Outbound sales is a branch of B2B sales. It refers to the process of a seller, typically a sales rep of a company, initiating engagement with a prospective buyer through sales activities such as cold calling, email prospecting, social selling and networking.
This page aims to answer the most urgent questions surrounding outbound sales. Scroll 👇 or use the menu to skip to a section.
Who conducts outbound sales? | What is an outbound sales strategy? | What is the outbound sales process? | What are the main outbound sales activities? | What are the most important outbound sales metrics? | What is outbound sales software? | A guide to B2B outbound sales | Kickstart outbound sales with Cognism
In SaaS sales, outbound is conducted by a sales team. The main objective of an outbound sales team is to generate revenue and scale up the business quickly.
The team is often divided into 2 groups with separate, distinct responsibilities. They are:
SDRs focus on the actual outbound sales; this process is also known as B2B prospecting. They are responsible for creating opportunities and booking meetings. Their key tasks include: cold calling, outbound email, qualifying prospects and booking demos.
BDMs are responsible for closing deals and generating revenue for the business. Their key tasks include: conducting demos, negotiating deals, drafting contracts and closing business.
An outbound sales strategy uses a variety of sales techniques, with the end-goal of closing deals with new clients. In outbound sales, the following activities are important in terms of achieving that goal.
It’s important to bear in mind the challenges that salespeople can face, such as email and cold call blocking, high cost vs. low yield, and the difficulties in tracking and analysing results when creating an outbound strategy.
The outbound sales process is a set of steps designed to help salespeople convert prospects into customers. It’s a scalable, repeatable instruction manual for sales success.
This is the 8-step sales process that has helped Cognism to consistently hit company revenue targets:
There are three main outbound sales activities:
The best way to measure your outbound sales team’s performance is to track Key Performance Indicators (KPIs).
KPIs are incredibly important in outbound sales, where deals are signed and revenue is calculated on an ongoing, monthly basis. These are the most important outbound sales KPIs:
The KPIs tracked by Cognism’s Sales Development Representative team. These include:
The KPIs tracked by Cognism’s Business Development Management team. These include:
The final outbound sales metric to look at. This involves:
Outbound sales is conducted by teams of people, but it can be greatly optimised and accelerated by technology. Sales teams around the world have adopted outbound sales software and made it part of their daily function.
There are a large number of B2B outbound sales tools available. Cognism has curated a definitive list for outbound sales leaders - click to see the ultimate outbound sales tech stack.
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From globally-compliant B2B data to integrated dialling for cold calling, Cognism is the all-in-one outbound sales solution. Our products are trusted by over 500 B2B sales teams worldwide, helping them to meet and beat their revenue goals.
“We found that some of our best deals are coming from outbound because we’re able to target more relevant companies. Thanks to Cognism, we’ve developed a way better understanding of our ideal customers.”
- Sean Wallace, CRO, Flowingly
Keen to see how Cognism can revolutionise your outbound sales? Hit the button below and sign up for your free demo today!