The most common questions for salespeople are:
What kind of outbound sales sequence can be called a successful sequence?
How many touchpoints should be included in your sequence?
How to measure the best length that helps you communicate effectively and doesn't overwhelm your potential customer?
Today let's focus on these questions and try to find some practical techniques to help you build outbound sales sequences with the best length and structure. Learn more about how to make a perfect B2B sales sequence
Keep in mind that outbound sales are different from inbound sales. Too much contact and push may kill your deal.
First, Let's Define "Outbound Sales Sequence".
An outbound sequence is a series of scheduled touchpoints and tasks via auto / manual emails, phone calls, social messages or other communication channels at predefined intervals.
It's a foundational and essential component of your outbound sales strategy. It helps your sales team to pitch potential buyers in the exact process and manner they want while waiting for the leads to come to them as inbound sales. Outbound sales are a great way to maximize your prospecting success rates.
So never think that the outbound sales are dead and only inbound sales can make deals happen. Outbound sales is still a strong foundation of a winning business strategy, and creating a work outbound sales sequence can reinforce it.
How Many Touchpoints are Necessary?
To be honest, I don't think there is a standard number of touchpoints that can guarantee prospecting success. But it's true that the response rates can rise when you have more outreach attempts. So don't give up too early.
According to HubSpot statistics from a broad range of data, the average number of touchpoints per prospect in outbound sales is fourteen.
Sales Hacker suggests the best time to contact a potential buyer is around ten touches. When you surpass eight touches and haven't received any response, you better stop wasting time with them.
And AroundDeal Engagement feature offers some pre-built cold outreach sequence templates with no more than fourteen touchpoints. These templates can help you efficiently reach out to the new targeted prospects who have not connected with you. Make them aware of your product or service and grab their attention.
How Many Channels Should be Involved?
Surviving with a single-channel strategy is a thing of the past. The best outbound sequences should include muti-channels across multi-steps. Typically, you can use two to three channels minimum in your touch strategy. Remember that your prospects are bombarded with messages every day. Combining different channels can have a more significant effect.
Here we recommend three common-use step types to help diversify your communication process.
- Auto / Manual Email
AroundDeal Engagement feature supports both auto and manual email step options. You can either automate your emails and send them efficiently at scale or create personalized manual emails.
Use real-time reminders to further connect with your prospects on LinkedIn on top of automated emails.
- Generic Tasks
Simplify any generic task follow-up by setting up reminders to help you complete relevant actions on time.
Be where your buyers are, and engage them to create relevance before booking a formal meeting.
How Long Should Your Sequence Last?
Determining the sequence length is the key to finding out what stops your targeted buyer from responding or even buying. The best length of your sequence can ensure your prospects understand your offers and values entirely, help them overcome all their obstacles and push them to take further action. You also need to ensure you're not sending too many emails, which can lead to opt-outs or unsubscribes.
According to Revenue.io, the most effective sales sequences contain at least eight touches over ten days at a minimum.
AroundDeal recommends keeping your sequences between 7-14 days on average (although shorter can work too). After 14 days, even if the customer has either converted or left, you can't get them back unless there's something specific going on that would cause them to come back (like a free offer or a big event).
Build Your Outbound Sales Sequence That Works Using AroundDeal
That's where AroundDeal comes in.
AroundDeal Engagement provides several automated outbound sales sequence templates and customized email samples. These sequences are designed with the optimal length and structure. Using this tool, you can edit suitable automated prospecting flows, add personalized touchpoints, and run A/B tests. It allows users to create repeatable outbound sales sequences that are easy to execute, track and measure.
And each email template in these sequences includes dynamic variables to pull relevant information from your prospect's profile automatically. There are also many blanks to remind you where to add additional personalization details.
Those sequence templates will be a good starting point for you. Then you can re-edit them to fit your needs best.
Please find out more about our automated sales engagement tool!
There are many great outbound sales sequence templates you should steal to use in our AroundDeal platform.Sign up and create your automated outbound sequence for free!
