The following is an excerpt from The Predictable Revenue Guide To Tripling Your Sales:
Do companies really do 80% of their buying research before contacting you? Not for outbound!
this stat isn’t what frustrates me – it’s how it gets thrown around carelessly.
because often it’s NOT true! it may be…but only for inbound leads. it’s not outbound-generated opportunities, by definition. so call BS the next time you see someone throwing it around like it’s gospel.
(and while it’s fantastic when someone calls you as an inbound lead, they are also calling 5 of your competitors at the same time.)
sometimes with outbound
more often than not, outbound is much less competitive than if they start a project by researching the top 20 options in the space. and so it also takes longer. but outbound deals should be 3x-10x larger than inbound
in outbound, you’ll still lose 70-80% of the time, but the lost deals will show “Lost – No Decision” rather than “Lost – Competitor” (as are more common inbound deals.)
small team, big gravy
you don’t have to invest a ton and hire a huge team, even a small number of outbound reps can contribute another 10% to sales. and even a 10% increase in recurring/Saas sales per year time has a huge impact on your profit & valuation over time because of compounding growth.
anyway, be careful of any stats that get tossed around so casually…sometimes they’re “true” and sometimes they are fantastic marketing spin.
ps – thanks to all of you who had suggestions on people to talk to in