Rating

8

Qualities

  • Comprehensive
  • Applicable
  • Well Structured

Recommendation

Expert sales trainer William (Skip) Miller teaches B2B salespeople how to line up sales. First, Miller recommends, you need a thoughtful, well-developed outbounding strategy. Make sure your communications focus on your prospects – who they are, what they care about and what they need – and not on you, your offerings or your solutions. Miller explains how to plan and structure your messaging – emails, phone calls, sales conversations and social media content – to secure prospects’ attention and make them curious about your wares. B2B salespeople will welcome Miller’s results-oriented prospecting advice. 

Summary

Marketing for inbound sales no longer garners the results it once did. Outbounding – reaching out to prospects – suits today’s world.

In 2005, HubSpot CEO and co-founder Brian Halligan introduced inbounding, a sales approach which uses content marketing, social media marketing, search engine optimization and branding to attract consumers to your offerings and – in the process – to develop inbound leads salespeople can follow up. This follow-up represents 40% to 100% of the typical B2B company’s lead development activities. But inbound leads are drying up.

Outbounding – prospecting for leads and other proactive lead-generation activities – is the logical solution. Unfortunately, outbounding is not going smoothly for many B2B firms because:

  • Companies don’t train inbound salespeople to develop outbound leads.
  • Outbound salespeople rely too heavily on sales development representatives or business development representatives for their leads.
  • Most outbound salespeople don’t use formal outbound sales processes.
  • Most B2B ...

About the Author

William (Skip) Miller is founder and president of M3 Learning, a sales and sales management training company in Silicon Valley. Outbounding is his seventh book.


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