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Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads - Paperback | Diverse Reads

Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads

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Sometimes, sales organizations rely too heavily only on inbound lead generation. However, when the inbound leads dry up and marketing efforts stop yielding results, the need for outbound activity becomes more crucial than ever.

Many companies have let their sales people devolve into an order-taking, customer “farming” team where the focus is following up on inbound leads or just trying to upsell current customers. Conversely, this is the critical time in the life of a business when organizations with a team trained to sell outbound successfully will rise above the rest.

Outbound selling can be intimidating even to the most senior rep, yet that same intimidation around cold calling and outbound sales can be transformed into confident success with the right tools at your disposal.

In Outbounding, sales expert William Miller provides sales teams with everything they need to:

  • Have the right tools to outbound and not to just harass
  • Learn how to outbound to the C-Suite as well as the manager level
  • See prospect meetings less as win-lose battles and more as opportunities to use problem-solving skills
  • Utilize templates and ideas that really work and can be adapted to one’s own style

Outbounding equips sales people with the knowledge, training, and road-tested sales tactics to raise the success rate of their outbound sales, using proven strategies that deliver breakthrough results.

ISBN-13: 9781400219445

Media Type: Paperback

Publisher: HarperCollins Leadership

Publication Date: 11-03-2020

Pages: 336

Product Dimensions: 5.40(w) x 8.30(h) x 0.90(d)

William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley. Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.

Table of Contents

Acknowledgments vii

Foreword ix

Preface xi

Part 1 The Starting Point

1 The Story 3

2 How Do Customers Buy? 9

3 What Help Do Prospects Want in Their Buying Process? 25

4 By Territory, by Industry, by Persona 43

Part 2 Getting To Work

5 Preparation 63

6 Prep and Numbers 77

7 What Works 89

8 Daily/Weekly Skills Scorecard 105

9 Messaging: The Big Five 121

10 What Doesn't Work 137

11 Numbers 147

12 Homework and Preparation 161

Part 3 On Your Mark, Get Set …

13 Tactical Listening Skills 167

14 Trains and Gaps 181

Part 4 Go

15 Outbounding 189

16 Even More 203

17 The Phone Call 213

18 Objection Handling 223

19 Personal Habits to Overcome Objections 233

20 Lead-ins and Voice Mails 243

21 Three Levels of Why and Homework Assignments 251

22 Other Types of Prospecting 259

23 You Are Live: More Hints 267

Part 5 Sales Management

24 Develop the Process 277

25 Hiring Thoughts 283

26 Dashboards and Leading Indicators 287

27 ProActive Numbers 293

28 Putting It All Together for an Outbound Team 299

29 Summary 305

Index 307

About the Author 315