6 Ways Outbound Sales Helps Inbound Leads Grow⎪Predictable Revenue - Deepstash

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Balancing an outbound and inbound plan

Balancing an outbound and inbound plan

Using outbound sales to boost inbound leads can result in positive effects.

This is confirmed by many businesses that found a way to grow organically through a well-balanced outbound and inbound plan.

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Use outbound sales to define your content marketing strategy

The outbound sales process focus on a hand-picked audience and help you decide on the direction for content marketing. Outbound sales help define the marketing strategy by seeing what made the contacted customer buy your product or service.

Once you've gathered the information from outbound, edit and optimise your content strategy to encourage organic customers to have a smoother conversion process.

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Outbound activity increases traffic on your website

The outbound sales process helps to sell your product or service, but it also has other benefits that are not immediately visible.

A customer that didn't buy will visit your website for more info or double-check the facts your outbound team offered. It results in increased organic traffic, a better SEO ranking, and a better chance to reach more leads.

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Define your ideal customer profile using outbound sales

Gathering data from potential customers does not just help improve outbound sales; it also potentially improves your chance of learning more about your customer. Therefore, the person working with outbound sales can define the Ideal Customer Profile (ICP) and other data.

The most important factors that affect the ICP are:

  • Industry
  • Company Size
  • Annual Revenue
  • Location
  • Main Customers
  • Operation Longevity

If you include these in your outbound sales conversation, you can get useful information for your inbound strategy.

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Define the buyer's journey with outbound

Outbound interaction allows you to shape the buyer's journey on your website. When you have an idea about the ICP, you can optimise the journey.

The following questions can help the outbound sales efforts to customise the buyer's journey.

  • Where do the customers look for more information before buying your product/service?
  • What main things do they want to know before making a decision?
  • What terms did they search for in the decision-making process?

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Outbound sales can help identify a conflicting inbound strategy

It is not uncommon for companies to understand the buyer's journey but still have issues with inbound lead generation. The outbound process can help to find inefficient inbound processes.

You can identify the main inbound issues by asking current and potential customers pointed questions. This strategy requires you to have a good analyst that can centralise the answers and expose any problems with your inbound strategy, such as not enough content, a lengthy check-out process. or not enough payment methods.

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Use outbound contacts for ad retargeting

Since you have a database with outbound contacts, you're one step away from targeting them with PPC online advertising.

Include unconverted clients from outbound campaigns on a PPC strategy to increase the chance for conversion. However, ensure not to overdo the retargeting as excessive advertising can turn them away for good.

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CURATED BY

jessicadelgado

Medical sales representative

The benefits of outbound sales for inbound processes.

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