Play #031 Channel Optimized Outbound

Welcome to the Play #031 of the Sales Transformation Newsletter. Each week I will bring you one Sales play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.

Outbound prospecting has gotten more and more difficult for sales teams.

The primary reason is that it’s hard for teams to do well on every outbound channel.

And for your outbound strategy to work, you need to be using phone, email, social, and video.

The expectation that a brand-new SDR will learn and master the skills needed for each channel is also unrealistic.

This is why most teams tend to lean on one primary channel, or we see the rise of specialized SDR roles through outbound channels.

There is another option for seeing more success, regardless of your current approach and the makeup of your team structure.

And that is ‘‘Channel Optimized Outbound’’

Having good data is part of the secret sauce to a sound outbound sales strategy, but very few teams do anything with the data after running a search in Zoominfo, Seamless, or whatever data SaaS they use.

Channel optimization takes time, but the idea is to validate what the recommended channel is for each prospect.

Here are the three questions we look to answer for every prospect before they go into a sequence at Leadium.

1. Do they pick up the phone?

2. Are they likely to reply to emails?

3. Are they active on social media?

You can build your own process, use tech or hire a company to do this for you. Whichever route you go, you will have your data organized into three workable buckets with a clear idea of what channel to prioritize for each individual prospect.

See you again next week.

-Collin Mitchell