Bridge the Gap™ by Revenue Reimagined
Episode #65 Outbound Sales is NOT Just Cold Calls. If You Hate Outbound, You're Doing it Wrong ft. Ross Nibur
Oct 9, 2024
In this engaging conversation, Ross Nibur, Director of Onboarding Operations at Toast, dives into scaling outbound sales teams. He stresses setting clear milestones and measuring growth objectively. Ross advocates for integrating customer success teams and blending marketing with personalized messaging to boost outreach effectiveness. The discussion also touches on technology's role in modern sales management and debunks myths surrounding cold calling. Plus, they share fun insights into morning routines and dream travel destinations!
38:53
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Quick takeaways
- Clear, objective benchmarks for measuring sales processes enable teams to scale effectively and enhance efficiency in revenue generation.
- Successful outbound sales prioritize personalized messaging and collaboration with marketing to foster meaningful relationships with potential clients.
Deep dives
The Tangibility of Go-to-Market Processes
The go-to-market (GTM) process is valued for its tangible outcomes, enabling teams to measure direct actions and their impact on revenue. Professionals in GTM can break down tasks into actionable steps, enhancing clarity on cause and effect relationships. Making processes like contracting and lead generation simpler allows teams to track progress quantitatively, helping to improve efficiency and financial performance. This grounded approach ensures that teams remain focused on the activities that genuinely drive revenue, while also fostering effective communication across departments.
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