How to Build an Outbound Prospecting + Inside Sales Funnel for Your B2B Technology, SaaS, or Consulting Business

Fast, Practical Overview of an Outbound Prospecting Strategy

The B2B outbound prospecting + inside sales funnel is one of the original sales funnels and is the foundational Go-To-Market strategy for most organisations.

This is because it’s the most cost-effective B2B sales strategy to implement, as it requires minimum upfront investment, delivers unlimited ROI and is the most natural way of selling a product or service.

In this article, you’ll discover:

  • Outbound prospecting and inside sales, how to implement, when to implement, and why to implement

  • The critical metrics you need to monitor to supercharge your results

  • The 6 Stages of a Successful Outbound Prospecting Strategy.

What Is Outbound Prospecting?

Outbound prospecting is a proactive approach to lead generation. It’s the act of reaching out to potential customers or clients who appear to be a good fit for what you are selling.

Instead of waiting for them to find you… you take the initiative and go to them.

When To Use Outbound Prospecting

5 Phases To Growing Any B2B Business

The outbound prospecting + Inside sales funnel is for you if…

  • You provide a product or service that provides an annual gross contribution of $5k < gross profits

  • You collect cash or deposits upfront

  • You are a B2B company

  • You sell to SMBs or SME or Large Enterprises

  • You are selling a brand-new product or service

NOTE: If your product is a low ticket, then the automated outbound prospecting + automated free trial funnel is for you (see here).

B2B prospecting is a proven strategy. However, that doesn’t mean that everybody should use it. The strategy is based on the overall unit economics of each stage. How much does it cost to generate a lead? How much does it cost to close a lead?. This strategy will answer the most fundamental questions of the business. This strategy has its sweet spot in these specific situations:

  • Starting from Scratch and Testing New Offers. An outbound prospecting strategy is fast to set up. This makes it a perfect choice if you’re starting out from scratch and testing new offers. So, you’ll gauge interest and fine-tune your offerings based on real-world responses. It will also provide you with immediate real-time feedback from the market.

  • When You Know Your Target Audience Precisely, outbound prospecting allows you to reach out to a highly targeted audience of potential leads. This precision is most beneficial when you deeply understand your ideal customers and know exactly who you want to target. Conversely, it will also help you learn who not to target. There is nothing better than spending 10-20 hours a week on the phone with the people you intend to sell to in the future.

  • To warm up new salespeople into the business. Always start new salespeople off on your coldest leads. Gradually ease them into your warm leads.

When NOT To Use The Outbound Prospecting + Inside Sales Funnel

Outbound prospecting can be done by…

  • One person alone. He or she can find decision-makers, feed them into an automated prospecting system, and close demos.

  • We suggest A sales support in a lower-cost location trained to be the team’s sniper. Their job is to find strict criteria for decision-makers and influencers in exact ideal accounts.

You have to take into consideration the cost of implementation. An SDR combined with sales support in a lower-cost location could set you back $70k – $100k annually. per year… so if we do the math, the ROI becomes evident if you sell products with an annual gross contribution of $6,000 or more.

So, if you’re selling a product with an annual gross contribution of $5,000 or less… outbound prospecting may NOT be a good fit for you.

But, if you sell a product with an annual gross contribution of over $5,000, it’s possible to make outbound prospecting extremely profitable.

The effectiveness of outbound prospecting is closely tied to the gross contribution of your offer. For example, the figure below compares the yield (ROI) against the gross contribution:

In figure 2, notice gross contribution affects the yield of the outbound funnel - in case 1, the gross contribution is $10,000 and yield is 71.79%, however in case 2, when gross contribution is only $5,000, yield is negative, which means that the business will break.

The Stages of the funnel

Stage 1: Use Outbound Prospecting to Book Meetings with Decision Makers

Prospecting involves searching for and identifying potential leads for a business’s products or services. It is the first step in the sales process and entails reaching out to potential prospects to gauge their interest and determine if they fit the company’s ideal customer profile. When you are prospecting, you are working throuBullet listgh a cold batch of prospects, searching for leads that align with the ideal customer profile.

Prospecting involves searching for and identifying potential leads for a business’s products or services. It is the first step in the sales process and entails reaching out to potential prospects to gauge their interest and determine if they fit the company’s ideal customer profile. When you are prospecting, you are working throuBullet listgh a cold batch of prospects, searching for leads that align with the ideal customer profile.

Two thousand companies mean 100 new decision-makers daily for the SDR to call and 100 new decision-makers daily for the sales support to find. It’s a manageable and comfortable number that provides some healthy yield.

The challenges with finding 2000 decision-makers:

Building a laser-targeted list of decision-makers takes a lot of work. It can take anywhere from 3 – 10 days, depending on the size of the TAM (Total Addressable Market) or the complexity of the targeting.

Clearly define your target audience based on industry, company size, job titles, and pain points. This will ensure that your outreach efforts are more precise and fruitful.

To streamline this process, we suggest using sales support in a lower-cost location that can mine and find laser-targeted contact data daily. They can find 100 decision-makers daily and feed them into your email marketing and LinkedIn system.

Your Sales support will use tools like Seamless, Apollo, and ZoomInfo to find decision-maker contact data. Then, they will clean the data and feed it into your lead generation system.

Your lead generation system should be well-defined and templated, with an automated email/LinkedIn cadence and an easy appointment booking system.

When prospects start responding and becoming leads, the sales support will either try to book the appointment directly for the SDR or closer or notify the SDR to follow up.

Then, your Sales Development Representatives (SDRs) will be the front-line soldiers in your lead generation campaign. Their primary mission is to qualify and book qualified demos for the closer or founder. This is usually achieved through cold calling, cold email, and responding to warm leads generated by the sales support.

Side Note: If you have somebody on your team who can cold call, book appointments, and close deals on a commission-only basis, hold onto them for dear life. Those people are the last of a dying breed, and they are gold.

Reach out to B2B Growth Implementation to learn how to build a commission-only sales team.”

Now, let’s take a deeper look at the different traffic channels used in outbound prospecting… and how to effectively use them to reach your target audience:


Email outreach is the cornerstone of B2B lead generation. And it can be hugely influential – if it’s done well.

Your subject line is the first thing your recipient sees, and it’s what determines whether your email gets opened or ignored. Use intriguing and relevant subject lines… yet don’t forget you’re a human. Talk like a real person, as if you were having a one-on-one conversation. Emails that sound like spam are often treated as such.

One of the most effective ways to grab attention is by personalising your emails. Address the prospects by their name and, if possible, other personalised elements. The more tailored your message, the more likely it is to resonate with the recipient.

In Figure 1, we see results from a campaign we ran for one of our clients in the software development industry. Notice the 94.6% open rate, 0.9% link click rate, 3.2% reply rate and one lead. These are impressive results for such a highly saturated market (offshore software development)


LinkedIn is indeed a powerful tool for B2B lead generation. It provides a unique platform to communicate with decision-makers directly, and you can send a connection request to any B2B decision-maker worldwide. Imagine that. You’re only one click away from anybody you want to speak with, no matter where they are. What a time to be alive. However, the key to success on LinkedIn lies in your tone, the number of words, and the combination of words you use. In our research, after running over 100+ LinkedIn profiles on prospecting campaigns, it also depends heavily on your profile picture.

In Figure 3, we see a real-life case study with one of our SaaS clients who had 739 connection requests, with a 65% connection acceptance rate and an impressive 30% reply rate. This is due to a great profile picture, credible profile optimisation, and our Productprofits proprietary approach of “getting off on the right foot” with our proven messaging cadence.

Hot Tips: Share valuable content, insights, and resources that resonate with your prospect’s pain points. Position yourself as a helpful resource rather than a pushy salesperson. Then, gently introduce your product or service. Since you’ve already built trust, they’ll be much more likely to respond.”


While LinkedIn has traditionally been the go-to platform for B2B professionals, Facebook has steadily gained ground. 74% of salespeople have reported that they use Facebook professionally.

This means your potential B2B prospects actively engage on Facebook, making it a viable platform for your outreach efforts. One of the advantages of using Facebook for prospecting is the platform’s less formal and more relaxed environment compared to LinkedIn.

Many people assume that selling a business product on Facebook is not appropriate. However, this is only sometimes the case. In fact, you should be where your target market is, and if that’s on Facebook, then it’s a platform you should consider.

Initiate conversations in a friendly manner. Then, once a certain level of trust is built, transition the conversation to other platforms like email or phone calls for more in-depth discussions or meetings.

Telephone Calls

Cold calling remains a valuable and personal channel for reaching potential leads in B2B sales. However, to be effective in this digital age, cold calling needs to be approached with strategy and finesse.

Wait to launch into a sales pitch. Instead, ask open-ended questions to uncover the prospect’s pain points and needs. Listen actively and show empathy. The goal is to have a conversation, not a one-sided pitch.

Then, at the end of the call, establish clear next steps. If the prospect is interested, suggest a follow-up meeting or demonstration. If they need more time, ask when a better time to reconnect would be.

Every cold call should follow this framework:

  1. Introduction

  2. Credibility

  3. Transformation

  4. Problem

  5. Solution

  6. Next Steps

Turning Prospects Into Leads

Turning prospects into leads is a pivotal step in your outbound strategy.

That’s because leads are more likely to convert into paying customers since they have shown genuine interest.

Prospect Vs Lead

In simple terms, prospects are the potential customers who are a good match for what you’re selling.

Leads go beyond just fitting the criteria. They’re the ones who meet your requirements and show real interest in what you’re offering.

Metrics to Monitor — Lead Exposure Rate

Without clear metrics, you’re essentially navigating in the dark. You need help understanding where and how to optimise your approach.

So, here are the vital metrics to monitor during this stage of the funnel: Lead Exposure Rate.

It measures how many of your outreach attempts result in positive responses.

This can include responses such as booking a meeting, expressing interest, or requesting more information. To calculate this rate, divide the number of positive responses by the total number of outreach attempts.

Here’s the industry benchmark: your lead exposure rate should be at least 3%. In some cases, it can even climb to 15% or more. This indicates that your messaging is striking a chord with your audience.

If you are selling a high-ticket product, and your lead exposure rate is less than 3%, this is fine as long as you can book meetings and close deals.

Notice that the open rates are more excellent than 25%, and the overall reply rate exceeds 13%. This is achieved by using highly effective niche-specific messaging.

Metrics to monitor at this stage

Status changes

  • Bad fit – prospects that the sales support found because they thought they would be a good fit, but after speaking to them, they are not. Do you need to optimise your targeting?

  • Bad Data – Did your data provider provide you with insufficient data?

  • Not interested – are they not interested now? Why?

  • In progress – you are working on them

  • New Lead – They are interested


  • Email Open Rates

  • Email Click Rates

  • Email Reply Rates

  • Email Exposure Lead Rate

  • Linkedin Connect Rate

  • Linkedin Reply Rate

  • Linkedin Exposure Lead Rate

  • Call Connect Rate

  • Call Pitch Rate

  • Pitch to Meeting Rate

Stage 2: Conduct Discovery Calls with Decision Makers to Ensure They Are Qualified

The second stage is crucial for determining whether the leads generated are genuinely qualified and have a legitimate interest in your product or service.

The protagonists in this stage are your SDRs.

What Is a Discovery Call?

A discovery call is a structured conversation between an SDR and a prospect. It’s typically the first real interaction after initial outreach.

The primary goal of a discovery call is to qualify the lead. In other words, it’s about determining whether the prospect is a good fit for your product or service. Here’s what a typical discovery call involves:

  • Introduction: The call begins with introductions. The SDR briefly explains their role and the purpose of the call.

  • Listening: Most of the call is dedicated to asking questions and actively listening to the prospect’s responses. SDRs should be prepared with open-ended questions to encourage detailed answers.

Next Steps: Towards the end of the call, the SDR discusses the next steps.

The Challenge of Stage 2

One common challenge that arises during this stage is the fickleness of interest. Sometimes, leads will initially express interest and even commit to a meeting, only to change their minds later.

To address this, nurturing the lead’s interest beyond the discovery call is essential.

And the best way to do that is using personalised communication. Tailor your communication to the lead’s preferences. Some prefer email updates, while others appreciate occasional phone calls or LinkedIn messages.

Qualify for BANT

One of the best ways (if there are better ways) to qualify your lead is using the BANT criteria: Budget, Authority, Need, and Timing.

These four elements are vital because a deal will only close successfully if all of these elements are in place. These questions need to be discovered during the discovery phases (and not necassarily in this chronological order)

  • Budget: The “B” in BANT stands for Budget. Determining whether the prospect has the financial resources to invest in your product or service is essential. During the discovery call, you should gently explore the prospect’s budget constraints and whether your solution aligns with their financial capacity.

  • Authority: The “A” in BANT represents Authority. You need to identify if the person you’re speaking with has the authority to make purchasing decisions within their organization.

  • Need: The “N” in BANT signifies Need. This is about understanding the prospect’s pain points and needs. You want to ascertain whether your product directly addresses their specific pain points.

  • Timing: The final element of BANT is Timing. Discuss their timeline and why addressing their needs now is essential. Explore any external factors or deadlines that may be driving their urgency.

Metrics to Monitor

Monitoring metrics is crucial to grasp the effectiveness of your outbound prospecting.

The Lead to Discovery Conversion Rate is a critical metric to track at stage 2.

This metric measures the percentage of leads progressing successfully from the initial lead generation stage to the discovery call stage. It helps you assess the efficiency of your lead qualification process and the quality of your leads.

It’s calculated by dividing the number of leads qualified for discovery calls by the total number of leads and then multiplying the result by 100.

Your SDRs should be able to get a 40-70% Lead to Discovery Conversion Rate.

Understanding the No-Show Rate

The “no-show rate” refers to the percentage of scheduled calls where the prospect does not attend or fails to show up at the agreed-upon time. This can be frustrating for sales teams as it wastes valuable time and can lead to missed opportunities.

The common causes can range from miscommunication to busy schedules.

Here are 3 of the most effective tactics to minimise the no-show rate:

  • Confirmation Emails: Send confirmation emails a day or two before the scheduled call. Include all relevant details such as the date, time, and agenda. This serves as a gentle reminder.

  • Personalised Reminders: Consider sending personalised reminders on the day of the call. A brief message or email can help reiterate the importance of the meeting.

Follow-Up Calls: If a prospect doesn’t show up, don’t give up immediately. Consider making a follow-up call or sending a follow-up email to reschedule. They may have had a legitimate reason for missing the initial call.

Stage 3: Getting Leads to Book a Demo

At this stage, you already have leads qualified based on the BANT criteria (Budget, Authority, Need, and Timing).

The next step is to guide them toward booking a demo. This stage represents a critical juncture in the sales process — it allows the lead to experience your product or service firsthand. And that can be far more persuasive than any description or marketing collateral.

The SDR’s role is to warm up the lead, find a suitable date and time for the demo, and report everything to a salesperson (or Account Executive or Closer).

What Is a Demo?

A demo, short for demonstration, is a presentation or showcase of your product or service to a prospective customer. Its primary purpose is to illustrate how your offering works, its features, and the specific benefits it can provide to the customer.

Pre Demo Emails

Before the demo, you will want an email sequence that sends prospects some valuable content. Ideally, this should be your middle-of-the-funnel content, such as a video sales letter or reading material. The goal here is to educate the prospect on the strategy as much as possible so that when you’re on the demo, the prospect is sold on the strategy and is ready to implement it.

How to Conduct a Demo

Before the demo, review the information gathered during the discovery call. Understand the lead’s pain points, goals, and unique requirements.

You will need to close the demo in a particular way. See below for advanced sales training.

How to Ensure Extremely Qualified Leads


That’s how you can be sure (100%) about the quality of your leads.

Ask your leads that, to show their commitment, a deposit is required to proceed with the next steps. Make it transparent that the deposit is refundable if they decide not to move forward.

This helps ensure the lead’s seriousness and provides an additional layer of commitment and engagement in the sales journey.

Metric to Monitor - Discovery-Demo Rate

One vital metric to monitor at the stage is the demo-discovery rate.

This metric reflects the percentage of qualified leads from your discovery calls who proceed to book a demo.

The ideal discovery demo rate can vary depending on your industry, product, and target audience. However, you should be able to get a rate between 40-80%.

Anything below suggests that your qualification process may need refinement. Leads might need to be adequately assessed during the discovery call, leading to a lower rate of qualified leads proceeding to demos.

Here’s a real-life example:

Figure 3 shows an example of an SDR’s monthly output. Notice that 800companies were contacted, 2,722 emails were sent (approx three emails per contact over 1 month), 381 replies were received (approx. 14%), and 64 leads were created, with two closed deals.

Stage 4 - Closing The Deal

SDRs make a lot of effort to book demo calls with qualified leads… yet that’s just the first half of the B2B sales process.

The second half is where a salesperson (usually an Account Executive or Closer), hopefully closes the deal. It’d be a shame to lose the prospect’s attention and render all the SDR’s hard work in vain, right?

So, let’s explore how to increase the likelihood of closing the deal.

Tips for Closing

  • Smooth Transition. The transition from the demo stage to the closing stage should be smooth and logical. During the demo, the salesperson should have gathered valuable insights about the lead’s specific needs and concerns. This information is crucial for tailoring the closing strategy.

  • No More Concerns. At this point, it’s essential to revisit any outstanding questions or concerns the lead may have. The salesperson should demonstrate a deep understanding of the lead’s challenges and reiterate how your solution addresses them effectively.

  • Tailor-Made CTA. Highlight how your value proposition directly addresses the lead’s pain points. it demonstrates that you’ve been actively listening and are genuinely focused on solving their challenges. This builds trust and credibility.

  • It’s about them, not him. Show how solving this specific pain point with your product can contribute to the lead’s organisation’s overall success. It’s not just about helping an individual; it’s about contributing to the company’s objectives. This can facilitate buy-in from multiple stakeholders.

Metrics to Measure - Standard Close Rates

The key metric to focus on during Stage 4 is the close rate. It is a fundamental indicator of how well your team converts leads into paying customers.

To calculate the close rate, divide the number of successfully closed deals by the total number of demo calls and multiply the result by 100.

Close rates can vary significantly depending on the industry, niche, and the quality of leads… but here’s a benchmark that can help you set realistic goals for your sales team;

Usually, an excellent close rate falls from 20% to 50%.

Who Should Be The “Closer”

The right closer can often distinguish between a sale or a lost lead. So, who should have this role? Well, it depends on the company’s growth stage.

In the early stages, the founder is the one who should take on the role of the Closer. This is because the founder typically understands the product in-depth and can convey its USP authentically.

As the company grows and secures its first five to ten sales, it’s often practical for the founders to step back from being the closers and focus on scaling the team. That’s why it’s essential to record the successful calls and create sales materials that capture the essence of their pitch.

These training materials will then be used to train new salespeople and expand the team further.

Stage 5 - Collecting the Case Study

Once a deal is closed, it’s time to close more deals. And that’s where case studies come in.

What Is a Case Study?

Once a deal is closed, it’s time to close more deals. And that’s where case studies come in.A case study is a powerful tool that provides real-world evidence of how your product or service has delivered tangible benefits to a customer.

It typically includes information about the customer’s background, challenges or pain points, how your solution addressed those challenges, and the outcomes achieved.

Once you have a case study, implement it into your sales letter to make it more persuasive and credible.

How to Collect a Case Study

The first step is to choose a customer who has had a particularly successful experience with your product.

Then, ask him if he wants to share his experience with your product or service. At this stage, don’t be too formal… you already have a deep relationship with that customer.

And during the interview, be sure to collect data, such as metrics, ROI figures, or performance improvements. This adds credibility to your claims.

Stage 6: Retargeting for Lead Nurturing

Retargeting is a long-term investment. It involves re-engaging
leads who didn’t close the deal immediately and nurturing them for
potential future conversion.

The Importance of Retargeting

Not all leads are ready to make a purchasing decision right away. Some require more time to evaluate, consider, and build trust in your brand. And that’s what a retargeting strategy will do over time.

Because if you provide value, you’re more likely to be top-of-mind when those leads are ready to decide.

And… well, there’s also the cost factor. Retarget warm leads who are already familiar with your brand is often more cost-effective than acquiring entirely new leads.

Channels for Retargeting

  • Facebook Ads: You can create custom audiences based on website visits, engagement with previous content, or specific actions taken on your site. Deliver tailored ad campaigns and keep those leads engaged.

  • Google Ads: You can retarget leads who have visited your website through relevant ads when they browse other websites or conduct online searches.

  • LinkedIn Ads: You can retarget leads based on their interactions with your LinkedIn Page, website visits, or engagement with your content.

  • Email Marketing: A 10-email automated sequence is one of the most effective ways to nurture leads. Send a welcome email to thank the lead for their interest and set expectations for future emails. Then, just keep sharing valuable content and addressing their pain points.

Options For Creating An Outbound Sales Funnel

1. Hire A Marketing Agency Or Lead Generation Agency

Pros/Cons in Simple Terms:

  • You can lighten the load and, let's admit it, some stress.
  • Lead generation agencies often follow the "pay-to-spray" approach, which could result in your target market getting bombarded with not-so-great messages. That's a big no-no for your brand.
  • Surprisingly, some lead generation and marketing agencies need help generating leads. And that raises questions about their effectiveness in generating leads for your business.
  • It can get expensive; if it doesn't work out, you're back at square one.

2. Figure Things Out On Your Own

Pros/Cons in Simple Terms:

  • You'll save some bucks by not hiring external help.
  • Managing everything yourself can be overwhelming. It requires wearing multiple hats and can lead to stress and burnout.
  • You'll need to invest a lot of time in learning the ropes, experimenting, and potentially making costly mistakes.

3. Partner With B2B Growth

No holding back. We’ll give you all the know-how we’ve gained over 15 years of hard and passionate work in the B2B lead generation space.

  • We've been in the trenches for 15 years.
  • You’ll get the know-how of the hundreds of tests we’ve made in the past.
  • We have a 100% success rate in building lead-generation machines for our clients. (We don't like to brag, but our track record speaks for itself.)
  • Believe it or not, there's no "cons" section here. Okay, maybe we’re biased because we believe in what we do.

State-of-the-Art Lead Generation:

The B2B Growth 4P Approach

If you want leads to knock on your door while focusing on doing what you love, the B2B Growth 4P approach couldn’t be more perfect for you. It is a proven method that helps B2B businesses snag top-notch leads and confirm their market fit. It is a beneficial approach if you don’t have a background in sales or marketing.

Here’s how it breaks down:

The B2B Growth 4P Approach

  1. Pinpoint: Start by building a list of 2,000 decision-makers who fit your target niche, psychographic, or demographic. This is your goldmine for potential customers.

  2. Present: Develop 5-10 different transformation messages. Think along the lines of, “We help [niche] achieve [biggest desire] without [biggest obstacle or pain point].”

  3. Process: Load these potential customers into the B2B Growth Prospecting System.

  4. Parse: This is where the rubber meets the road. We generate leads and put meetings on your sales team’s calendar. Sales support in the box.

Once you implement our 4P approach, we will install lead generation systems in your business that will constantly generate a steady stream of warm leads.

Lead Generation Services

Do It Yourself

Guidance and Mentorship

You access our minds and “steal” our 15-year know-how. You’ll get all the tools, scripts, and training you need to generate leads. All for a modest initial setup fee of $2,000 + $200 per month in software costs.

Why Choose DIY?

  • Cost-Effective: This is a budget-friendly alternative to hiring a full-time Sales Development Representative (SDR).

  • Time-Saving: As a founder or product owner, your time is precious. Our automated system takes care of the initial outreach, freeing you up to focus on other crucial aspects of your business.

  • Fearless Prospecting: Automation removes that intimidating factor, especially if you’re a founder with no sales background.

This is ideal for hands-on founders who want to make a big splash in the market… while remaining budget-conscious.

Done With You (DWY)

It’s a partnership where we work side-by-side to build and fine-tune a lead generation system that works. We’ll do the work, and you’ll harness the results.

For a one-time payment of $10,000 or three monthly fees of $4,000, you’ll get:

  • One-on-One Sessions: Personalized guidance tailored to your unique challenges.

  • Sales and Demo Call Support: We’ll be with you during these critical interactions, ensuring you put your best foot forward.

  • 6-Month Free License to Muscle CRM: Our proprietary CRM software will be your command centre for sales and marketing.

  • Full Lead Generation System Installation: We’ll create a complete sales and marketing system customised to your needs.

Why Choose DWY?

  • Expert Guidance: It’s not just about saving money; it’s about making savvy investments. We’ll be your guide, making sure you seize every opportunity.

  • Exclusive Tools: Gain access to our proprietary software, Muscle CRM. Get our seasoned sales team to back you up during those all-important sales and demo calls.

This package is for companies itching to hit the ground running and ready to shake things up in B2B lead generation.

Ready to get hot leads straight to your door?

Frequently Asked Questions About Outbound Sales Funnels

What is The B2B Outbound Prospecting and Inside Sales Funnel?

The B2B Outbound Prospecting and Inside Sales Funnel is a systematic lead generation and sales approach. The stages typically include prospecting, lead qualification, discovery calls, demos, and closing deals. It’s a proactive approach to lead generation; instead of waiting for them to find you… you take the initiative.

When should I consider using outbound prospecting as my lead generation strategy?

Outbound prospecting is effective in several scenarios… yet the most important thing to consider is the gross contribution of your product. Considering the US average salary for an SDR, the ROI becomes evident if you sell products with an annual gross contribution of $6,000 or more.

What are the advantages of outbound prospecting?

Outbound prospecting offers several advantages, including its speed of implementation, the ability to reach specific decision-makers and executives, and its ease of duplication. It allows businesses to take a proactive approach to lead generation, engage with potential customers directly, and scale their efforts to reach a larger audience.

How do I optimise my traffic sources?

Optimising your traffic sources is essential for effective outbound prospecting. Start by identifying the channels that resonate most with your target audience, such as email, social media, or cold calling. Tailor your messaging and content for each channel. And don’t forget to regularly analyse metrics like click-through rates and engagement to refine your approach.

How do I effectively book a discovery call or a demo?

Booking discovery calls or demos is a critical step in the sales funnel. To do it effectively, follow these tips:

  • Highlight how your product addresses the prospect’s specific needs.

  • Be prepared to answer any inquiries, objections, or doubts the leads may have.

  • Offer flexibility in scheduling to accommodate their availability.

  • Send reminders and confirmations to minimise no-shows.

What are some tips for closing the deal?

Understand the prospect’s budget, authority, needs, and timing (BANT) to ensure they’re qualified. Then emphasize how your product will improve the entire organisation of your lead. Finally, address their objections or concerns and create a sense of urgency.

How can I measure the success of my outbound prospecting campaigns?

Success in outbound prospecting can be measured using key performance indicators (KPIs) such as conversion rates, response rates, lead quality, and the number of qualified leads generated. Additionally, tracking the return on investment (ROI) by assessing the cost of the campaign versus the revenue generated is an essential metric for gauging success.