Sales Outreach 101: Tips & Strategies to Boost Revenue in 2024

January 2, 2024

From door-to-door sales to cold email campaigns, sales outreach has evolved. Gone are the days when using a single sales channel was enough. Buyers today are smarter and are present on multiple channels. Sellers need to get with the times if they want to boost sales and generate revenue.

In this blog, we’ll delve into the ABCs of sales outreach and how you can craft the perfect sales outreach strategy to build a solid sales pipeline. 

Difference between Sales Outreach and Sales Prospecting

You often hear 'prospecting' and 'outreach' used interchangeably, but the two have specific differences. Here’s a table highlighting their key differences:

Sales Outreach Sales Prospecting
Definition Initiating contact with potential customers or leads A systematic process of identifying potential leads
Goal To engage and generate interest To identify and qualify contacts as potential customers
Initiation Often begins with a targeted message or communication Involves researching and identifying potential leads
Focus Primarily focuses on reaching out to prospects Primarily focuses on finding and qualifying leads
Channels Various channels like email, calls, social media, etc. Research through online platforms, databases, etc.
Metrics Metrics include response rates, conversions, etc. Metrics include lead identification and qualification

Sales Outreach Strategies: The Common and advanced

From attending in-person meetings to sending cold emails, sales outreach has evolved. Here is a list of outreach strategies most commonly used by sales teams today:

1. Outbound Sales

Outbound is like putting up flyers to attract attention. It involves contacting prospects through cold calling, emailing, or direct messages on social media. 

2. Inbound Sales

Inbound outreach is like setting up a stall where potential customers come to you.  It involves creating valuable content, such as blog posts, videos, or social media content, that attracts potential customers to your brand. 

Inbound outreach is about building trust and credibility, so when prospects reach out, they're already inclined to buy.

3. Multi-channel Outreach

Investing in a multiple-channel strategy allows you to cast a wide net to attract potential buyers. Sales engagement software can streamline multi-channel engagement and increase your chances of connecting with a broader audience.

What Channels To Consider During Sales Outreach: When & Why?

Reaching out to prospects without knowing what channels to use is like shooting darts in the dark. Ditch the spray-and-pray approach and focus on the following tried-and-tested channels for sales outreach:

Phone

Sales calls are the easiest way to connect instantly and build trust. 27% of sales teams consider the phone the best single channel to book meetings. When you have a proper call with your prospect instead of exchanging emails, you build trust.

Email

You cannot ignore email as a sales channel, especially when 8 out of 10 buyers prefer o be contacted via email. Cold emailing involves sending highly personalized emails to a prospect meeting your ICP. The goal is to initiate contact and establish a relationship to pitch your product correctly.

Linkedin 

You're missing out if you don’t use LinkedIn in your sales outreach strategy. Over 65 million LinkedIn users are decision-makers, proving it is a goldmine for connecting with prospects and building meaningful relationships with them. 

SMS 

You might assume SMS is a spammy marketing channel, but it’s also a great way to reach your prospect’s inbox. Craft a crisp message of less than 30 words with a clear CTA to nudge your potential buyers into taking action. 

A Step-by-step Guide To Planning Sales Outreach Strategies in 2024

Now that you know your sales outreach channels, it’s time to focus on building a solid sales outreach strategy. Follow these 4 tips to build out your outreach plan:

Understand Your Target Audience

You cannot plan a sales outreach strategy without a clear idea of your target audience. This involves delineating your ideal customer profile, conducting thorough market research, and using data analytics to segment your audience precisely.

Use customer surveys and feedback to identify demographics, preferences, and pain points. Leverage tools like Google Analytics to analyze online behavior and tailor your approach accordingly.

Set SMART Goals

Goal setting is important, but the quality of your sales goals also matters. Establishing SMART goals—Specific, Measurable, Achievable, Relevant, and Time-bound objectives is imperative. This imparts clarity and direction and serves as a guiding force for your team, steering them towards tangible and measurable results.

Instead of a generic goal like "increase sales," set a SMART goal such as "achieve a 15% increase in monthly sales through targeted outreach campaigns in the next quarter."

Choose the Right Outreach Channels

Evaluate the efficacy of diverse communication channels, including social media, email, and direct messaging. Strategically integrate these channels to broaden your reach and enhance engagement with your target audience.

Conduct A/B testing on different channels to identify the most effective ones for your audience. For instance, if your audience is more active on LinkedIn than on Twitter, allocate more resources to the former. You can also set up omnichannel sales sequences to see which channel brings in the most leads. 

Leverage Automation Tools

Manual sales outreach can be exhausting, so why not automate the mundane? Sales professionals save 2 hours and 15 minutes a day using AI to automate manual tasks. Automation isn‘t just automating repetitive tasks – it also frees up time to focus on building meaningful relationships with prospects and customers. 

Source: Hubspot

Sellular can help you automate end-to-end sales outreach by automatically syncing sales data with Salesforce, personalizing your outreach, and improving sales productivity. 

Collaborate with Marketing Teams

Sales and marketing teams must be on the same page when reaching out to prospects. For instance, marketing can create more sales enablement content like case studies, whitepapers, etc. for sales to use in their outreach efforts.

Similarly, salespeople can send their sales call insights to marketing teams so that they can create relevant content that answers common sales objections.

Best Practices for Crafting A Sales Outreach Strategy for 2024

Personalizing Your Outreach

If you receive a generic sales email vs. one that addresses you by name and gives you relevant tips on solving your problems, which one would you open first? Personalization always stands out. Tailoring your outreach to the individual you're targeting shows that you've done your homework and genuinely value the connection. 

Begin by researching your recipient's background, interests, and professional achievements. Reference specific details in your communication to demonstrate your genuine interest. It grabs their attention and lays the foundation for a more meaningful and memorable interaction.

Follow-up Regularly

Follow-up is often the unsung hero of successful outreach. According to research, the first follow-up email is the most effective, boosting the reply rate by 49%.

However, too many follow-ups can be perceived as pushy, while too few may result in missed opportunities. Use a systematic approach, sending reminders or additional information that adds value to the recipient. Personalize follow-ups by referring to previous conversations or interactions, reinforcing your commitment to the relationship.

Timing Your Outreach Effectively

Timing is everything, especially in sales outreach. Sending a message at the right moment can significantly impact how your prospect reacts. Consider the recipient's time zone, industry norms, and individual preferences. Mondays might be hectic for some professionals, while others may find Fridays more relaxed. Experiment with different days and times to identify patterns that yield the best response rates.

Tracking and Analyzing Outreach Results

To refine and improve your outreach strategy, it's crucial to track and analyze the results of your efforts. Use CRM and sales analytics platforms to monitor critical metrics such as open, response, and conversion rates. Evaluate the success of different outreach methods and adjust your approach accordingly. You can also seek recipient feedback to gain insights into how your communication can be more effective and impactful.

How to Measure Sales Outreach Success?

Understanding KPIs for each outreach channel is essential. It will help you fine-tune your strategies, focusing on what works best and optimizing your efforts to achieve tremendous sales success. Here are the KPIs you must track for each channel:

Sales Channel KPI Definition
Phone Conversion Rate Percentage of successful conversions out of total calls
Call-to-Meeting Ratio Ratio of calls that result in scheduled meetings
Talk Time Average duration of phone conversations
Lead Quality Assessment of the potential of leads generated
Email Open Rate Percentage of opened emails out of total sent
Click-Through Rate (CTR) Percentage of email recipients who click on a link
Response Rate Percentage of emails receiving a response
Unsubscribe Rate Percentage of recipients unsubscribing from emails
LinkedIn Connection Acceptance Rate Percentage of connection requests accepted
Response Rate Percentage of messages on LinkedIn receiving a response
Profile View Increase Percentage increase in profile views over a period
InMail Response Rate Percentage of InMail messages receiving a response
SMS Delivery Rate Percentage of sent SMS messages successfully delivered
Click-Through Rate (CTR) Percentage of SMS recipients who click on a link
Conversion Rate Percentage of successful conversions from SMS
Opt-out Rate Percentage of recipients opting out of SMS messages

Choosing the Right Sales Outreach Tool

Using a sales outreach tool is a no-brainer in today's sales world, but choosing the right one can be tricky. When investing in a sales outreach tool, keep an eye out for these key features: 

  • Multichannel Sales Management

With this feature, you can seamlessly handle emails, calls, social media messaging, and more within a single platform. This integration ensures consistent and efficient interactions across various channels, enhancing customer engagement and conversion rates.


  • CRM (Customer Relationship Management)

Your sales teams can use a CRM to track and manage leads, organize contacts, and streamline communication. It ensures no potential lead falls through the cracks, helping build long-lasting customer relationships.

  • Reporting & Analytics 

Think of this feature as your X-ray vision into sales performance. It's crucial to have data-driven insights that empower informed decision-making, allowing sales teams to refine strategies for maximum efficiency. Sellular's reporting and analytics capabilities provide insights into outreach efforts, offering metrics on open rates, response rates, engagement trends, and conversion rates. 

  • List-Building & Qualification

This feature enables streamlining the process of identifying promising prospects, segmenting leads based on predefined criteria, and qualifying them for personalized outreach, optimizing time and resources.

  • Global Ready Dialer

Sellular's global-ready dialer breaks geographical barriers by facilitating connections with prospects worldwide. It offers seamless voice-call communication, ensuring efficient and effective conversations across borders and enhancing global outreach efforts.

  • Automated Task Management

Imagine having an assistant organizing your schedule. Sellular’s automated scheduling ensures timely coordination of meetings and follow-ups. This automation optimizes time management, allowing sales teams to focus on engaging with prospects and nurturing leads.


  • Integrations

No one wants to spend all day switching between multiple tools. Sellular offers seamless integration that enhances productivity by integrating with CRM systems, email platforms, social media channels, and other business tools, providing a unified ecosystem for streamlined operations.

Use Sellular for Your Sales Outreach Campaigns

With Sellular, sales outreach won’t be time-consuming. Automating many manual aspects of sales outreach saves time and builds meaningful relationships with prospects. You can personalize prospecting at scale and have all your data constantly updated on Salesforce instead.

You can run omnichannel sales sequences, so you leave no stone unturned. Sellular provides analytics and funnel views for each sales sequence with actionable insights to improve sales engagement. 

Book a demo today to see how Sellular is the perfect sales outreach sidekick.

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