Introduction

Cold calling is dead, right? So why do all major global SaaS players still bother to do it and drive most of their revenue via Outbound sales?

Over the past years, outbound sales has become a science rather than a dirty job. Through millions of data points and collective intelligence, we can for the first time in history understand which approaches really do work and which ones don't. This course will lay out all of these best practices, and give you many insights to apply and drastically improve your results.

Outbound sales is not dirty, but a fine-tuned awareness creation tactic that puts relevance for the recipient at first place. In this course, we want to change the minds sales reps and managers to open up to the possibilities that outbound sales entails and show how to reap the fruits of fine-tuned outreaches.

Who is talking? Tom van Berkel (CCO at Easygenerator, ex-google & ex-salesforce) that grew his company to multiple million dollar recurring revenues by focussing on Outbound and Nils Brosch, (ex. CCO at Recruitee, Founder at ‘SaaS Collective’ and Commercial Consultant for SaaS companies).

What to expect:

The course will address fears and doubts head-on and deliver practical, take-home-and-implement knowledge for all attendees.

For whom:

SaaS sales rep that is charged with the project of making outbound work
SaaS Head of Sales that looks for the next layer of growth

Curriculum

From Inbound to Outbound

Why inbound is never enough
How inbound and outbound differ and where they overlap
How to leverage on inbound for outbound deals
The secret to the most optimal set up of your outbound team

Targeting: The Ideal Customer Profile

Why having a clear Ideal Customer Profile is so more important in outbound than in inbound
How to create a winning ICP

Quality vs. Quantity

The difference between quality and quantity outreach
When to reach out at mass, and when not to
Why you need a combination of both

Prospecting: The Outbound Message

How to write a subject line that every prospect wants to open your email
Understanding why personalization does not have to take a lot of time
How to really be creative in your messaging
Closing your email in a way prospects will actually respond

The Cadence: Continuous Follow Up

Get all the insights into what the best proven cadence is
The Do's and Don'ts in your follow up

Prospecting: The Outbound Call / smart call

Why cold calling still works
How to nail down the opening of your call
Understanding what best-in-class salespeople do to handle any objection
Should or should you not leave a voicemail?

Bonus: Management

What skills should you look for in your outbound hires
How should you set the right targets and compensation for your outbound sales team
How to balance career progression with stability of your outbound team

Making Outbound Sales work in SaaS Companies