How do I create an Outbound Sales team?

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Based on the experience of many companies in the Silicon Valley B2B SaaS world, the Outbound Sales model has become increasingly widespread. One of the turning points was surely what Aaron Ross conveyed in his book Predictable Revenue about how he grew Salesforce by creating a predictable sales machine.

Today, any company that sells B2B solutions on a large scale uses Outbound Sales teams. From Google to Hubspot, to each and every company that seeks high growth in B2B markets.

But what do I need to create a team? Well, it will depend on the size australia email list of the sales department you can afford. However, the most common profiles are the following:

Market Research : This is the person in charge of finding potential clients. From the sales or marketing department, they will create one or more profiles of companies and valid interlocutors. From there, the Market Researcher will use different tools to obtain the maximum number of contacts for the SDR.

SDR (Sales Development Representative): This is the person responsible for contacting the companies provided by Market Research or Marketing. He or she will have two main objectives: 1) Detecting whether it is a potential company and 2) arranging a meeting with a valid interlocutor.

Account Executive : This role will be the one who will conduct the meetings generated by the SDRs and will try to close the sales. It is common for them to be profiles with more experience than the SDRs and who have previously performed their functions. They need to know better the product they are selling since the interlocutor will want to know all the details of the solution.c