Outbound sales activities involve sales development reps proactively prospecting for new accounts through cold calls, emails, direct mail, trade shows, online searches, and social monitoring rather than waiting on inbound leads.
Although more interruptive, outbound remains vital for filling pipelines, especially for young companies. New technologies help automate tasks like call lists, reminders, data entry, and CRM updates to improve rep productivity and free up time for high-value conversations.
When executed skillfully, outbound complements inbound lead generation. However, reps need thick skin and determination to cut through noise and resistance while conveying value. Nurturing generated leads and seamless CRM handoffs are imperative for outbound success. The top outbound salespeople blend efficiency, likability, and subject matter expertise.