When someone mentions outbound sales, what usually comes to mind is a physical store. Stores often have inbound call centers that handle incoming calls. These are often entry-level positions and are the first contact potential customers have with the company. They are called inbound to make sure that the customer is at the store before they consider purchasing any product. This is also where an interested sales rep can initiate a sale by simply inquiring. The sales representative’s job is to Get Code from the customer to process the order and the transaction closed.
However, the definition of outbound sales is much broader than just making cold calls. The term actually encompasses the process by which sales representatives make outbound calls or use other direct sales channels to contact prospects. This can include email, telemarketing, referrals, and others. Outbound sales is where a sales representative initiates contact with a prospective buyer after the decision has already been made to buy a product.
There are two primary types of b2b lead generation. The first is called a B2B exchange program. This kind of lead generation is often used by major companies who have a massive marketing budget. Other companies with smaller budgets may opt for b2c outbound sales.
B2b exchanges occur when a company sends emails to interested prospects asking them for their email addresses. These emails contain a pre-written message that is forwarded to the recipients. In some cases, these messages are known as “junk faxes” because they do not contain a real company name or address. But the main difference is that companies conducting b2b exchanges are not cold calling leads.
Most of the time, these exchanges take the form of email lists, telephone hotlines, or toll free numbers. Some companies also have a toll-free number that allows prospects to call to receive special offers or to learn more about a company. There are even tools like weblogs that provide information about visitors to a website, and if it’s a site you know anything about, these tools are invaluable in generating leads. Another tool used in b2b sales is called dialers. Dialers are specially programmed dialing devices that connect directly with individuals in need of information.
A great way to use the tools like dialers is called a “salesincrunch”. With an online site called “apsm” you create an account and upload the plugin. Once it’s uploaded, this plugin will allow you to plug in salesincrunch code into your website. When someone clicks the “enter” button, it will connect you with the person who’s trying to reach you. Depending on the frequency of the emails, this could be extremely beneficial.
If you’re not sending out emails, you’re missing out on an opportunity to connect with your prospects; prospecting is much easier than it has ever been. The hardest part is simply getting your voice over the phone, and having it connect with people. But with VoIP phones, voicemail automation, and weblogs, you can build up a local presence almost overnight. These are great features for any company looking to increase its reach and improve its overall customer experience. And once you get them, you’ll never be without a means of contacting your prospects, as they’ll know where to find you and how to contact you.
Get rid of your inbound marketing funnel and get a new way to connect with your prospects. No more cold calls. Make sure your prospects know where to get inbound leads. Use tools like teleseminars and webinars. Use email automation and autoresponders. By using all of these different strategies, you can get the most out of your inbound marketing budget and ensure that you get the most benefit from your salespeople’s efforts, too.