Outbound is the new inbound.
Around a decade ago, inbound was the shiny new go-to-market strategy. Craft your message through content, broadcast it out through social media platforms, sit back and relax. This build-it-and-they-will-come strategy worked. Every sales and marketing team was doing it – and that’s the problem. We’ve now reached content saturation and buyers have got smart. Inbound lost its sting.
We need a laser – not a sledge hammer
For SaaS companies, where annual recurring revenue and customer retention determine success or failure, finding the right customers efficiently is paramount.
Proactive profiling and lead generation is an art and a science. While inbound got tired, sales has evolved and become more sophisticated. With the right outbound expertise, serious pipeline can be built before the inbounder hits the broadcast button. This account-based approach to prospecting is efficient and cost effective. It’s using a laser – rather than a sledge hammer.
Sound complicated? It is.
Sales development is a complicated mix of talent, process, and strategy. And yet, many Saas companies underestimate the role. They hire first or second jobbers to fill SDR roles in-house. They pay an average salary of £29k along with 15-20% recruitment fees. And once the SDR starts, 83% fail to consistently hit their quota. This isn’t good for your company, nor for the ambitious beginner.