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Use these 3 inbox upgrades for faster and easier email workflows
If you're a sales rep looking for a simpler and easier email workflow, look no further. Outreach reveals three new inbox upgrades to make selling a snap.
Full disclosure: This post is not about millennials. I know the way these things normally go and when you see the word “generation” in the title you can usually expect “millennial” to follow, but let’s give those poor souls a break today. In this post, we’re aiming the spotlight on the greatest generation: lead generation. This gives you the ever important inbound leads, which lead to more pipeline, more meetings, more revenue, and more fistbumps.
Cue the dictionary:
Lead generation – This involves whipping up interest in concepts behind what you have to sell. Examples include webinars, ebooks, and people out on street corners in animal costumes giving away free fidget spinners (please use wisely).
Here are a few lead generating strategies that help aid lead generation tools and ultimately deliver new inbound leads. Outreach can then help sales reps convert said inbound leads to customers with multi-channel follow-up sequences involving email, phone calls, and social touches.
Let’s take a look how a solid inbound strategy can help you reach more qualified leads.
Outreach.io is all about, you guessed it, reaching out. We wanted to ramp up demand for best practices in strategies to generate inbound leads, so we looked at the types of issues that were holding companies back from reaching out to potential customers. We found that even experienced salespeople struggled with answering common objections on the fly - they were easily deterred by the initial “no” which sometimes led reps to shy away from the phone entirely. We wanted to fix this by sharing strategies that have worked time and time again for our top reps.
We created a lead generation ebook called A Sales Leader’s Guide to Cold Call Objection Handling. It was a no-nonsense, practical guide that salespeople needed and it immediately found its audience. This white paper grew to be one of the top five performing pieces of sponsored content on LinkedIn - so popular that we even released a Google Sheet version!
The mistake too many companies make at that point is that they stop there, congratulate themselves and go out to happy hour while all those leads from the white paper slip away. We had every intention of going to happy hour, but we knew the leads came first.
This is where our inbound leads began. Building on the popularity of the post, we gained more followers on LinkedIn, more subscribers to our blog, and more traffic to the gated landing page of this whitepaper on our website. We used these as our lead generation funnel and set up sequences in Outreach to help our sales team convert these leads into revenue.
Now, cue happy hour.