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How To Scale Outbound Sales?
Prayag Narula, CEO
@prayagn / @leadgenius
prayag@leadgenius.com
“I got my first few customers.”
2
THAT AMAZING FEELING
3
“I am going to blog and write useful content
and tell the world about this amazing thing.”
4
Inbound and content marketing takes
between 6-9 months to see positive
movement and 12-24 months to see
substantial customer acquisition.
5
MOST COMPANIES DON’T HAVE THE 6-9 MONTH RUNWAY
6
7
An alternative model to driving revenue growth
Immediate.
Predictable.
Consistent.
Scalable.
Why outbound is your friend in early stages of growth
8
WHERE TO BEGIN
• Construct targeted lists of leads at scale.

What are the characteristics of your successful
customers? Who are your champions? 

• Learn their pain.

Define their goals? What makes them a good
customer and what makes you a good vendor
for them?
• Pitch at scale.

Write each one of those 

customers a targeted, personal 

message from a salesperson
9
10
Building an Outbound Sales Strategy
PROJECT using data
EXECUTE on strategy using data
ITERATE using data
OPTIMIZE using data
SCALE using data
The Outbound Formula
11
Project using data
12
BACKING INTO YOUR TARGET NUMBER (USING DATA)
13
If you want to close 5 deals a month to hit your number…
• 5 closed deals
• 25 proposals (20% close rate)
• 50 opportunities (50% qualify rate)
• 5000 leads (1% response rate)
HOW MANY BUSINESSES ARE IN THE US?


21,708,021 US businesses

6,049,655 US businesses w/ >1 person



Your customers are listed in:
• Yelp (47M establishments)
• LinkedIn (2M Companies)
• CrunchBase (650K Companies)
• AngelList (289K Companies)
• Manta
• Specialized databases
Avoid low quality sources…
• Data.com
• Dunn & Bradstreet
14
RELEVANT DATA BEYOND JUST CONTACT INFORMATION
15
• Extra pieces of information to qualify better
• Company size, hierarchy, decision making tree
• Specialized qualification criteria: 

— if selling to hospitals, check the number of beds
— was a decision maker hired recently? are they hiring for roles that
would use your products?
— solar leads – check Google Maps to see if they’re sun-friendly
Execute on strategy
16
MASS PERSONALISATION
From: prayag@leadgenius.com

To: sarah@hotlead.com

Subj: How is the SDR search going?
Hi Sarah,
I saw you guys were hiring for SDRs. I
wanted to see if we might be able to help you
scale your SDR team. I have a few extra SDRs
we can push your way. 



Let me know if you’d like to chat further – we’re
doing this for SoldLead8 already.
BTW, congrats on your recent round!
Cheers!

Prayag
17
Be genuine & helpful – don’t
spam. Remember, you have a
lot to offer to the prospect.



Show social proof wherever
possible.


Prove you’re not a robot –
 include personal note.
18
Iterate & Optimize using data
Email Insights
• Sentiment
• Response Rates
• Engagement
Track performance using email insights
19
This market’s exploding!
• MailGenius
• Tout
• Yesware
• Outreach.io
• Cadence (Salesloft)
• Sidekick (Hubspot)
• Boomerang
• PersistIQ
• Sendbloom
• Quickmail


Scale
20
Automate As Much as You Can
GRADUTE LEVEL OUTBOUND
Automate the entire process of finding, enriching and messaging
prospects. Junior Sales Reps (SDRs) only talk to prospects who show
demonstrated interest and are in our target market. Your SDRs can be
3x more efficient than market standard.
SDRs As Linebackers
SDRs run the bulk of the sales process:
• Qualification: BANT/CHAMP/ANUM
• Prep: Expectation for Demo
• Timing: Time for Demo
21
Ramp Before Start
GRADUATE LEVEL OUTBOUND
For new sales reps, start the process before they join. This way, the
week after the training their inbox is full of interested prospects.
As much as 2x quicker ramp-up.
Outbound Influences Inbound
Target individual verticals. Consistent message in content marketing to
coincide with outbound campaigns. Account based advertising to the
target audience.
22
BRIDGE THE GAP BETWEEN OUTBOUND & INBOUND
Share targeted content
aimed at your audience at
the same time as an email
campaign. (LinkedIn,
email). Ask marketing for
help.
23
Blog Post
Dedicated Landing Page
Outbound
Summary
✴ Reach out to targeted prospects
✴ Iterate and Optimize
✴ Automate & Scale
✴ Define your Ideal customer
profile
✴ Define customer goals
✴ Build a targeted contact list.
24
Who to target & What to say Execute & Scale
Automate Your Outbound Process
WHAT WE DO?
We provide you tools to automate and scale the entire outbound
process. Customized and very accurate lead generation, insightful and
action oriented lead enrichment and data driven email outreach.
25
If you have found a product-market fit and are ready to scale up
your sales, let’s talk.
That’s it!
• Feedback/Questions/Ideas:

prayag@leadgenius.com, @prayagn
• If you want to use our tools:

www.leadgenius.com, @leadgenius
• We’re hiring:

leadgenius.com/careers
26

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How To Scale Outbound Sales? - LAUNCH Scale - Prayag Narula, CEO, LeadGenius

  • 1. How To Scale Outbound Sales? Prayag Narula, CEO @prayagn / @leadgenius prayag@leadgenius.com
  • 2. “I got my first few customers.” 2
  • 4. “I am going to blog and write useful content and tell the world about this amazing thing.” 4
  • 5. Inbound and content marketing takes between 6-9 months to see positive movement and 12-24 months to see substantial customer acquisition. 5
  • 6. MOST COMPANIES DON’T HAVE THE 6-9 MONTH RUNWAY 6
  • 7. 7 An alternative model to driving revenue growth
  • 8. Immediate. Predictable. Consistent. Scalable. Why outbound is your friend in early stages of growth 8
  • 9. WHERE TO BEGIN • Construct targeted lists of leads at scale.
 What are the characteristics of your successful customers? Who are your champions? 
 • Learn their pain.
 Define their goals? What makes them a good customer and what makes you a good vendor for them? • Pitch at scale.
 Write each one of those 
 customers a targeted, personal 
 message from a salesperson 9
  • 10. 10 Building an Outbound Sales Strategy
  • 11. PROJECT using data EXECUTE on strategy using data ITERATE using data OPTIMIZE using data SCALE using data The Outbound Formula 11
  • 13. BACKING INTO YOUR TARGET NUMBER (USING DATA) 13 If you want to close 5 deals a month to hit your number… • 5 closed deals • 25 proposals (20% close rate) • 50 opportunities (50% qualify rate) • 5000 leads (1% response rate)
  • 14. HOW MANY BUSINESSES ARE IN THE US? 
 21,708,021 US businesses
 6,049,655 US businesses w/ >1 person
 
 Your customers are listed in: • Yelp (47M establishments) • LinkedIn (2M Companies) • CrunchBase (650K Companies) • AngelList (289K Companies) • Manta • Specialized databases Avoid low quality sources… • Data.com • Dunn & Bradstreet 14
  • 15. RELEVANT DATA BEYOND JUST CONTACT INFORMATION 15 • Extra pieces of information to qualify better • Company size, hierarchy, decision making tree • Specialized qualification criteria: 
 — if selling to hospitals, check the number of beds — was a decision maker hired recently? are they hiring for roles that would use your products? — solar leads – check Google Maps to see if they’re sun-friendly
  • 17. MASS PERSONALISATION From: prayag@leadgenius.com
 To: sarah@hotlead.com
 Subj: How is the SDR search going? Hi Sarah, I saw you guys were hiring for SDRs. I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way. 
 
 Let me know if you’d like to chat further – we’re doing this for SoldLead8 already. BTW, congrats on your recent round! Cheers!
 Prayag 17 Be genuine & helpful – don’t spam. Remember, you have a lot to offer to the prospect.
 
 Show social proof wherever possible. 
 Prove you’re not a robot –  include personal note.
  • 18. 18 Iterate & Optimize using data
  • 19. Email Insights • Sentiment • Response Rates • Engagement Track performance using email insights 19 This market’s exploding! • MailGenius • Tout • Yesware • Outreach.io • Cadence (Salesloft) • Sidekick (Hubspot) • Boomerang • PersistIQ • Sendbloom • Quickmail 

  • 21. Automate As Much as You Can GRADUTE LEVEL OUTBOUND Automate the entire process of finding, enriching and messaging prospects. Junior Sales Reps (SDRs) only talk to prospects who show demonstrated interest and are in our target market. Your SDRs can be 3x more efficient than market standard. SDRs As Linebackers SDRs run the bulk of the sales process: • Qualification: BANT/CHAMP/ANUM • Prep: Expectation for Demo • Timing: Time for Demo 21
  • 22. Ramp Before Start GRADUATE LEVEL OUTBOUND For new sales reps, start the process before they join. This way, the week after the training their inbox is full of interested prospects. As much as 2x quicker ramp-up. Outbound Influences Inbound Target individual verticals. Consistent message in content marketing to coincide with outbound campaigns. Account based advertising to the target audience. 22
  • 23. BRIDGE THE GAP BETWEEN OUTBOUND & INBOUND Share targeted content aimed at your audience at the same time as an email campaign. (LinkedIn, email). Ask marketing for help. 23 Blog Post Dedicated Landing Page Outbound
  • 24. Summary ✴ Reach out to targeted prospects ✴ Iterate and Optimize ✴ Automate & Scale ✴ Define your Ideal customer profile ✴ Define customer goals ✴ Build a targeted contact list. 24 Who to target & What to say Execute & Scale
  • 25. Automate Your Outbound Process WHAT WE DO? We provide you tools to automate and scale the entire outbound process. Customized and very accurate lead generation, insightful and action oriented lead enrichment and data driven email outreach. 25 If you have found a product-market fit and are ready to scale up your sales, let’s talk.
  • 26. That’s it! • Feedback/Questions/Ideas:
 prayag@leadgenius.com, @prayagn • If you want to use our tools:
 www.leadgenius.com, @leadgenius • We’re hiring:
 leadgenius.com/careers 26