Outbound Prospecting: The Business Case

Marketing to generate inbound leads is wonderful, but too many companies and salespeople wait for leads to come in, or the phone to ring. Even if you have fantastic leads coming to you, if you’re not going out and doing outbound prospecting & business development, you lose the ability to go out and have conversations with ideal prospects who aren’t calling you already. Outbound prospecting is a scalable way to grow lead generation, and it enables a very targeted approach to find ideal prospects at executive levels. In addition, a great outbound prospecting team creates a pool of future sales talent who know your company and products, and thus are ready to be successful in the next role.