Importance of implementing a B2B outbound sales strategy

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In the world of B2B sales, one of the pillars for the success of any company is to have an effective customer prospecting method (outbound sales). In this way, we will avoid wasting time on people who are not really potential customers, in which case we are talking about low-qualification prospects.

One of the essential strategies to achieve this is outbound sales. However, many companies are focusing only on inbound marketing strategies, thus neglecting all the potential they have to achieve better results.

Let's look at the importance of implementing a joint strategy between inbound and outbound sales.

What is Outbound Sales and why it is one of the essential customer prospecting strategies
Outbound Sales is the prospecting process, usually executed by the SDR (or Sales Development Representative), which begins the customer journey through direct sales activities, such as cold calling, email prospecting, live social selling or networking.

Outbound prospecting is the responsibility of an internal rcs data greece of people, and specifically, of each professional who performs the aforementioned activities. It is generally considered one of the most difficult customer prospecting strategies in terms of generating B2C leads; however, this is not entirely true for the B2B industry, where consultative sales or assertive communication tactics are key to generating bonds of trust, which are very difficult to build in an inbound context.

Inbound and Outbound Sales: complementary, not exclusive
An Inbound Sales strategy is based on the generation of inspiring and relevant content that seeks to attract the customer in such a way that they want to continue interacting with the brand until the moment of making a purchase. This method puts the buyer at the center of the interaction, prioritizing knowing their preferences to refine the product and service offering.

Thanks to digital transformation, this has been one of the most widely used customer prospecting strategies in recent years, recognizing the advantage of digital media to interact with the audience and to measure the effectiveness of various prospecting actions with real-time data.

However, many companies have focused only on this type of strategy, leaving outbound sales aside. The main difference between these is the origin of the prospect: in inbound, it is the person who comes to contact us after showing interest in one of our solutions; in outbound, it is we who go out to look for a prospect who has not yet shown interest in our solutions.