S7E5 - B2B SaaS Sales Growth: Outbound Strategies to Scale Revenue with Joey Gilkey
Grow Your B2B SaaS
Mastering Outbound Sales Strategies
This chapter explores the key elements of an effective outbound sales strategy, focusing on the importance of a targeted approach and understanding client needs. It also presents a framework for categorizing prospect responses to improve sales team efficiency and conversion rates.
What’s the secret behind B2B SaaS sales growth and how can outbound strategies be used to scale revenue efficiently? When it comes to growing a B2B SaaS company, not all sales leads are created equal. Inbound leads, those who find you through marketing efforts or referrals, already have some level of trust. They’ve seen your website, maybe read a blog post or two, and are at least familiar with your brand. Outbound leads, on the other hand, have no idea who you are. You’re reaching out to them cold, and they’re likely skeptical from the start. That’s why trust becomes your most important asset in outbound sales. In this episode of the Grow Your B2B SaaS Podcast, brought to you by SaaStock, Joey Gilkey, CEO of Titan X, explains that outbound sales require a different mindset. You're not just selling a product; you're building a relationship from zero. In outbound, your first impression matters more than ever. That process starts with establishing credibility right away. Without trust, even the best SaaS product won’t make it through the noise.
Key Timecodes
(0:00) – Introduction: Building Trust in Outbound vs. Inbound Sales
(0:51) – Scaling Revenue in B2B SaaS: Proven Outbound Strategies
(1:30) – Joey Gilkey’s Irresistible Offer for Increasing Connect Rate
(1:55) – Joey’s Outbound Story: From Services Company to SaaS
(3:00) – Launching TitanX: Zero to Five Million in 12 Months with Outbound
(4:04) – The Compounding Effect of LinkedIn and Outbound Strategies
(4:57) – Defining Outbound in the Modern B2B SaaS Context
(5:53) – Common Challenges in Scaling Revenue for SaaS Companies
(6:50) – The Four Fundamentals of Outbound: List, Message, Rep, Follow-up
(8:21) – Importance of Targeting the Right Companies and Titles
(9:44) – Structuring an Outbound Strategy for Success
(10:42) – Accounts First, Then People: Tailoring Messaging to Personas
(11:40) – Messaging That Resonates: Understanding Different Pain Points
(12:35) – Evaluating Rep Performance and Funnel Math
(13:24) – Follow-up Systems: The Buckets Framework
(14:30) – Understanding the Six Buckets in Outbound Strategy
(16:49) – Retargeting and Ads: Leveraging CRM Systems for Follow-up
(17:34) – Choosing the Right Outbound Channels: Phone vs. LinkedIn
(18:50) – Phone as the Tip of the Sphere: Conversational Advertising
(20:10) – Scaling Outbound: The Advantage of High Connect Rates
(21:07) – Combining Outbound and Inbound for Effective Nurturing
(22:06) – Common Pitfalls in Outbound: Focusing Too Much on Meetings
(23:13) – Surveying the Market: Understanding Buyer Readiness
(24:57) – Phone Outbound as Advertising: Focusing on Conversations
(25:14) – Handling Seasonality in Outbound: Deliverability vs. Receptivity
(26:16) – High-Impact Tactic: Prioritizing Meaningful Conversations
(27:41) – Apple's iOS Update: Impact on Outbound Phone Calls
(29:05) – Future of Outbound: Predictions for the Next 2–3 Years
(30:09) – Preparing for the Future: Self-Sourcing Pipeline & Sales Dev
(32:50) – Advice for SaaS Founders: From $0 to $10K MRR
(34:59) – Scaling from $100K to $10M ARR: Founder’s Key Strategies
(37:04) – Final Thoughts: Best Practices in Outbound & Revenue Growth
(40:22) – Conclusion: Key Takeaways and Recap
(42:34) – Contact Information and Closing Remarks
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