Outbound sales can be daunting for the individual sales rep and the importance of this concept is unfortunately often overlooked in many sales organizations. In this blog post we will discuss why outbound sales should have an important role in the sales organization.
If you have ever asked a marketing- or sales manager how they bring in new customers, you are probably familiar with the following responses:
- “We get most of our new clients through references”.
- “We already have a solid customer base and only work to develop our current relationships”
- “As our brand is well known within our segment, they typically reach out to us”
Even if all three responses are valid and great sources of revenue streams, they tend to be difficult to predict and could be volatile from time to time. This reduces the company's ability to forecast revenue, invest and predict whether they will have the long-term resources to hire new employees.
Why is outbound sales important?
The reason for this is quite straightforward. There are plenty of factors that could affect whether you get referrals, or your current customers decide to make further investments or if a new potential customer reaches out to you. For example, a company is typically only willing to invest if they consider themselves to have the resources to do so. External factors such as the economy, or nowadays even pandemics could negatively set the market in motion and in order to secure your revenue streams you are now looking for something predictable, repeatable & continuous.
This is where outbound sales comes in, not only handy, but very necessary. A well shaped outbound sales process becomes an accountable engine that if done correctly drives a constant flow of business opportunities, which creates the bottom line for predictable revenue growth. The reason for this is simple. You can not with certainty influence when or how people decide to buy, but you can always adjust your activity rate, as well as how you position your services to increase the amount of opportunities created.