In this podcast episode, Alex Birkett and Ritvij Gautam discuss the intricacies of outbound sales in B2B companies.
In this podcast episode, Alex Birkett and Ritvij Gautam discuss the intricacies of outbound sales in B2B companies. They explore the role of outbound sales in generating revenue, the challenges of high turnover in sales teams, and the importance of understanding the ideal customer profile and total addressable market. They also consider the impact of AI on sales processes and the balance between automation and the human touch. Ritvij shares insights from his experience at Glencoco, emphasizing the need for a strategic approach to outbound sales and the potential of a B2B sales marketplace to streamline the process.
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Past guests on The Long Game podcast include: Morgan Brown (Shopify), Ryan Law (Animalz), Dan Shure (Evolving SEO), Kaleigh Moore (freelancer), Eric Siu (Clickflow), Peep Laja (CXL), Chelsea Castle (Chili Piper), Tracey Wallace (Klaviyo), Tim Soulo (Ahrefs), Ryan McReady (Reforge), and many more.
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Key Takeaways
[00:05:39] Challenges of Outbound Sales
Explanation of the challenges and importance of outbound sales, including the problems with in-house outbound sales and the critical function of outbound sales.
[00:10:49] Efficacy and Skepticism of Outbound Sales
Addressing common objections and skepticism towards outbound sales, including the importance of outbound sales and the validity of the concept.
[00:11:52] Improving Outbound Sales
Discussion on the importance of outbound sales in relation to ticket value and ideal customer profile, and the potential to increase odds and returns with good data quality.
[00:16:45] Outbound Sales Challenges
Discussion on the challenges and importance of outbound sales in B2B companies.
[00:17:34] Complementary Marketing Channels
The role of brand, inbound channels, and complementary marketing strategies in outbound sales.
[00:18:11] Amplifying Message through Outbound
Amplifying the message through outbound sales and engaging potential customers.
[00:19:19] Parameters for Outbound Consideration
Factors such as deal size, product complexity, and target audience for considering outbound sales.
[00:21:16] Calculating ROI for Outbound
Calculating customer acquisition cost and lifetime value ratio for outbound sales investment.
[00:22:09] Outbound Sales as a Numbers Game
Discussion on the volume and effectiveness of outbound sales.
[00:23:12] Data Enrichment and Lead Qualification
Utilizing data enrichment and lead qualification to enhance outbound sales effectiveness.
[00:28:13] Role of AI in Sales
The impact and role of AI in sales, particularly in outbound email communication.
[00:31:42] Human Touch in Sales
The importance of human touch in sales amidst the increasing use of AI and automation.
[00:32:31] Glencoco's Solution
Introduction of Glencoco's B2B sales marketplace to address high ramp and variable outcome challenges in outbound sales.
[00:32:52] The Glencoco model
Ritvij explains the Glencoco model, allowing low-cost, fixed-outcome outbound sales with training and lead enrichment.
[00:33:45] Paying for qualified meetings
Discussion on paying for qualified meetings, determining the value of a meeting with a CMO, and de-risking outbound operations.
[00:35:18] Benefits for SDRs
The benefits of Glencoco's system for sales development representatives, including tech-enabled environment and instant payment for qualified meetings.
[00:36:47] Revitalizing accrued inbound
The concept of revitalizing accrued inbound leads through strategic outbound motions, enriching leads, and engaging with potential customers.
[00:45:29] Promotion and contact information
Ritvij promotes Glencoco's marketplace for companies and SDRs interested in efficient outbound sales, inviting them to chat with Glencoco online.