Outbound Sales is a common Customer acquisition strategy when selling higher priced products or targeting larger, enterprise-like organizations. This typically includes Salespeople that are directly reaching out to potential clients via cold email, LinkedIn campaigns, in-person sales, etc
In this section, we will do an in-depth breakdown of how our Outbound Sales flow works and some of the best-practices to consider when modelling your own Outbound Sales funnel.
Hot Tip 1 - remember that data and properties flow left-to-right. For some “downstream” Events to calculate, they will need properties from “upstream” Events to exist.
In a typical Outbound Sales funnel, Salespeople are cold-calling, emailing, walking the streets, etc and directly reaching out to potential clients. They may be selling a variety of types of products or services to more than one type of Customer personas.
Awesome Co sells a Software-as-a-Service tool for Construction companies. The software helps them manage their orders, quotes, contractors and timelines.
They sell to both individual contractors, mid-sized construction companies and to enterprise-level clients managing massive infrastructure projects.
Awesome Co employs several salespeople (3) already and are looking to increase their sales, and their sales team, in the coming months. They want to determine what will happen if they hire one senior salesperson and two junior sales reps in the new year.
For this flow to work, we’ll need to establish the Customer Cohorts (contractors, mid-sized, and enterprise), existing Salespeople, potential future Salespeople, the profile for each type of Outbound Sale (deals per month per cohort, lead time per deal) and then assign current and future Salespeople to each Outbound Sales funnel.
Hot Tip 2 - you may already have a Customer or Employee Event somewhere “upstream” from an existing Scenario. If so - you don’t need to re-add them. As long as they are “upstream”, your calculations will work. You can also have multiple Customer and Employee Events - all of those Records are available to “downstream” calculations.
Hot Tip 3 - you can also copy and paste an Event from one Scenario into another Scenarios.