What’s Outbound?

Outbound sales is the proactive process of sellers initiating engagement with targeted prospective customers through cold calling, cold email, social media, or direct mail to generate deals.

Outbound sales allows agencies to introduce a business to an idea, solution, or option that the prospect may not find on their own. It’s a chance to reshape how potential customers think about a critical need, challenge, or opportunity within their business. Outbound sales, when done well, is personalized and provides value to a targeted audience. It converts prospects into leads and leads into buyers.

Outbound sales is the proactive process of sellers initiating engagement with targeted prospective customers through cold calling, cold email, social media, or direct mail to generate deals.

Outbound selling is proactive, whereas inbound sales waits for prospects to contact the company and ask about their product or service. Since a lead for an outbound sales rep likely has little to no knowledge of the agency and its capabilities, sales reps are provided training, templates, and scripts to maximize productivity.

With the development of new technologies, prospects are bombarded with automatically generated messages from sales and marketing people. The sheer volume means that many prospects believe that all the pitches they receive are nothing more than spam. They often delete without reviewing.

That creates an extra hurdle for outbound sellers. But it’s one that can be overcome when the outbound sales strategy centers on solving a pain point and offers value to an audience of prospects your agency has a right-to-win.