With GetAccept, flexibility is at your fingertips to engage buyers in new ways and increase win rates by 75% on your documents.
With GetAccept, flexibility is at your fingertips to engage buyers in new ways and increase
win rates by 75% on your documents.
What are some practical steps for consistently generating leads and driving sales excellence through active outreach? Many B2B companies often rely exclusively on passive, inbound lead-generation methods to meet and sustain aggressive sales targets.
We at Upsales had the pleasure of doing a guest blog for GetAccept. Beyond being partners with great integration, we also love to discuss different topics within B2B Sales. In this post, we take the opportunity to present a favorite Upsales topic - active prospecting and sales outreach.
Inbound marketing is often a viable lead-gen strategy, but it’s rarely enough on its own. First off, it takes a lot of time to build large, automated sales funnels. Second, startups are often entering saturated, highly-competitive markets in which inbound marketing represents a poor return-on-investment or simply isn’t feasible at all.
With all that in mind, there are many other growth strategies to use that can complement your Inbound strategy. In this post, you’ll learn practical steps for consistently generating leads and driving sales excellence through active outreach.
When it comes to active outreach, many companies and sales organizations lack one thing more than anything else: discipline.
Active lead-generation is a numbers game. It’s essential to set prospecting targets and meet them daily or weekly while measuring results. By keeping on top of key performance indicators (KPIs), you can test the success of different elements of your campaigns. You’ll also be able to drive continuous improvements to your systems and processes.
Common areas for ongoing improvement include:
Active lead-generation is a long-term process. Initial activities like cold calling are only the beginning. B2B companies can usually significantly boost their overall close rate by carrying “no” and “maybe” leads over to a well-designed nurturing cycle.
What’s more, it’s possible to build on this basic strategy using micro-engagements. If discipline is the engine in your prospecting car, micro-engagements are the turbochargers.
If a lead doesn’t convert on a cold call, they should be added to a long-term nurturing sequence. Micro-engagements are small interactions with your brand, which, delivered multiple times over weeks and months, will convert “no” and “maybe” leads into customers.
When leveraging micro-engagements effectively, you will start building a solid strategic basis made up of the following components:
Let’s take a look at an example of how to implement the general steps outlined above:
Once the nurturing sequence is over, do not push to make a sale. Instead, wait. After receiving a “no” or “maybe” in the first stage of the prospecting process several weeks ago, a lead may still not be ready to buy.
With this active prospecting strategy, your aim should be to build a connection with potential clients, get brand awareness, and establish a relationship, so that when their needs change, they come straight to you.
Companies that rely solely on inbound marketing at the expense of active prospecting are putting themselves at an unnecessary disadvantage. For the vast majority of companies, generating customers from direct outreach is straightforward and effective.
Spend some time building an active prospecting strategy to run alongside your inbound campaigns. Once you start to see the results, you’ll wish you’d done it sooner.
Do you want to read more about strategies to create growth for your Saas business? We made an eBook that explains how to concentrate on the right metrics, set achievable KPIs, and build a sales process that will create growth and success for your SaaS business. Read it here.
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