(This article is based on an excerpt from the book by Aaron Ross and Jason Lemkin: From Impossible to Inevitable—Second Edition.) So you want to start an outbound prospecting program, but you’re beginning from scratch. Before you jump in, here are four questions you need to answer for yourself: What’s the right starting model? How long […]
Outbound sales is the process where a seller initiates customer contact to generate potential sales leads. In contrast, “inbound sales” is where customers initiate contact with the seller or their company. The traditional method of outbound sales is “cold calling” either through personal visits or the phone. Digital tools now enable email, social and other alternatives to phone and personal visits.