Sales Leadership Lessons from OutBound

The Sales Hunter

Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Over the coming weeks, I’ll share more of my lessons from OutBound.

Father’s Day Advice from a Dad and CEO: Your Baby WILL Sleep & Your Outbound Sales Efforts WILL Work

DiscoverOrg Sales

Could you train a baby to sleep 12 hours a night, by the time they were three months old? We tried before, but people in Austin don’t want to make outbound calls.” “Our Our CEO is allergic to outbound cold calling.”. Developing outbound sales takes time and training, too.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

That same willingness to change led DiscoverOrg to split the sales department into inbound and outbound focused teams – bringing lead response times down from a day or more to under ten minutes – and more than doubling the conversion rate. Like most sales teams, DiscoverOrg’s sales reps were responsible for both inbound and outbound sales teams, and it’s easy to see why Johnson was so burned out. Splitting outbound & inbound sales for faster response time.

Insights on Outbound Conference in Atlanta


On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. B2B Sales Outbound Marketing Cold Calling

Inside Sales Power Tip 128 – Outbound + Inbound

Score More Sales

A lot of the companies that read this blog are big outbound prospectors – they make “warm” – not so cold, anymore, but warm calls to companies that fit as their target buyers. The post Inside Sales Power Tip 128 – Outbound + Inbound appeared first on Score More Sales.

Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. B2B Blog Book Cold Calling Lead Generation Sales Management

Managing and scaling an outbound sales team


If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Training.

Press Release: Deb Calvert Joins OutBound Conference

Sales Gravy

Atlanta, GA — Deb Calvert, President and Founder of People First Productivity Solutions, has been announced as a Training Track speaker for OutBound Conference on April 12, 2018. Outbound Conference is the only event dedicated exclusively to sa

Sales Training Videos

The Digital Sales Institute

Free sales training videos. Here are five free sales training videos covering sales skills, a sales strategy plan, cold calling tips, sales prospecting tips and effective sales techniques. Sale Training video 1. Sales Training Video 2. Sales Training Video 3.

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Press Release: James Muir to Speak at OutBound Conference 

Sales Gravy

Atlanta, GA — James Muir, author of the #1 bestseller: The Perfect Close, has been announced as a Training Track speaker for the OutBound Conference on April 12, 2018. The Outbound Conference is the only event dedicated exclusively to sales pro

Press Release: Larry Levine To Speak At OutBound Conference

Sales Gravy

Atlanta, GA — Larry Levine, Co-Founder of Social Sales Academy, has been announced as a Training Track speaker for OutBound Conference on April 12, 2018. Outbound Conference is the only event dedicated exclusively to sales prospecting, pipelin

Sales Prospecting Training Course

The Digital Sales Institute

Insights into taking a sales prospecting training course with recommendations on course content, topics and learning outcomes. Also, a sales prospecting training course should help the salesperson to adopt the right mindset for this critical part of the sales process.

Press Release: Shari Levitin Joins OutBound Conference

Sales Gravy

Atlanta, GA — Shari Levitin, an internationally recognized speaker, sales strategist, and the author of Amazon’s bestselling Heart and Sell: 10 Universal Truths Every Sales Person Needs to Know, has been announced as a Training Track speaker for th

Stop Your AEs from Ruining Your Outbound Demos – An Actionable Guide

Sales Hacker

Let’s explore how to run top-notch discovery calls and avoid the biggest outbound prospecting mistakes AEs are making. Therefore having Inbound, Warm Outbound and Cold Outbound is a better way to set clear boundaries. Outbound Discovery Calls: What NOT to do.

Sales Training Programs Worth Taking

The Digital Sales Institute

Sales training programs worth taking is a constant topic in the world of sales. The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills. Sales training programs. Outbound?

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg Sales

Our data is verified by trained professionals to ensure that every data point our clients receive provides a legitimate and efficient link to strategic buyers. Email Marketing Marketing Strategies Sale Operations Sales Strategies B2B B2B Insights B2B Sales B2B Sales Insights bad data Outbound Email Outbound Marketing Outbound Sales Outbound Selling Sales Effectiveness

A Conversation With Dionne Mischler: Transitioning SDR Teams From Inbound to Outbound


In this conversation, Dionne shared the lessons she’s learned from helping transition SDR teams from inbound to outbound. What advice do you have for an SDR team transitioning from inbound sales to outbound? Outbound sales is a quality numbers game.

How to Build a Successful Sales Team: VIDEO

DiscoverOrg Sales

We then (hopefully) invest time training those reps before turning them loose on the phones … only to ask them to do several different roles. . Separate Inbound and Outbound sales development roles. Create inbound-only and outbound-only sales development roles.

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8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

Diego recognized that, and replied: Diego was so impressed, he went on to use Josh’s email in training sessions (and offered him a job)! Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

I’ll be honest that we have made a pretty big investment in [competitor] given our focus on Outbound Prospecting this year. Diego was so impressed, he went on to use my email in training sessions (and offered me a job)! Notice Christine E–, VP of Development in charge of Training and Development, her direct desk phone number, verified email and reporting structure? The debate within sales right now is whether cold-calling works.

I Have Seen the Future of Sales and it is Bright

The Sales Hunter

Blog leadership Motivational Sales Speaker Networking Professional Selling Skills Prospecting Sales Development Training Sales Motivation outbound prospecting sales leader sales leadership sales motivation sales prospecting

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Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

DiscoverOrg Sales

Outbound Sales, No Fluff – by Rex Biberston and Ryan Reisert. The full title of this book is the first baller move of many: Outbound Sales, No Fluff, Written By Two Millenials Who Have Actually Sold Something This Decade.

Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

DiscoverOrg Sales

That’s why our customer support team will train your team…” So that’s a just a quick example of how that might play out. Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is.

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

We were rolling out training, and updating contracts to make sure that they’re up to par and compliant with GDPR.”. A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

Our sixth module, Persistence, asks inside sales teams to compare their outbound sequence with ones proven to get results. We know that some sales teams fall short regarding outbound communication.

Sales Leadership: What Will You Learn Today?

The Sales Hunter

Blog leadership Professional Selling Skills Prospecting Sales Development Training Sales Motivation learn learning listen listening outbound prospecting sales leaderEarlier this week I was talking to a person who was asking me what I do for a job. He was intrigued by the fact I spend the bulk of my time speaking at major conferences around the U.S. and the world. He was deeply interested in how I felt I could be knowledgeable enough […].

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

With outbound? It’s not about outbound. We do a lot of storytelling and roleplaying at DiscoverOrg; this is one of our most valuable training techniques. Remember when I said that the most common question I hear from startups is where to start: Inbound, outbound, etc.?

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

I know this is out of the blue, but as a fellow salesperson, I’d love to hear what your favorite pieces of sales training are. Email Marketing Outbound Selling Sales Strategies B2B Sales B2B Sales Insights cold email Decision Makers Outbound Sales Prospecting Sales Effectiveness sales strategies Sales Success Sales TipsHere’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email.

5 Things Sales Wish Marketers Knew

DiscoverOrg Sales

Being able to do this seamlessly in a meeting or an online discussion can only happen with a robust effort to train and follow-up with your sales employees. Sales works within the frameworks of outbound vs. inbound, enterprise sale vs. volume, and velocity -and expects marketing to do the same. Evaluating Your Inbound vs Outbound Marketing Strategy? Sales and marketing teams operate on two sides of the same coin.

Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

The train either has not arrived yet, or has already left the station. Account-Based Everything Outbound Selling Sales Strategies Account-Based Marketing B2B Sales Insights Cold Calling DiscoverOrg Email Marketing Good leads Outbound Email Outbound Marketing sales strategiesCracking a tough sales account was once like striking oil. The first good sales rep on site won exclusive mining rights.

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Discovery, Demo, or Disconnect?

DiscoverOrg Sales

As outbound sales moves towards an account-based approach, SDR’s must adopt a persona specific approach to build the foundation for a consensus decision by establishing relationships with multiple stakeholders in an organization. Sales people have been giving tech demos for a long time.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well. orientation, training, and communication.

Are You Trying to Complete the ABM Marathon – Before the ABM 5k?

DiscoverOrg Sales

She immediately began rigorously training for the full 26.1-mile marathon … without ever having done a 5K or 10K race. Account-Based Marketing Best Practices from the Industry Marketing Strategies Account-Based Everything B2B Sales Insights marketing Outbound Marketing

Get Ready for the TilLT Sales Development Challenge

DiscoverOrg Sales

In a recent interview, David Hershenson of TOPO points out “Sales development reps demonstrate higher levels of success when provided with a training program or academy that seeks to develop their skill sets and grooms them for Account Executives roles.”.

5 Books & Blogs That Will Make You Better at Inside Sales

DiscoverOrg Sales

As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” offers online sales training, but they also deliver an outstanding blog with a wealth of sales insight. So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

We hired and trained a research team. Account-Based Everything Company Updates Latest News B2B Sales Insights Clean Data database hygiene Decision Makers DiscoverOrg Outbound Marketing Outbound Sales Sales IntelligenceA haystack is only as valuable as the number of needles inside it, and often, a bigger haystack just means … more hay. In DiscoverOrg, it’s nothing but needles.

[5 IDEAS] How Data Fuels Closed-Loop Sales Communication

DiscoverOrg Sales

They’re trained to handle objections, practice closing, and many other techniques – but surprisingly, most sales teams do very little to track the effectiveness of their emails or phone messaging. With closed-loop sales communication, it is important to measure and test outbound sales messaging. A lot of sales organizations today have a sales communication strategy that looks something like a black hole.

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You’re the New VP of Sales…Now What?

DiscoverOrg Sales

Step 1: Train Your Account Executives. To get to Closed/Won Revenue , you must have well-trained Account Executives (AEs) that can close deals without a lot of hand-holding during the deal itself. Hire smart, motivated sales reps and train them well.

The Anvil or Ladder Approach to Sales Training

Increase Sales

The majority of sales training can either be categorized as one of two approaches: Anvil. When sales training is examined, much of it is more anvil in construction than ladder. Yesterday I received a survey from a national training association seeking my input on sales training certification. There was not any reference at all to marketing either inbound ( social media ) or outbound ( business to business networking , paid advertising, etc.).

The Sales Kickoff Blueprint: Learning, Culture, Celebration

DiscoverOrg Sales

We’re intentional that the event NOT be three days of product training. We started our “Selling to Marketers” session by training our reps on what that persona cares about. While our SKO is obviously sales-focused, we invite these other departments for at least part of the 2- to 3-day weekend: Sales (inbound, outbound, development, and account executives).