Industrial Sales

Outbound sales strategies in the industrial markets

Industrial seller companies including manufacturers, vendors and distributors must use outbound sales methods and inbound sales activities together.

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Leads are critical to the success of any sales business. The fuel is what powers the machine. However, if you continually rely on potential buyers to discover your product, it will be difficult to develop a trustworthy method for lead generation and reliably forecast your monthly revenue. To develop a sales process capable of generating predictable revenue, you must pursue potential customers rather than awaiting for them to reach you. That is why you require an outbound sales strategy.

outbound sales strategies support B2B lead generation activities

What is outbound sales?

Outbound sales is the procedure by which sales professionals contact prospects and make sales pitches. While cold calling is a typical example, an outbound sales representative in the modern era can also use email and other ways of digital interaction.

Outbound sales is a technique in which a salesperson initiates contact with a potential customer. Typically, the initial contact is created by making cold calls or sending cold emails to prospective clients (generally referred to as prospective customers). Typically, contact information is extracted from a database or prospect lists established using tools such as the LinkedIn platform.

You start the relation in outbound sales

The distinguishing characteristic of the outbound marketing and sales models is that you initiate contact with prospective customers—they do not come to you. That is the distinction between outbound and inbound sales. With inbound strategy, prospective customers approach you (mostly due to successful technical content marketing).

Both tactics have their advantages, and the outbound vs. inbound sales debate will never be completely resolved. Typically, B2B selling companies benefit from a combination of the two.

outbound prospecting boost sales performance

Importance of the outreach strategy

Outbound sales is defined by the fact that you contact your leads via prospecting rather than them contacting you. This proactive outreach strategy enables highly focused outreach, allowing you to engage only those who suit your desired consumer profile. And, because you’re initiating the conversation with specified approaches, you can track their performance using predefined KPIs.

While the majority of organizations will depend on outbound methods, they also need to account for inbound sales strategies, which are initiated by leads rather than their own reps. To maximize your performance and ensure a healthy pipeline of leads, you should surely employ both inbound and outbound sales methods.

Inbound vs outbound sales

In today’s technology world, many companies rely entirely on inbound sales and marketing strategies. They think all valuable customers will find them with the guidance of online inbound marketing tools. So, they are just sitting and waiting for new customers to sell their products or services.

This is not an adequate customer acquisition strategy. All industrial seller companies including manufacturers, vendors, distributors or dealers must use outbound techniques to reach their goals.

Inbound sales and marketing systems have genuinely changed in the last twenty years. However, buying behaviors of industrial companies have also changed. Nowadays, customer companies self-search for vendors to buy their needs. With a properly planned marketing campaign, potential customer companies can easily reach you.

B2B sales and marketing strategies

Advantages of outbound sales strategy

The major advantage of the outbound sales strategy is that it is thoroughly target-oriented. Outbound method is the best way to reach potential customers quickly and accurately.

Industrial sales experts use prospecting methods such as customer recommendations, network connections, ideal customer profiles, online directories, and social media research to reach potential customers in the target industrial market. In today’s world, looking for one-to-one customers is unfortunately considered old-fashioned. What a big mistake! Those who claim this do not have enough information on industrial markets.

If you want to be an irreplaceable technical sales expert, never abandon the old ways or underestimate them. What the B2B sales expert has to do is to integrate traditional and modern methods. This perspective will make you very successful in the B2B sales business and be an expert demanded by all companies.

B2B sales team of a seller company

Target-oriented potential customers

Executing outbound methods helps you directly determine the high-value potential customers that might be interested in the products —goods or services— you sell. Corresponding data collected during the outbound activities gives accurate insights into the target industrial market and customer behavior. As a result, you can make data-driven decisions and re-evaluate your prospecting strategies that will help to generate new opportunities.

Faster results

Outbound strategy allows you to deliver your company’s products or services to your potential customers by creating direct connections much quicker. This way, you immediately learn the potential customer’s opinions on your company and products. You can get instant feedback and results from leads.

Personalized approach

You reach potential customers personally when exploring. As you know, industrial companies desire to be in personal interaction with the sales experts they will purchase. Outbound reach is the first phase of establishing personal relationships.

Up-to-date information

You can hear valuable information such as market developments, latest trends, and changing interests from reliable sources. You may have up-to-date information about the market and customers. This information provides an incredible opportunity to update your strategy.

New markets

Outbound sales is a continuous process. During this process, you meet people who can provide extra information and insights on different markets. This data you get from your new contacts may let you find new target markets that may need your products.

right time to start outreach strategy

What is the optimal time for outbound sales investment?

If your inbound marketing strategy is working, providing a continuous flow of new leads, and you’re ready to increase your lead generation efforts, it may be time to shift your focus to outbound sales activities that target new prospects and convert them to quality leads.

When determining whether outbound sales is the appropriate move for your firm, ask yourself these questions.

  1. Are you looking for a reliable source of new and quality leads?
  2. Is your sales team moaning about the volume of high-quality inbound leads delivered to sales by your marketing team?
  3. Are your sales and marketing teams on the same page regarding the kind of conversations and value to provide?
  4. Do you have a buyer’s journey map for your content?
  5. Are you monitoring your prospects’ engagement across all outbound touchpoints and marketing platforms (not just email)?
  6. Is there an established track record of success with your existing lead nurturing technique that you’d like to scale?

 

These are all positive indicators that outbound sales can be effective for your business, when done correctly. The critical point here is to recognize that outbound sales is not a stand-alone endeavor, but can assist in improving your successful lead generation activities.

sales growth performance

How to improve outbound sales performance?

1. Identify the appropriate sales leads

As said previously, one of the benefits of outbound sales is that it enables you to target your ideal B2B customers more precisely. While you can specialize your technical content marketing strategy to a specific niche with inbound sales, that does not guarantee they will come in. Outbound sales, from the other hand, enables you to target a specific sort of customer and then contact them.

This, however, is of little use if you are targeting the incorrect customers. Therefore, in order to improve your outbound sales performance, you must target the appropriate leads.

2. Assemble the best sales team

Sales is a collaborative endeavor. If you want your firm to expand, you need the greatest professionals working efficiently. Unfortunately, far too many organizations employ less-than-optimal sales personnel. It’s critical to evaluate your own sales personnel on a frequent basis to ensure they’re the ideal people for the position.

How would you describe the ideal sales team? To begin, they are all motivated individuals who want to see your business succeed. They are motivated by the prospect of earning sales and are constantly seeking ways to better their abilities.

Depends on how your sales team is structured, you may want certain people who excel at telephone sales, others who specialize at email writing, and yet others who specialize at hunting and qualifying prospective customer (lead qualification). In some instances, you’ll want personnel that are capable of doing all three functions.

Maintain a running tally of your sales team’s activities. How many sales do they make on a monthly basis? How frequently do they make phone calls every day? What is their rate of rejection? By keeping track of real figures for each member of your sales team, you can compare them to one another and then decide whether to help ineffective members of the team improve or let them go.

cold calling is still a good prospecting method

3. Determine the worth and promote it

Knowing your own worth is a critical component of every sales pitch. Why would a prospect select you over rival companies? Or, if you lack direct competition, why would a buyer choose you in the first place?

Too many businesses attempt to please everybody or to meet every imaginable business demand. This strategy results in your company seeming generic. Rather than that, you should consider the unique value you bring to the game and why your prospects should do business with you instead of somebody else.

Once you’ve considered this, distill it into a few key elements. Then you’ll want to seize every opportunity to emphasize these themes. Make a point of mentioning them in every newsletter.

During phone discussions, bring them up. When you’re networking at gatherings, bring them up. When potential consumers speak with a member of your outbound sales department, they should understand exactly what you provide and why you’re the best option for them.

4. Utilize numerous lead sources

A firm can acquire leads in a variety of methods. If you’re having difficulty with outbound sales, the issue may be that you’re not generating enough leads from a diverse range of sources.

For instance, certain organizations would place a high value on a lead list. These are excellent for distributing contact information to hundreds, or even thousands of prospective clients. They are not, however, the sole alternative. While utilizing a lead database, you may also wish to utilize LinkedIn, Twitter, Facebook, and local business directories.

While there may be some overlap between these numerous sources, there will also be a plethora of new targets. Whether your organization is currently relying on only one or two lead sources for outbound sales, experiment with adding a few more to see if they assist fill your sales pipeline.