Guide to getting Business Process Outsourcing (BPO) deals

 Heya, Hope you liked reading my previous post on Sales Suspecting. In this article, we shall discuss a detailed guide to understand the Business Process Outsourcing business and how to win BPO deals from the organizations willing to outsource.

Let us get started...

What are BPO deals?

BPO stands for Business Process Outsourcing. It refers to the process of contracting some of the standard & repeatable business processes of the organization to a 3rd party vendor or so called BPO firms or consultant.

BPO deals are usually categorized in 2 major categories:
  1. VOICE PROCESS – This majorly deals with handling calls for the client which might be related to customer service, outbound sales calls, or any helpdesk based Call center process.
  2. NON-VOICE PROCESS – This business process deals with all types of backend paper work, documentations or analysis, related works. 


Industries which provides BPO Contracts:

Almost all major industries provides outsource their business processes. Some of the notable ones are:
  1. Manufacturing
  2. Education
  3. Healthcare
  4. Banking, Financial services and Insurance (BFSI)
  5. Media & Entertainment
  6. Real Estate
  7. Retail and e-Commerce
  8. Telecom
  9. Energy & Utilities
  10. Automobile
  11. Transportation & Logistics

Major types of BPO contracts given:

Here are some of the types of Business Process work usually being outsourced to BPO firms:
  1. Call Center Services
  2. Data Entry Services
  3. Engineering Design Services
  4. Finance, Accounting & Taxation processes
  5. Healthcare BPO Services
  6. Insurance BPO Services
  7. Market Research & Analysis processes
  8. Mortgage BPO services
  9. Legal Process Outsourcing
  10. Photo & Video Editing services
  11. Transcription and Translation Services

What do companies look for while outsourcing BPO contracts?

Organizations which tend to award business process outsourcing contracts, tend to evaluate the BPO vendor firms on the following selection criteria (though this is not the only complete list, there can be few more parameters as well).

  1. Expertise: The Industry or domain expertise of the BPO firm
  2. Services Offered: The types of business process services the firm provides or has delivered in the past.
  3. Staff: The number of employees in the firm who can carry out their business process.
  4. Client base: The major clients for which the BPO firms cater to, It can provide a testament of the quality of the work the BPO firms deliver, but at times if you are catering to any competitor of the prospect organization without much data protection and privacy policies in place, then it shall backfire.
  5. Rates:  The price point at which you will deliver the process whether it is hourly rate or a fixed rate or transaction based rate based on number of tasks completed or processed.
  6. Financial Statements: This is assessed to find out the financial stability of the firm, since if the financials of the firm are weak then it presents a risk for an organization to hand over their critical process fearing what will happen if the BPO firm goes out of business suddenly.
  7. Data Security Frameworks: Since the BPO firm will have direct access to some of critical data of the Organization, they tend to evaluate the measures and policies the BPO firm has put in place to protect their data.

Why would an organization be interested in outsourcing BPO contracts?

  1. Cost Reduction: Hiring a big permanent workforce and office involves a huge Capital Expenditure. The organization can reduce that overhead cost by outsourcing the business processes.
  2. Quality of Deliverables: The work done by good professional BPO firms would be of better quality compared to it being delivered in-house. This is because the BPO firms are having relevant  experience working with multiple clients in the same domain with expert and experienced staff who can deliver more efficiently and accurately.
  3. To focus on core business: Outsourcing some of the non-core activities to a professional firm helps the organization to free up some of their resources so that they can focus on activities involving their core line of business.
  4. Scalability: When an organization want to scale up to new markets or businesses, situation will arrive where they need quick help of local experts who can help them scale faster. That’s where the BPO firms come as a savior.

How to get BPO deals from an organization?

  1. Go around prospecting from your lead list and reach out to the Organizations where you are comfortable with their processes.
  2. Request for their qualification criteria for providing BPO services.
  3. If you meet their criteria, talk to all key stakeholders or the owners of different business processes in multiple departments.
  4. Based on their Needs and your Strength mapping, try asking for a Pilot BPO project to one of the decision makers.
  5. Show some case study as a testament to your past project with another Client.
  6. Execute the task with high quality deliverables and go back to the Client stakeholder asking for more outsourcing assignments.
  7. Demonstrate the work done in Pilot project to key decision makers in other departments where you foresee opportunities for process outsourcing projects to win more deals.

What are the KPIs for BPO delivery?

BPO firms are evaluated on multiple Key Performance Indicators and metrics to assess their deliverables. The important ones are listed here. These are important for a BPO firm since the better are your KPIs, the better is your chance to keep winning newer opportunities from the existing Clients.
  1. Quality of Deliverables.
  2. Time Taken to deliver the project.
  3. Ability to accommodate project scope changes.


Hope you liked reading this post. Have you tried our Cloud based Sales CRM? Checkout now it's free!
6 Proven Ways for Sales Suspecting
You might have read multiple articles on Sales Prospective guide, but this post is about Sales Suspecting. 

Yes, you heard it right! In this post, we shall explore 6 Proven Ways for sales suspecting.

Sales Suspecting vs Sales Prospecting

  • Remember that Suspect is different from Prospect and both are not same.
  • SUSPECT: is anyone and everyone in your target Market. They are more interested in the information you provide than the product or services you are selling.
  • PROSPECT: is anyone who is interested in buying or trying out your product or services.
  • In Lead qualification process, your first job is to filter out and identify the actual Prospects from the huge list of Suspects.
  • But in order to do that, you need to first have a list of Suspects database to whom you can reach out to. How do you get that? Let’s explore that…


Here are the 6 proven ways to do Sales Suspecting:

1. Buying List

  • Personally I don’t buying list from a broker, however I usually refrain from brokers who tend to share list from unauthorized ways without complying on privacy norms of respective leads.
  • However there seem to be many platforms which provide you contact lists from publically available sources like company profile pages, publically visible social media data, etc.
  • You can also get the data from the public pages, however the amount of time and effort it will take for you to get all the data for thousands of suspect list would be way too much compared to what you can pay to the list supplier or the data platforms.

2. Get referred

  • Remember that in sales, an evangelist customers is more powerful than an army of sales person. A prospect is highly likely to get converted if he is referred by someone who has used your product or services.
  • Whenever you get to talk to your customers, ask them for a referral be it a friend, past colleague or a business supplier or their own customer, etc. The list can be endless. 
  • Just ask for an introduction and rest will be taken care on auto-pilot. Depending on the type of the business you are engaged in, even one or two referral suspects should also be good enough to convert.

3. Content marketing

  • Provide Free Contents relevant to your products on multiple media. It can be on your blog, website, newsletters, etc. Do not ask anything in return from them apart from their email id where you can deliver the contents regularly or keep them posted of the updates.
  • Overtime you will accumulate a list of subscribers are your suspects who might be very likely to try your products and services.
  • Periodically try offering some compulsive offers to them so that they can try out your offerings. The ones who shows some interest or hits your call to action button might be the ones you should get back and check out if they are serious prospects or just another suspect.

4. Social media

  • Join Social media groups related the line of business where you sell your products or the type of groups where your prospects might be present. 
  • If there are no such relevant groups available, you may create your own groups or community and try inviting few people.
  • Actively engage with the social media posts in groups where anyone might be asking for some help regarding the type of product you sell be it a usage instruction or some issue which they might be facing. Encourage more members to post their questions, which shall help you identify the usual members vs qualified suspects.
  • Make a list of those suspects and add it your CRM.

5. Conferences and trade shows

  • If your sales and marketing budget permits for travel, then buy a ticket to relevant trade shows and conferences in the line of business you are operating in.
  • For a sales person, Conferences and Trade shows are not meant just to go, checkout and come back. Instead, meet people around, talk to them, get their business cards or contacts and note it down in your CRM.

6. Conduct Webinars

  • If conference and trade show travel expenses are something which your company cannot afford to spend. Then Webinars are your next best option.
  • Subscribe to an Online Video Meeting tool like WebEx, Zoom or Microsoft Teams and get a subscription suitable to host an online meeting.
  • Run a campaign with the Topic of the Webinar, the person to be present as host or invitee and keep a registration form along with them so that people can enter their contact information to receive the invite containing Meeting link to watch it live.
  • Post the registration link in multiple social media links, message it to your contacts, your mailing list, etc and make it go viral and get the maximum number of prospect contacts.
  • I would personally avoid streaming it live on YouTube or Instagram in this case since we are looking to gather a list of suspects for our sales.
  • Do not forget to add all your suspects in your CRM tool.


Have you tried our cloud based Sales CRM? Try ToolsonCloud Sales CRM today! It's Free.


Tips to Sell Corporate Training Programs


If you are into the business of selling Training Programs to Corporate companies, then you have stumbled upon a right blog post.

In this post, let me tell you stuffs you need to know in order to effectively engage the prospects in selling Corporate Training programs.

  • Your Buyers within the Organization would be mostly Human Resources, CEO, Project Managers, Procurement Team, Sales Managers, and Organizational Learning & Training Department.
  • Most of the Organizations invest in training programs around the following focus areas:

    1. Finance & Accounting training,
    2. Sales and Marketing Training,
    3. Customer Service training,
    4. Health, Wellness and fitness  programs,
    5. Management & Leadership development programs,
    6. Innovation and Creative Thinking,
    7. Team Work, Team Building & Development,
    8. Information Technology related Training programs


  • In order to win Corporate Training contracts or deals, you may try out following tips:
    1. Create a Professional looking website with a few marketing collateral, brochures, etc. if you are going to train corporate staffs, your website should also resonate in line with those staffs and your website’s look and feel should be of highest quality standards.
    2. While meeting the Client’s decision makers for the deal, try to demonstrate your credibility by sharing some glimpse of past training programs with other Clients in similar sector. You may to cite a few feedback & testimonials from Client & training attendees.
    3. If you have an active mailing list of subscribers, you may send out some periodic invitations of free introductory webinars ever fortnight or every month in order to gain some marketing traction, so that you can get more leads who can be potential buyers at some point of time in future.
    4. Put up the webinar recordings on public video sharing platforms like Youtube or Vimeo. It shall add more credibility for your training programs for such clients who might be apprehensive in buying your program without getting a taste of it. The number of views and likes on your videos shall give a clear indication to them on the quality of the work your trainer does and they can take a clear call on the purchase decision if it matches their expectations.

  • Sometimes while trying to sell the training programs, you may face Client demands on some customized training programs. Most of the times it may happen that you have not conducted any training on that topic in the past but you or your trainer have the required skill or expertise to take up that customized training program. In those cases, you may be required to do pre-sales of the training package.
    1. In Pre-sales of your training package, you do not actually prepare the full content of the training programs since you are very well aware that the discussion with Client is in initial stages and spending huge amount of time on full content preparation doesn’t guarantee deal closure.
    2. Hence, instead of preparing full training content, ask your trainer to give a course structure or the topic outline of the training content which can be reviewed by the Client if it matches their needs or if they would like to customize it further with some topic addition & deletion.
    3. This way after the complete course structure is defined clearly, it can give you more clearer guidance on the price quotation which you can put forward in their RFQ or RPF.


I hope, the readers in Corporate Training sales would find this blog post useful. Do comment below and let me know your thoughts.

If you are looking for a Sales Deal tracking software, Checkout Toolsoncloud CRM now, Its free to get started.

Effective Sales tracking for Freelancers using Sales CRM
If you are a freelancer and have stumbled upon this post, then I definitely assume you are looking for some ways to effectively organize your Sales Deal Tracking activities.

We understand that being a freelancer is not an easy job. In Freelancing, you are the Chief Operating officer, you are the Chief Marketing officer and you are also the Chief Finance Officer of your Business. Becoming successful in Freelancing requires you use the right set of technology tools to enable yourself for your actual business so that you can focus on more important tasks than spending precious time in sales data entry and sales tracking activities. 

But the fact is, to keep going, you need to make sales and to keep doing sales, you need to track your sales deal pipeline regularly and do active follow-ups to keep having a steady sales pipeline and revenue stream. 

With too much in your plate, it's tough to do all without going mad and experiencing burn out!

This necessitates that you use a right set of tool for organizing your sales process and automate the tracking processes around it instead of scrambling through your countless mails and excel files.




Why can't you rely on Email to track Sales?

Emails are not organized, it never gives you a clear picture of your story with your client, the kind of conversation you had with him, some sales metrics like since how long the deal is being open and what is the average time needed for closing that deal, when do you need to follow up next, etc.
 
For all those things, you definitely need something more than Emails. That's where ToolsonCloud Sales CRM comes into play and helps you organize your Sales so that get a clear sight of what is the action you need to do next instead of scrambling through emails and trying to figure out what is required to be done.

Why Sales tracking in Excel files are not as effective as ToolsonCloud CRM?

You can definitely use Excel for simple sales tracking with a small amount of data. But as and when you gain more and more data, you will start feeling the real pain with excel files. There would be lots and lots of excel tables and worksheet and you will always face issues deriving relationship out of multiple tables of deals, leads, tasks to be done, stakeholders in those deals, key person in the organization, history of organization, etc. You will definitely go mad trying to organize your Sales with 10s of excel files. 

If you spend even 1 hour a day trying to do data entry in excel and then another 1 hr trying to do joins, combining tables and trying to make pivot tables and charts on it, you will realize you are loosing your 2 hrs every day. You may estimate the potential opportunity cost of that by Multiplying the hours with your Hourly Billrate of your work you charge to your Clients. 

Imagine the amount of potential loss which you incur if you do not use right set of tools to do the time consuming tasks for you.

Hope this post help you make right decision on the pros and cons of manual sales tracking vs CRM based Sales tracking. 

Do checkout ToolsOnCloud Sales CRM which is designed to solve many of these kind of burning problems in Sales. At this time of posting this blog, ToolsOnCloud is free for Freelancers and Single Person Businesses. Do sign-up and try it out. Feel free to give feedback on how can we make it better to solve your burning Sales problems.
How to track Sales Deals Effectively
Hi, Hope you are doing great. In this post, I wanted to bring out a list of most important items to track for effective Sales Deal tracking.

To meet Sales Quota, Your Sales persons should follow a well defined sales process to efficiently close deals at the fastest pace possible. But very often even with a good sales process, teams might miss hitting targets. One of the obvious reason is lack of effective tracking. Sales Management is no less than Project Management and effective Project Management is all about timely tracking.

Let's us take a look at some of key things you should track to meet your sales targets always.


1. Age of the Deal.
If you have been keeping a deal open for long time, chances may arise wherein your client would have already found another vendor to get his job done. So try to quickly close the deals by doing regular weekly review of Age of open deals and take necessary corrective actions wherever possible.

2. Ratio of Open Deals in Sales funnel or pipeline
To stay sustainable in the business, you need to keep winning deals continuously month over month. This requires that you have a steady pipeline of deals flowing through each stage of your sales funnel. If you have got 10 deals in final winning stage, but no deals in previous stages like prospecting or demo or negotiation stage, it is highly likely that this month you may hit your sales quota, but the very next month you shall run out of leads to meet monthly quota. So every week, try to review that you are maintaining a steady ratio of prospective deals in the pipeline in each of the stages of the sales funnel. 

3. Deal win probability.
If you are using a good CRM, it would definitely tell you about the chances of winning that deal by providing a deal winning probability score. Always do a weekly or more frequent review of the deals with high winning probability and try to keep your sales persons actively engaged on those deals. Working with 80-20 rule does help you in meeting your sales targets which are necessary to enable your business to meet at least its operating expenses by trying to quickly grab the low hanging fruits.

4. Maintain notes of Customer Conversation regularly.
Educate your sales persons to make it a habit to key-in the summary or important points of their discussion with client onto the CRM, so that they don't have to keep running here and there searching for information in their diary pages, emails, ppts, old chat conversation just before calling the client for follow-up. This shall free up the sales executives' mind of clutter and help him focus on doing things that matter, i.e. Closing deals. Check for some parameters like "last updated date" for the deals so that you know your team is religiously making use of your CRM investment.


There are many other metrics to track, but for a starter Sales team, if you just religiously track above metrics, you would definitely reap the benefits in shortest possible time.

I hope you liked reading this post. Do share it among your networks if you found this useful.
How to Reduce Churn Rate – 3 Legitimate Tips

Heya, in my previous post, we learnt what exactly is Churn Rate. Now you know, that more churn is bad for your business. Let us discuss some cool tips to reduce churn rate in your business.

Reason I titled this post with “Legitimate Tips” is because we would focus on building our fundamentals strong instead of trying out some quick fix leak patching techniques. This would take a bit of longer time, but is worth it in the long run, especially when you look towards sustainably scaling your business in the long term.

Legitimate Tips to reduce churn rate:

Preventing Customer Churn or Exits or Opt-outs

  • Price:

One of the primary reason many customers opt out of your service is because they do not like your price. Remember that nothing is too expensive for a customer if he is made aware of the real value of the product. Hence, work with the customer to make them aware of your product features, functionalities and business benefits so that they gauge the real value of your product or service offering. You may cite the benefits by doing a cost benefits analysis of non-tangible things like Time Value, Quality of your offering, ease of use, Customer Support and assurance being delivered in your offerings, etc.


  • Mis-selling:


Second biggest reason why Customers leave is because after few months they realize that the product is not really meant for their usage or they are not appropriate intended user for the offering. They realize that some sales person did a push sell just to complete their sales quota. In this case it is bound to backfire to your business, since they would opt-out in reasonable amount of time. In this case, try to avoid doing mis-selling or push sales. The world is big enough and hence try to sell to those whom you thing could be interested in your offering or are the right intended users.


  • Customer Success or Engagement

Many Businesses think that once they onboard any customer to sell their subscription based service, their job is done. Chief Marketing Officers should realize that once the sale is done, job is not yet over. The real journey of customer begins from the moment they start using your product or service. Hence it is important that you start engaging with your customers by involving them in regular product update announcements, social media interactions, priority support, training sessions so that they can effectively use your product to realize its true potential benefit.

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Related Post:

What is Churn Rate?

What is Churn Rate?
If you run a subscription based business where you gain monthly or periodically recurring revenue, Churn Rate is one of the important parameters to consider for forecasting your future revenues. This metric is not just a KPI for Sales & Marketing department but also directly impacts Finance department for their future financial forecasts as well as impacts Operations or Delivery department in order to plan for scaling up or scaling down of existing business operations or infrastructure.

What exactly is Churn rate then?

In Simple terms, as the name suggests, Churn rate signifies the rate at which you lose your recurring revenue. Churn Rate can be estimated either on revenue or on the user headcount numbers depending on the way your business operates. In the Software subscription (SaaS) Industry, Churn Rate is usually calculated on user base.

Hence if you have 100 users at the start of the month and you lost 5 users by the end of the month. It would mean your churn rate is 5%.

However, I would also suggest you should keep a tab on Churn rate based on Revenue. This is because subscription rates of different types of users may differ based on the complexity of your business model and hence the user based Churn rate calculation may not give you an accurate view.

Churn Rate based on Revenue can be calculated similarly. If your Monthly Recurring Revenue (MRR) was 100,000 USD at the beginning of the month and by the end of the month you lost some 5 users who contributed 20,000 USD to your MRR. Then your Churn Rate would be 20%.

Why is it Important?

Churn Rate directly impacts your revenue and financials and is also an indicator of how dissatisfied are your customers. If you observe a series of increasing Churn Rate month over month, then it should definitely raise a flag and you need to accept that there is something definitely wrong which is leading to a spike in number of users opting out of your subscription or rental service.

Also, in order to stay in the game, your business should sustain for long.

What would happen if you fill a bucket with 1 mug of water every second but the bucket has a hole which keeps leaking 1.1 mug of water every second?


Leaking bucket of Water

You would never reach your goal of filling your bucket completely. Similarly, for your business to stay sustainable, its Customer Acquisition Rate should more than the Churn Rate. Otherwise you know what would happen.

Hope you liked reading this post. In the next post, I shall bring to you some tips to reduce your Churn Rate. Stay tuned and do subscribe us our Social Media Channels.

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3 Sales Tips to get response from C-suite executives
Getting a meeting from a C-suite executive of a mid or large corporation is one of the most daunting task for a sales person. This is because unlike other prospects who are in the lower hierarchy of an organization where sales person can pitch in multiple times and try out different ways to approach the prospect, with a C-suite executive, the sales person stands just one shot.


That's the reason why sales professionals should have a fool proof strategy while approaching a C-suite executive while trying to get him for a sales meeting.

Here are 3 tips from my experience which can help you get a reply from CXOs while trying to get their response for a sales meeting:



1. Try asking for a referral within the organization.

Most of the time, top level executives especially CEO, CMO, CFO or COO would be involved with multiple internal tasks that they would hardly get any time for an external sales person which is you. Even if they find your short sales pitch to be interesting, they would hardly have bandwidth for a meeting. This is the reason they would try to defer it. But most of the time, CXOs would be ready to delegate it to their Subordinates or Executive Assistants. 

A few of the executives would refer you to another person in their organization on their own, but not the case with everyone until you ask them for that. So, next time you send a cold email, try asking them for a referral in their organization whom you can talk for discovery interviews or sales meetings.



2. KISS - Keep It Short & Simple

Almost every CXO of an organization is a busy person hardly having any time even for self. During these moments, if you get a chance to talk to him on phone, don't waste his time asking long discovery questions which you can ask others within the same organization. Try to keep your talk short, crisp and to the point instead of trying to blabber round and round about a concept just to gain his attention. Instead of getting his attention, chances are there that you would lose his interest which is lethal in sales.

Hence, the next time you get to talk to a C level executive, try presenting key benefits for him which you can offer via your products, instead of asking him his 5 year vision of his organization and asking generic time consuming questions as to what are their challenges. Ideally you should ask these questions, only if you have a longer meeting planned with the executive especially for discovery interview.



3. Follow Up

Following up is the key to sales success. But it takes a key precedence if you are trying to sell to busy C-suite executives. Often CXOs would be travelling a lot, meeting people around the world. This means he would stay away from his base office often. Chances are there that in his run up to catch up his own work, he would forget about your last meeting. This necessitates that you follow up with the executive by cut-off date before any competitor pitch in and grab the deal.

So, the next time you finish off a meeting with an executive, make sure you ask him when he shall be available for a next meeting and make sure to add that date to your CRM so that it can remind you for another meet up.


I hope you enjoyed reading the post. Do let me know your thoughts on this.

3 Price Negotiation Mistakes every Salesperson should avoid
Often, Salespersons tend to make mistakes during their Sales Negotiation conversations and tend to lose out on the sales wondering what exactly happened. The lead which they have been following up for many month now is lost just at the last phase of the sales cycle at the time of Sales Negotiation. These are the 3 expensive mistakes which every sales person should avoid at the time of negotiation.


1. Price Negotiation on High Cost Products


Avoid negotiation with Customers for reducing the price of high cost products. Always try to negotiate with customers only for the low cost products having a high perceived value in the minds of the customers. If you reduce the price of High Cost Products, then customers would expect that every time they buy from you. This is detrimental for your business growth since you would find it difficult to run your business on thin margin for a prolonged period of time.


2. Not knowing the Urgency for Customers


As a Salesperson, you would stand good at negotiating position if you are aware of the extent of urgency of the customer who wants to buy from you. If they are having less time and the purchase of the product you are selling is urgent for them, then you stand a better chance. In this kind of situation, you have more chances to crack the sales deal with lesser amount of negotiation with the customer. This is because since customer doesn’t have much time to search for another vendor, they would happily agree with your price. 


3. Starting Negotiation without understanding the needs of the customer



You should never start sales negotiation at the start of the sales cycle even without understanding the needs of the customer in the discovery phases of the sales cycle. The more questions you ask to your customer during the Need Discovery phases of the sales cycle, the more information you will get on the needs and requirements of the customers. This will help you set the expectations of the customers and would help you negotiate better. The more you know about the expectations of the client, the more you would be able to point out those facts during your sales negotiation conversations and hence customers would be willing to pay a higher price if their expectations are met.

What is Sales Prospecting
Any Sales Lifecycle comprises of various stages which starts with Prospecting. But very often newbie salespersons or enthusiasts asks "What exactly is Sales Prospecting?".

In this post, I would like to address those newbie and ambitious sales persons to understand what exactly is Sales Prospecting.


If you are in Sales, you would most certainly have following ways to get business:

  1. Leads from Networks.
  2. Leads from Inbound Marketing.
  3. Leads from Outbound Prospecting.


Aaron Ross, the author of Predictable Revenue mentions Outbound Prospecting to be one of the powerful weapon in your sales arsenal to achieve 10x revenue growth.

The reason for this is simple. 
  • First, Leads that you can get from your Network is limited and hence for 10x revenue growth you cannot always rely on networks for your whole business. 
  • Second, Getting Leads from Inbound Marketing takes time. You need to get your SEO right, you need to carve out a lot of contents to be absorbed by visitors before you get your first lead subscribing to your mailing list. 
Both of the above techniques are little unpredictable though they do have significance in the long future. This is the reason companies should never ignore Outbound Prospecting.

Ideally Outbound Prospecting is done by Sales Development Representatives wherein they try to find out new leads for the business. Prospecting is an act of finding or hunting for new leads. This is done by trying to contact the leads via cold calls, cold emails, etc. Sometimes this may also include calling or trying to contact the leads who went cold after some time in the past (technically, this comes under Lead Nurturing).

Contrary to the age old belief that Prospecting is a kind of tele-calling job, it has actually changed a lot in the recent years of modern Sales and Marketing. The quality of work done during Prospecting stage can truly break or make a company. This is an important determinant for the Business Development Representatives to be able to convert the deals given to them by Sales Development Representatives. If Prospecting is not done on the right customer persona and lead qualification is not done correct by the Prospecting team, it can ultimately waste months of lead nurturing time given by the Business Development Rep.

Hence Prospecting should be done very carefully.

While doing Prospecting, a Sales Development representative should clearly prepare the persona of a prospective client by preparing a checklist by acquiring data of the customer profiles acquired in the past. This can include the typical industry where the clients come from, the typical revenue which clients have, the typical budget they have for the product which you are selling, job role of the person who took the decision to buy your product, job roles of the key influencers in those deals, etc.

Once the customer profile persona is ready, the prospector should start Prospecting by trying to contact the leads in appropriately applicable ways and try to analyse if they fit in the persona. If the lead fits in, it should be advanced to the next stage of the sales process to the Business Development representative so that he can take it to closure.


Prospecting is like Going to Gym for Exercise. It should be done regularly and with adequate frequency. If you do not exercise regularly, sometimes you will feel tired, some times energized but you will never get to your ultimate objective of attaining fitness. Similarly, if you do not do Prospecting regularly, your Sales Pipeline would have inconsistent and unpredictable flow of revenue. A few months you would have a surge of leads for your Business Development reps to work on, which would become unmanageable and they would end of losing many of them. While a few months would have very less leads for your Business Development team to work on rendering them underutilized or less productive. This will also hit back in the form of inconsistent revenue flow.

Hence to keep your revenues in control, Prospecting should be done by dedicated sales development representatives and should be done regularly.

Hope you found this post useful. Do comment below and let me know your thoughts.

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