Outbound selling is tough for many salespeople and sales organizations, and many start their outbound sales training focused on the wrong thing.
Most outbound sales strategies fail because the salespeople making the calls, sending emails, or conducting social media outreach lack business acumen.
They are often too focused on themselves and their brand, with their first two or three lines being about why they reached out and what their product does.
Video short of Shane Gibson sales trainer talking about outbound sales success:
Most business decision-makers don’t care about what your product does or what you want, but rather if you understand their business and can provide insights and solutions for specific challenges and goals they have.
Even with a well-scripted outreach strategy, a salesperson who lacks business acumen will often flounder on the first call, as their knowledge and insights don’t come anywhere close to the contact they’ve been pursuing.
Great salespeople and outstanding outbound strategies leverage specific insights about prospects for their outreach, customize and personalize their approach, and can back up that outreach with real business acumen, knowledge, and value in their sales conversations.
If you want to really help develop your team as exceptional outbound sales people, make sure your sales training and coaching teaches them how to think like a business person and value added advisor. Once they fully understand their market, clients, and how your solutions impact them many of the things they struggle with like cold emails or what to say on an initial call become more natural.
