How To Use Outbound Sales To Expand Your Lead Sources With Trish Bertuzzi

How To Use Outbound Sales To Expand Your Lead Sources With Trish Bertuzzi For companies that generate $5-$20 million in annual recurring revenue (ARR), marketing typically sources about 42% of an account executive’s leads. For larger revenue-generating companies with $20-$50 million in ARR, marketing sources only 36% of an account executive’s leads. So, if your inbound traffic is flatlining, it’s time to look into new lead sources to grow your business. How? Outbound sales and marketing processes, which diversify lead sources that help grow your business. Today, we’re talking to Trish Bertuzzi, CEO and founder of The Bridge Group and author of The Sales Development Playbook. The Bridge Group provides services to the B2B technology space in three areas: Sales development, inside sales, and account-based selling. Trish identifies the biggest challenges when companies are getting started with outbound sales or marketing. Best practices include automation and getting past cold processes to drive huge returns from outbound efforts. Some of the highlights of the show include: Getting to engagement is hardest part of the sales process because we overwhelm buyers spam emails and robo voicemails Different buyer types react to different ways of outreach; figure out your buyer type, analyze their preferences, and build a strategy Effective Outbound Outreach Tactics: If you’re going to use the phone, tell a story with your voicemails; back that up with great emails and valuable content Sales and marketing teams should build stories together and consider implementing a CRM, sequencing tool, and conversational intelligence tools Get a steady stream of outbound leads through a strategy: Who to go after, what to say, how to say it, how message will be delivered, and how to analyze results Get to the point when reaching out to someone for the first time; tell them your objective and what’s in it for them Make voicemails and emails concise; subject lines matter and no attachments The Bridge Group publishes two primary reports: Inside Sales for SaaS Metrics and Comp and Sales Development Metrics and Comp Reports are the #1 lead source for The Bridge Group; they’ve impacted the company’s pipeline and revenues. Look at the right numbers; how many fit your ideal customer profile? Links: The Bridge Group The Bridge Group’s Blog The Bridge Group on LinkedIn Inside Sales for SaaS Metrics and Comp Sales Development Metrics and Comp The Sales Development Playbook Chorus Gong ExecVision OutBound Sales Acceleration Conference Fanatical Prospecting Write and send a review to receive a care package Quotes by Trish Bertuzzi: â€Å"We’re not being human with them, we’re just throwing crap against the wall and praying to God something sticks, so they’ve built a wall, the wall is higher than it’s ever been before, outbound’s tougher.† â€Å"Different buyer types will react to different ways of outreach, so I think you have to figure out how do your buyers want to be approached.† â€Å"Outbound is about making sure we’re all targeting our perfect ideal customer profile, that our story is in alignment, that our marketing message backs it up, and that all of our content is part of the overall story.† â€Å"I always say those who focus are those who win.