Mastering Outbound: Strategies to Scale Successfully
Whether you’re at $10 or $20M ARR – if you’re considering outbound, there’s different phases to build and scale that motion.
That’s exactly what we covered in the episode – here’s the gist of it.
Getting to $1 million
Any successful outbound strategy begins with an introduction. Your initial outreach to prospective customers is crucial for setting the stage for subsequent interactions. This could be a simple hello over email, a targeted LinkedIn approach, or a more creative method to catch their attention.
The early stages of building an outbound strategy involve personal connections and networking. As the founder or a key team member, you can leverage your professional contacts to generate warm leads. Whether it’s connecting on LinkedIn or reaching out directly to people in your network, the introduction phase is all about personal connections.
Hiring the first SDRs and getting to $2M
Once your outbound strategy has provided enough traction to substantiate itself, it’s time to hire your first Sales Development Representatives (SDRs). These individuals will build on your initial efforts, reaching out to more people more frequently. Now, the question that arises – are you getting enough leads and are these leads converting into sales opportunities?
This second phase is also about experimentation. You need to test different pitches and figure out what works best. This exploration will help dial-in efficiency and further improve your return on investment.
$2-10M means hiring lots of SDRs
By the time your business has reached the 2-million mark, you’re ready to scale and systemize your outbound strategy. This isn’t simply about expanding the team; it also involves creating structure and process. Key elements such as onboarding and enablement programs, performance management, and providing clear career paths are essential at this stage.
You want to ensure that your SDRs not only understand what they’re doing but why they’re doing it. Remember, persistence is key. The more you’re able to do this, the better your results will be.
Going beyond $10M – The Factory
Once your organization has surpassed the $10M mark, it’s time to operate the outbound strategy as a factory. The focus now is on talent investment. You’ll likely be looking at strategies to attract, retain, and promote more SDRs.
When scaling from 2 to 10 million, the overarching limitation often tends to be your ability to hire. You’ll need to ensure that you consistently have a pipeline of new hires to fill roles as they become vacant due to promotions, transitions, or performance issues.
Closing Thoughts
Building and scaling an outbound strategy is an iterative process, requiring constant assessment and adjustment. The goal is to find a formula that works for your organization and then refine it to improve efficiency and results. As you grow, adapt, and experiment, remember not to lose sight of the magic that makes your unique approach effective.