Outbound Kitchen - B2B Sales Podcast [GREATEST HITS] 62. The 10 Rules for Outbound of this Outbound Expert: Harry Sims, GTM @ Common Room (ex-Scratchpad)
Mar 16, 2025
Harry Sims, an outbound sales expert with over a decade of experience, shares his 10 essential rules for successful outbound sales. He emphasizes the balance between autonomy and structure for sales teams, noting the limitations of conventional playbooks. The discussion also covers the importance of understanding buyer personas, effective targeting techniques, and the role of emotional messaging in outreach. Additionally, Harry highlights innovative methods for gathering customer insights and the adaptability required in sales development.
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Balancing Autonomy and Expectations for SDRs
- Give SDR teams autonomy but with clear expectations.
- Establish baseline expectations and a sandbox for operation.
Outbound Sales: A Low-Volume, High-Conversion Game
- Outbound sales is a low-volume, high-conversion game.
- Prioritize efficient outputs over inputs for long-term success.
Prioritizing Buyer Experience in Outbound Sales
- Define the desired buyer experience before creating outbound plays.
- Align outbound strategies with company values for consistent messaging.