Sales

How to Get an Outbound Effort Started in Your Company

OpenView

November 4, 2010

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.

You can be up and running with your outbound prospecting effort within 8 weeks if you put the proper focus and resources against it.

For the CEO/Executive Team

 

Quick Start Checklist for the CEO/Executive Team

CEO’s Guide for Hiring an Outbound Prospecting Manager

 

For the Outbound Prospecting Manager

Quick Start Checklist for the Outbound Prospecting Manager

Quick Start Guide for the Outbound Prospecting Manager, which includes:

  • Hiring your business development reps: Helps you understand the type of profile that you should be targeting, and the compensation package that you should consider
  • Establishing your automation platform: Helps you set up your sales automation system to support the practice
  • Crafting your target personas: Helps you develop a first cut set of user and buyer roles and target personas (both user and buyer) for your representatives
  • Defining successful outcomes: A checklist to help you define a qualified lead and opportunity
  • Creating your campaign: Helps you prioritize, plan, source, and deliver the campaign to the representative team
  • Creating your support content: Guidance for crafting the materials necessary for your team to be successful
  • Training your representatives: A sample training schedule for the first three days on the job
  • Engaging your representatives: Tips and tricks for ensuring that your representatives are productive
  • Creating a model day for success: How to structure schedules for optimum success
  • Converting your leads into qualified opportunities: Ideas for conversion approaches
  • Checking, reflecting, reviewing, and adjusting on a daily, weekly, and quarterly basis: How to continuously improve your effort
  • Sample weekly and quarterly report to the CEO and executive team: A sample report for communicating your results

For the Business Development Representatives

Quick Start Checklist for Business Development Representatives

Quick Start Guide for Business Development Representatives, which includes:

  • Logging onto and using your automated platform: The basics for getting started
  • Your target personas: Understanding the target audience
  • Defining successful outcomes: Defining qualified leads and opportunities
  • Executing the campaign: Understanding the process and the goals for the campaign
  • Understanding your support content: Tools to help communicate with prospects
  • Engaging your targets: Tips and tricks for getting prospects engaged and interested
  • Prospecting do’s and don’ts: Tips and tricks for initial contact
  • Your first call: What to realistically expect
  • Executing a model day for success: How to structure the day
  • Converting your leads into qualified opportunities: Basic ideas to get you started with your conversion approaches
  • Checking, reflecting, reviewing, and adjusting on a daily, weekly, and quarterly basis: How to continuously improve
  • Sample daily report to manager: A sample report for communicating results

Over the next several posts, I’ll share the following documents that help each of the people in the key roles perform their activities relatively quickly.