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.

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.

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?

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.

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.