Inbound and content marketing takes between 6-9 months to see positive movement. Most companies don't have that type of runway. When done right, outbound sales are immediate, predictable, consistent. In this presentation from The @LAUNCH Scale Conference, Prayag Narula, CEO of @LeadGenius, discusses a scalable formula for targeted outbound sales.

1. How To Scale Outbound Sales?
Prayag Narula, CEO
@prayagn / @leadgenius
prayag@leadgenius.com

2. “I got my first few customers.”
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3. THAT AMAZING FEELING
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4. “I am going to blog and write useful content
and tell the world about this amazing thing.”
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5. Inbound and content marketing takes
between 6-9 months to see positive
movement and 12-24 months to see
substantial customer acquisition.
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6. MOST COMPANIES DON’T HAVE THE 6-9 MONTH RUNWAY
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7. 7
An alternative model to driving revenue growth

8. Immediate.
Predictable.
Consistent.
Scalable.
Why outbound is your friend in early stages of growth
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9. WHERE TO BEGIN
• Construct targeted lists of leads at scale.
What are the characteristics of your successful
customers? Who are your champions?
• Learn their pain.
Define their goals? What makes them a good
customer and what makes you a good vendor
for them?
• Pitch at scale.
Write each one of those
customers a targeted, personal
message from a salesperson
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10. 10
Building an Outbound Sales Strategy

11. PROJECT using data
EXECUTE on strategy using data
ITERATE using data
OPTIMIZE using data
SCALE using data
The Outbound Formula
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12. Project using data
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13. BACKING INTO YOUR TARGET NUMBER (USING DATA)
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If you want to close 5 deals a month to hit your number…
• 5 closed deals
• 25 proposals (20% close rate)
• 50 opportunities (50% qualify rate)
• 5000 leads (1% response rate)

14. HOW MANY BUSINESSES ARE IN THE US?
21,708,021 US businesses
6,049,655 US businesses w/ >1 person
Your customers are listed in:
• Yelp (47M establishments)
• LinkedIn (2M Companies)
• CrunchBase (650K Companies)
• AngelList (289K Companies)
• Manta
• Specialized databases
Avoid low quality sources…
• Data.com
• Dunn & Bradstreet
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15. RELEVANT DATA BEYOND JUST CONTACT INFORMATION
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• Extra pieces of information to qualify better
• Company size, hierarchy, decision making tree
• Specialized qualification criteria:
— if selling to hospitals, check the number of beds
— was a decision maker hired recently? are they hiring for roles that
would use your products?
— solar leads – check Google Maps to see if they’re sun-friendly

16. Execute on strategy
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17. MASS PERSONALISATION
From: prayag@leadgenius.com
To: sarah@hotlead.com
Subj: How is the SDR search going?
Hi Sarah,
I saw you guys were hiring for SDRs. I
wanted to see if we might be able to help you
scale your SDR team. I have a few extra SDRs
we can push your way.
Let me know if you’d like to chat further – we’re
doing this for SoldLead8 already.
BTW, congrats on your recent round!
Cheers!
Prayag
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Be genuine & helpful – don’t
spam. Remember, you have a
lot to offer to the prospect.
Show social proof wherever
possible.
Prove you’re not a robot –
include personal note.

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Iterate & Optimize using data

19. Email Insights
• Sentiment
• Response Rates
• Engagement
Track performance using email insights
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This market’s exploding!
• MailGenius
• Tout
• Yesware
• Outreach.io
• Cadence (Salesloft)
• Sidekick (Hubspot)
• Boomerang
• PersistIQ
• Sendbloom
• Quickmail

20. Scale
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21. Automate As Much as You Can
GRADUTE LEVEL OUTBOUND
Automate the entire process of finding, enriching and messaging
prospects. Junior Sales Reps (SDRs) only talk to prospects who show
demonstrated interest and are in our target market. Your SDRs can be
3x more efficient than market standard.
SDRs As Linebackers
SDRs run the bulk of the sales process:
• Qualification: BANT/CHAMP/ANUM
• Prep: Expectation for Demo
• Timing: Time for Demo
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22. Ramp Before Start
GRADUATE LEVEL OUTBOUND
For new sales reps, start the process before they join. This way, the
week after the training their inbox is full of interested prospects.
As much as 2x quicker ramp-up.
Outbound Influences Inbound
Target individual verticals. Consistent message in content marketing to
coincide with outbound campaigns. Account based advertising to the
target audience.
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23. BRIDGE THE GAP BETWEEN OUTBOUND & INBOUND
Share targeted content
aimed at your audience at
the same time as an email
campaign. (LinkedIn,
email). Ask marketing for
help.
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Blog Post
Dedicated Landing Page
Outbound

24. Summary
✴ Reach out to targeted prospects
✴ Iterate and Optimize
✴ Automate & Scale
✴ Define your Ideal customer
profile
✴ Define customer goals
✴ Build a targeted contact list.
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Who to target & What to say Execute & Scale

25. Automate Your Outbound Process
WHAT WE DO?
We provide you tools to automate and scale the entire outbound
process. Customized and very accurate lead generation, insightful and
action oriented lead enrichment and data driven email outreach.
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If you have found a product-market fit and are ready to scale up
your sales, let’s talk.

26. That’s it!
• Feedback/Questions/Ideas:
prayag@leadgenius.com, @prayagn
• If you want to use our tools:
www.leadgenius.com, @leadgenius
• We’re hiring:
leadgenius.com/careers
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