Outbound Sales Process Copy

Outbound Sales is those sales generated by performing targeted outreach to companies that appear to need our services based on our research. 

This process differs from the inbound process in that we are proactively creating opportunities based on the criteria associated with our ideal customer profile. 

Every step in this process is discussed in more detail throughout this document.

1. Review Ideal Customer Profile
2. Prospecting
   1. Account Based Marketing/Prospecting
   2. AE/SDR Sequence Development
   3. Using
      1. ZoomInfo/Discover.org
      2. SEMRush Winners and Losers List
      3. LinkedIn
      4. Etc ...
3. Sequence/Contact research
   1. This is done with ZoomInfo/Discover.org (Or New/Different Platform)
   2. Sequences development (drafting, writing, copy editing, deploying, tracking and follow up - as follows)
      1. identify a specific reason for reaching out
      2. use zoominfo to find contacts at companies relevant to the messaging of the emails
      3. create a new "tag" on zoom and identify contacts that fit the theme of the message
      4. tag all relevant contacts
      5. in zoom, go to the lists tab, and then to "my tags". then select the tag you used to identify contacts for this sequence
      6. export that list from zoom to excel
      7. redeem the list on zoom
      8. in hubspot, go to contacts, and in the right corner, select "import"
      9. Follow the prompts to correctly identify the type of data you will be importing
      10. upload the file, make sure all columns are accurately noted, and upload the document. Make sure that you are making a separate list within hubspot with all of those contacts 
      11. open the list you imported, select up to 50 contacts and enroll in sequence
4. Place Contact in HubSpot assigned to you
   1. For one offs
   2. In bulk via upload or sync via ZoomInfo/Discover.org
   3. Follow the process to do this for your social outreach work as well. (NOTE Jarrett to update and add in once we finalize Tech and Process)
   4. Validate they are assigned and in your name
   5. Add to DND list
      1. For all contacts that you are currently in conversation with that you wish to be excluded from marketing emails, you are going to need to add them to a do not market list.  
      2. Work with AEs and Marketing to have your list put in place in HubSpot.
      3. The list will be named "'AE Name' Do Not Email List". 
      4. Once your prospecting/sales conversations conclude, (Closed Won or Closed Lost) you will need to remove them from this list so that they can be enrolled in marketing again.
5. Initial Outreach
   1. Cold Email Outreach
   2. Cold phone outreach
   3. Prequalify and schedule call
   4. Move Opportunity to “Introductions/Discovery Call”
6. Introductions/Discovery Call - once here follow the same steps as the Inbound funnel process.