At the end of the day, all selling starts with leads, which is why outbound selling – along with a good lead generation and prospecting process – is so important. Keep in mind the following:
Aaron Ross, who created the outbound sales model at Salesforce, talks about the various targeted lead types in the highly recommended and best-selling book, Predictable Revenue, which he coauthored with Mary Lou Tyler. In this book, he breaks down these leads into three categories: “Seeds,” “Nets,” and “Spears.”
To quote Aaron:
Good targeted leads provide you with a good start, but achieving success is all about how you guide those targeted leads through your pipeline. Look to design a streamlined process, which will act as lubrication for your pipeline. This lubrication consists of automation and acceleration tools, outsourced help, and all sorts of tactical and strategic sales hacks to speed things up.
A good sales process is a science, and science is the new art.
Excerpted with permission of the publisher Wiley from Hacking Sales: The Ultimate Playbook for Building a High Velocity Sales Machine by Max Altschuler. Copyright (c) 2016 by Sales Hacker Inc. All rights reserved. This book is available at all booksellers.