OUTBOUND
ROB AULD
DAVID BYCK
Adding to the challenge, organizations must navigate a bewildering array of regulations governing outbound communications, from compliance with consumer protection laws to industry-specific restrictions.
Despite these challenges, outbound sales remains a powerful go-to strategy to grow many businesses. What sets top-performing teams apart is their ability to combine automation tools with proven best practices to deliver personalized outreach: connecting with more potential customers faster and more effectively than ever.
5 STRATEGIES FOR OUTBOUND SUCCESS
Staying ahead of the curve with the right strategies and best practices can help you close more deals and build stronger customer relationships. Here are five of the latest outbound strategies for driving success.
1. PERSONALIZE OUTREACH
Personalization is expected by buyers and is a must have for growth.
According to McKinsey, reported by Demand Gen Report, companies that offer the most tailored 1:1 outreach are 1.7x more likely to have gained market share compared to those who deliver only moderate personalization efforts.
Tailored messages are therefore a must. We recommend prioritizing personalization so that your calls can be a value-added interruption. Here’ s how:
,• Researching who your prospect is, what they do, and the industry they are operating in.
• Identifying the key challenges your prospect is likely facing.
• Tailoring your outreach to focus on those challenges and how your company uniquely solves them rather than listing product features. Prospects aren’ t interested in what your product does; they care about how it addresses their specific challenges and helps them achieve their business objectives.
If you can grab prospects’ attention by showing that you understand them and can offer something mutually beneficial, you have a much greater opportunity to motivate them to engage with you.
Much like personalized outreach via email, the first conversation / message is critical in setting the tone and priming memory. Leveraging opening statements that capture attention and create curiosity- and having the ability to quickly connect to value and show you have researched their company- establishes your credibility. A sample call introduction might look like this: Hi [ Buyer’ s Name ], You don’ t know me, and I know you were not expecting my call. We’ ve been working with [ Buyer’ s Role ] to help them deal with major concerns such as [ Buyer’ s Likely Challenges ].
I’ ve helped my customers [ Success and Value Metrics from Similar Situations ] and would welcome an opportunity to discuss some approaches with you.
2. FOLLOW UP WITH MULTIPLE CALLS AND CHANNELS
Perseverance pays off. A single cold call rarely seals the deal, but follow-ups increase your chances. We recommend adopting a strategic multi-channel approach that includes five different forms of outreach:
• Phone
PROSPECTS AREN ' T INTERESTED IN WHAT YOUR PRODUCT DOES; THEY CARE ABOUT HOW IT ADDRESSES THEIR SPECIFIC CHALLENGES...
• LinkedIn messages to your network of first-degree connections or InMail
• Email
• Online groups
• Other social media JULY 2025 21