Category: Outbound prospecting

Outbound Prospecting: Your Guide to Success in 2022



In sales, outbound prospecting is all about the pursuit. But, before you embark on the hunt for prospects, let’s dive into exactly what outbound prospecting is, how it differs from inbound prospecting, and why it’s still an important sales strategy in 2022. 

Once you’re ready to start prospecting, you’ll also find five secrets to outbound success at the end of this article that will help you close more deals in 2022. 

Ready to get started? Here are the questions we’ll answer in this article:

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What is the definition of outbound prospecting?

Outbound prospecting (or outbound sales) is the process in which sales professionals search for, identify, and reach out to prospects. The ultimate goal is to introduce prospects into the sales cycle and convert them into customers.

 
 

Generally, this kind of outreach is referred to as “cold outreach.” This means the lead or prospect being contacted didn’t indicate their interest in your company before the sales team reached out. Cold calling, cold emailing, and any other “cold” contact strategy fall into the (Read more...)

SDR Metrics And KPIs: What To Expect From Your Sales Development Team



This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. 


Having a high-performing sales development team in place is a fundamental part of a well-functioning revenue engine. According to The Bridge Group, $3 million a year is the average pipeline produced by one single SDR (sales development representative) in the SaaS industry. 

For many companies, SDRs are responsible for generating 30 percent to 45percent of the company’s new business revenue, which proves the relevance of the role and the importance of getting it right.

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The difference between inbound and outbound sales teams 

Sales development teams are typically split between outbound teams and inbound teams. 

Outbound SDRs will usually be responsible for opening new “cold” accounts that had no previous exposure to the vendor. They will often be given a set of accounts to engage with, or a predetermined set of industries or verticals to penetrate, and be more tailored/targeted in their approach.   

Inbound teams will typically be targeted in filtering, qualifying and converting inbound leads into sales conversations. They will be following up on leads generated by marketing teams, such as e-book downloads, webinar attendees, (Read more...)

Sales Intelligence: Your Guide To Closing More Deals With Data



The buyer’s journey is changing faster than ever. Prospects expect customization at every stage of the sales cycle but, as every salesperson knows, customization is impossible without accurate and relevant data. That’s where sales intelligence comes in. 

Sales intelligence can help sales teams automate research and customize outreach to book more meetings with qualified prospects. 

In this article, you’ll find answers to all of your questions about sales intelligence, including:

 

What is sales intelligence?

Sales intelligence is the collection of prospect data from a variety of sources (often aided by sales software), that enables sales teams to better understand their prospects and track critical buying signals.

 

Where does sales intelligence come from?

Sales intelligence data is compiled from many different sources (often by software), but not all software works to compile data in the same way. Here are just a few of the many ways this software collects data:

  • Crawling websites and social media for publicly available information
  • Analyzing website usage data
  • Using cookies to track web activity

Here are a few examples of sales intelligence data collected through these processes: 

7 Social Selling Strategies To Transform Followers Into Customers



This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. 


For some marketers, social media marketing feels like an uphill battle more than anything else. For one thing, organic reach is steadily declining — it’s said that the average organic engagement rate you get from branded content is only about 0.31 percent as of 2019.

Source

TrustInsights reports a steady decline in organic engagement rate for branded content after analyzing over 4,000 business profiles and 1 million posts in a single year.

Advertising costs on social media may have decreased, especially in 2020, but that number only tells us that more businesses and brands are relying on paid ads to reach consumers. Given the crowded space online, it’s not far-fetched to think that the average consumer will eventually grow tired of sponsored content and ads.

With a decline in organic engagement and an increase in competition over consumer attention, it’s tempting to throw in the towel and call it quits on social media. But how do you actually turn your social selling strategy around?

Read on to learn seven essential strategies that will help you convert social media followers into loyal paying customers.

 

1. Have (Read more...)

4 Best Practices To Successfully Manage Your Sales Pipeline



Without a strategic sales pipeline, your business is doomed to fail. If you haven’t defined the steps that make up your sales life cycle, you can’t possibly tell the difference between prospects who need more information and prospects who are ready to buy.

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Even worse, you can waste your time and energy on people who aren’t a good fit for your organization or burn bridges with prospects who would have bought had you talked with them at the right time. 

To get more control over your sales, you need a strategic approach to pipeline management. With the right process, you can not only drive growth, but also avoid needless activities and save time. 

To help you out, here are four ideas to strengthen your sales process, along with some examples to illustrate the points. 

 

1. Remove needless steps

An effective sales pipeline is a bit like a slippery slide. Your prospects should climb to the top, sit, slightly tip over the edge, and slide down to the bottom with ease. 

If the “slippery slide” (read: sales pipeline) is rusty, your prospects will go through a lot of friction, which is a deal breaker. Any further step you add will decrease your results, so you must remove nonessential stages. 

So, where should you start?

With your landing page, of course. 

By optimizing your qualifying process, you can bring in prospects that really need your products and services (Read more...)

B2B Sales Prospecting 2021: 10 Techniques That Work



B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. But the value of sales prospecting should not go unnoticed, and doing it right can be just as rewarding as the challenge.

Find more prospects with Crunchbase Pro – try it free

Unfortunately, in full-cycle sales organizations, salespeople usually don’t pay enough attention to prospecting until the sales pipeline dries up. They don’t realize that filling up the pipeline with leads early in the sales cycle is a vital part of the process. This ultimately puts a lot of pressure on your sales team to get prospecting right. But how do you know how to proceed when the rules of B2B sales prospecting continue to evolve?

By using the best techniques, your B2B sales prospecting can become less of a burden and far more exciting than you may think. Just follow these tips we use at CIENCE to improve your sales prospecting and get noticed from the start. 

 

How to prepare for B2B sales prospecting

In successful B2B prospecting, talking to prospects is not the beginning. Before contacting them, make sure you get your sales approach ready.

 

1.   Account penetration + identify the ideal customer profile.

The first sales prospecting technique should come as no surprise; it’s essential to know exactly who you (Read more...)

Lead Qualification Process: A Step-by-Step Guide



Sales lead qualification has always been a time-consuming and intensive process. Generating leads is a challenge in itself, then you must determine if that lead can be qualified as a sales prospect, which takes time, research and often connecting with leads directly. 

Find prospects that match your ICP with Crunchbase Pro – try it free

The good news is there are a number of strategies, techniques and frameworks that can make the lead qualification process a bit less daunting and help you score, qualify and move leads through the sales cycle more efficiently.

In this article, you’ll find everything you need to know to qualify leads, including lead qualification frameworks and strategies, qualifying questions, and tools that can make your life easier.

Here’s a quick look at everything we’ll cover in this article:

 

What is lead qualification?

Lead qualification is the process of determining the likelihood that a lead will become a customer.

If a lead matches your Ideal Customer Profile (ICP) and is deemed likely to convert, they’re considered “qualified,” labeled as a prospect, and moved to the next stage in the sales cycle.

 

A step-by-step guide to lead qualification

So, how exactly does the lead qualification process work? We break it down step-by-step and introduce frameworks and strategies that can help better assess (Read more...)

Lead Qualification Process: A Step-by-Step Guide



Sales lead qualification has always been a time-consuming and intensive process. Generating leads is a challenge in itself, then you must determine if that lead can be qualified as a sales prospect, which takes time, research and often connecting with leads directly. 

Find prospects that match your ICP with Crunchbase Pro – try it free

The good news is there are a number of strategies, techniques and frameworks that can make the lead qualification process a bit less daunting and help you score, qualify and move leads through the sales cycle more efficiently.

In this article, you’ll find everything you need to know to qualify leads, including lead qualification frameworks and strategies, qualifying questions, and tools that can make your life easier.

Here’s a quick look at everything we’ll cover in this article:

 

What is lead qualification?

Lead qualification is the process of determining the likelihood that a lead will become a customer.

If a lead matches your Ideal Customer Profile (ICP) and is deemed likely to convert, they’re considered “qualified,” labeled as a prospect, and moved to the next stage in the sales cycle.

 

A step-by-step guide to lead qualification

So, how exactly does the lead qualification process work? We break it down step-by-step and introduce frameworks and strategies that can help better assess (Read more...)

20 Critical Buying Signals You Should be Tracking to Increase Sales



Timing is everything when it comes to sales. Tracking and understanding buying signals and connecting with leads and prospects with the right message at the right moment can help you close more deals.

 

What exactly is a ‘buying signal’ in sales?

A buying signal indicates when a prospect is in a position to purchase your service or product. Any new opening for a sales opportunity is considered a buying signal (also referred to as a sales trigger event). Buying signals make your calls contextual, not cold, and your emails targeted, not spammy. Monitoring key buying signals can inform thoughtful engagement, help you score leads, and even revive a prospect gone cold.

Buying signals also incorporate any action a prospect may take that demonstrates purchase intent. The best salespeople utilize a combination of tracking buying signals and purchase intent to understand where their prospects fall within the sales cycle and identify the most opportune time to reach out.

In this article, we’ll cover everything you need to know about buying signals, including 20 examples of buying signals you can use right now to identify if a prospect may be in a position to buy, and how to track buying signals.


10 critical company buying signals and how to track them

Buying signals are key to understanding your prospects. Buying signals give you a huge leg up on competitors by helping (Read more...)

20 Critical Buying Signals You Should be Tracking to Increase Sales



Timing is everything when it comes to sales. Tracking and understanding buying signals and connecting with leads and prospects with the right message at the right moment can help you close more deals.

 

What exactly is a ‘buying signal’ in sales?

A buying signal indicates when a prospect is in a position to purchase your service or product. Any new opening for a sales opportunity is considered a buying signal (also referred to as a sales trigger event). Buying signals make your calls contextual, not cold, and your emails targeted, not spammy. Monitoring key buying signals can inform thoughtful engagement, help you score leads, and even revive a prospect gone cold.

Buying signals also incorporate any action a prospect may take that demonstrates purchase intent. The best salespeople utilize a combination of tracking buying signals and purchase intent to understand where their prospects fall within the sales cycle and identify the most opportune time to reach out.

In this article, we’ll cover everything you need to know about buying signals, including 20 examples of buying signals you can use right now to identify if a prospect may be in a position to buy, and how to track buying signals.


10 critical company buying signals and how to track them

Buying signals are key to understanding your prospects. Buying signals give you a huge leg up on competitors by helping (Read more...)