Frequently asked questions in sales development and outbound prospecting.
Outbound marketing refers to any kind of marketing where a company initiates the conversation, sending its message out to a target audience.
Cold calling, cold emailing, traditional print advertising, TV & radio, and paid advertising are some of the most popular forms of outbound marketing.
An initial email, based on a specific strategy, sent to a prospect to determine interest in your product or service.
A telephone call soliciting business made directly to a potential customer without prior contact or without a lead. Learn More
Cold calling is used because businesses want to grow and inform the marketplace about a product or service they have not heard about yet. It is a way to introduce what you offer other companies and people to help them. Learn More
Sales Development Representatives are trained in the product or service, and then in cold calling techniques to properly introduce offerings and build trust with potential customers.
An SDR is a sales representative that focuses on outreach, lead qualification, and prospecting.
A telephone call made by a person representing one business, soliciting another business as a potential customer, without prior contact.
On a business-to-business scale, sales teams either build an in-house team of cold callers or they can outsource to firms that help aid in their goals.
An outlined and organized formula based on industry, features, benefits, and accolades used when cold calling to guide the conversation towards building a long-term relationship with the potential buyer.
A telephone call soliciting business made directly to a potential customer without prior contact with the purpose of setting up a sales appointment between the company calling and the potential customer at a later date. Learn More
Appointment setting via cold calling is used because businesses need a way to concretely identify next steps, encouraging a potential customer to move closer to a sale. Learn More
A telephone call made directly from one business to another, without prior contact, with the purpose of setting up a sales appointment with a decision-maker for a later confirmed date.
On a business-to-business scale, appointment setting through cold calling is done by sales development representatives conducting cold phone calls to introduce their offering, setting a time and date for the potential customer to learn more with a representative from another representative at the selling company.
Appointment setting is vital for any organization selling their products or services to new companies, helping the company to increase sales and brand awareness.
An individual that has the buying authority and ability to make a purchasing decision.
The process and actions of identifying & targeting a potential customer for a business’s products or services.
A business strategy in which one company hires another to implement the process and actions of identifying & targeting potential customers.
Lead qualification is the process of prioritizing sales prospects, based on the probability of converting to a sale, predetermined by company criteria.
A defined group of people based on shared characteristics, habits, or interests that are deemed most likely to buy your products or services.
A potential lead with a need for your product or service.
An individual or organization that has expressed an interest in your offering.
A pre-vetted prospect that has been deemed ready for the next step in the sales process based on lead qualification standards.
Get In Touch
Learn how to outsource your sales development
Sales development as a service provides your team the outbound prospecting support to generate quality leads and appointments.