Outbound

Signs your company might need to improve

When your team has no processes or system to collect and log each action taken.
If your team has no sales playbook to make them methodical and predictable.
When you have individual members of staff that cover the entire process, from lead to a sales opportunity.
When to understand your sales pipeline, you ask individual salespeople.

When your staff don't make calls based on an intensive and systematic approach, drawn from a predefined cadence.
When lead sourcing is not achieved by a dedicated sourcing team within the company.
When there are no precise values for success metrics for activity, results, efficiency or quality.

Our approach

Inside Sales is 80% science and 20% art

Science

The science is based on a sales funnel with precise metrics for activity, results, efficiency and quality. In the funnel, we relate revenue with activity in each of the stages through conversion rates between them previously set.

This approach is based on everyone working as a system, which means:

Every single action must be logged into the system.

The activity must be systematic, therefore, every member of staff should execute the same playbook.
There must be a tech stack that makes the team more efficient.
There must also be a well-thought playbook

Art

The art part should not depend on the staff members but must be based on the playbook that includes pitch variations, mail templates, cadences, questions to ask for each touching point, objection handling, etc. This way, we can see these results:

For the whole team act as a system, they must perform the same activity as their co-workers at each stage. This means that outputs can be compared and aggregated into one metric.
The company lead the prospecting so everything is previously established and nothing is decided by the team members
The ramp-up periods are reduced and the onboarding processes are way more smooth.

The playbook along with the training dynamics & role-playing, the weekly meetings and incentive & gamification programs will conduct a significant improvement in both team skills and playbook content.

Our methodology

Defining the outbound strategy

Funneling, Target scenarios, Capacity analysis, Budgeting & Organisation. We define the macro process -funnel phases- and funnel scenario simulations. From this, we will be able to simulate the target conversion metrics to be achieved at each stage, and through this, we will know the activity needed (Qualified Company/Inbound Lead, meeting and opportunity). We also set out a detailed budget of everything that will be required; especially tech stack and team

Defining the data model and micro-processes

Once we have a clear picture of the funnel, we’ll define the funnel objects (qualified company, lead, meeting, etc.), their statuses, and what data we need to collect at each touching point with the prospect. This, combined with the micro-processes, will provide the necessary input to create a system that can assist and guide the outbound process.

Implementing the Tech Stack

Salesforce (or another CRM) implementation. Every single prospect action and information will be registered so metrics and segments can be calculated in real time. This will give companies more power to make data-based decisions. In order to achieve the highest efficiency, we will also include other automation tools.

Putting into service through the PlayBooks - Training & Coaching

The outbound process should be landed on a Playbook where we collect the different cadences and touching points elicited. For each of them, we will define the pitch ( and its variations), the information needed to collect (qualifying questions, buying signals or the sales enablement data board) or the objection handling. Also, TSI combines sessions where we analyze the target market, personas, need/pain point, etc. with workshops focused on cold calling, pitching, messaging or social selling.

Ongoing collaboration

Improvements, growth and change all take time and learning is a continuous process. With this in mind, it is our objective to provide our clients with ongoing support to help guarantee that their systems improve and evolve. We offer:

Regular monthly strategy meetings, with KPI analysis.
Coaching sessions for both teams and managers.
CRM changes aligned with new tactics and processes.

Start generating qualified companies and converting them into qualified meetings with processes, technology and outbound playbooks.