continues to be a strong trend in the Brazilian market.
As sales consultant Trish Bertuzzi said:
“ Inbound you get what comes to you, outbound you get what you want. Find the right combination of the two for your business. ”
Facing peaks and valleys
Many businesses fail after the first two years because they don't know how to implement an effective prospecting process . In the early days of a business, it is possible to sustain business growth with the founders' networking and client referrals.
However, this method has a shelf life and is not sustainable in the long run. When the source of referrals dries up, the company starts to experience peaks and valleys in revenue. This is very dangerous for the operation of any business, considering that costs tend to remain constant.
This problem is even worse if there is no specialization in the sales teams. When the salesperson is responsible for seeking new opportunities, they will have less time to actually sell .
If a salesperson spends a month prospecting for new business, they will not be closing any new sales. The following month, the CRM will be full of opportunities to be led to closing. The salesperson will probably hit their target and the company will see a spike in revenue. The problem is that the following month, there will be no new opportunities because the salesperson was busy with sales and was unable to prospect. This cycle will repeat itself, generating spikes and valleys in revenue.
In the dispute between inbound and outbound, there is no right answer. Each company has its own particularities and needs to understand what works best within its strategy.
If you are starting your business, you need to keep in apparel company database mind that inbound marketing takes a certain amount of time (more than 12 months - click here and learn more about the return time of a digital marketing strategy) to bear fruit, but if done correctly, it will provide a robust, sustainable and cheaper base for generating new business.
On the other hand, outbound can start bringing you results from day 1 and that is why it continues to be a strong trend in the Brazilian market.
As sales consultant Trish Bertuzzi said:
“ Inbound you get what comes to you, outbound you get what you want. Find the right combination of the two for your business. ”
Facing peaks and valleys
Many businesses fail after the first two years because they don't know how to implement an effective prospecting process . In the early days of a business, it is possible to sustain business growth with the founders' networking and client referrals.
However, this method has a shelf life and is not sustainable in the long run. When the source of referrals dries up, the company starts to experience peaks and valleys in revenue. This is very dangerous for the operation of any business, considering that costs tend to remain constant.
This problem is even worse if there is no specialization in the sales teams. When the salesperson is responsible for seeking new opportunities, they will have less time to actually sell .
If a salesperson spends a month prospecting for new business, they will not be closing any new sales. The following month, the CRM will be full of opportunities to be led to closing. The salesperson will probably hit their target and the company will see a spike in revenue. The problem is that the following month, there will be no new opportunities because the salesperson was busy with sales and was unable to prospect. This cycle will repeat itself, generating spikes and valleys in revenue.