Sales Greatness Starts Here

Let's talk about something no one likes to talk about: lost deals.

Contrary to what you might think, lost deals aren't failures—they're assets waiting to be activated.

The Hidden Gold Mine You're Ignoring

According to research that frankly shocked me when I first saw it, 80% of sales require 5+ follow-ups, yet most sales teams give up after just 2 attempts. TWO. We're leaving money on the table, folks.

And it gets better (or worse, depending on how you look at it): companies that systematically re-engage lost opportunities see 40-60% higher conversion rates over time.

That's not a typo. 40-60% higher conversion rates.

So why aren't we all doing this? Because it's uncomfortable. Because we've been conditioned to think "no means no." Because we're too busy chasing fresh leads.

But what if I told you the hottest prospects in your CRM right now are the ones who already told you "no"?

Why Deals Really Fall Through 

First things first—let's dispel some myths about why deals fall through. Because understanding the real reasons is crucial to your recovery strategy.

Timing Misalignment (Not "No Budget")

When a prospect says, "We don't have budget," what they're really saying is: "This isn't a priority right now."

I had a prospect once who rejected a £120,000 deal citing budget constraints. Six weeks later, they spent £200,000 with a competitor. It wasn't about the money—it was about timing and perceived value.

Stakeholder Musical Chairs

Your champion leaves. Suddenly, that deal you were 90% sure would close vanishes into thin air. This happened to me last year—my champion at a major tech company got promoted and moved departments. The deal died... temporarily.

Competing Internal Priorities

Sometimes your timing is just off. Your prospect might be in the middle of a massive CRM migration (been there), dealing with layoffs (seen that), or pivoting their entire business model (survived that).

Feature Gaps (That Will Eventually Be Filled)

"Your solution doesn't have X feature." This one hurts because often it's something on your roadmap that's coming in just a few months.

Financial Constraints (That Are Temporary)

Budget freezes happen. Finance reviews happen. Quarters end badly. None of these are permanent.

The key takeaway: most deals don't fall through because your solution is bad or because the prospect hates you. They fall through because of temporary circumstances.

The 7-Step Lost Deal Recovery Framework That Actually Works

After years of trial and error, here's the framework we use at Punch! that has literally recovered millions in lost opportunities.

1. Immediate Response Protocol: The 48-Hour Acknowledgment

When you get that "no," you have 48 hours to position yourself for future success.

What to do:

• Send a genuine thank you (not a passive-aggressive one—we can tell the difference)
• Acknowledge their decision without challenging it
• Leave the door open with a specific next-check-in date
• Include a piece of value (article, insight, etc.) unrelated to your sales process

Example: "Thanks for letting me know, Jane. While I'm disappointed we won't be working together right now, I completely understand that [specific reason]. I've made a note to check in with you in Q3 when your budget cycle refreshes. In the meantime, I saw this article about [relevant topic] and thought of you—no response needed, just something I thought you'd find valuable."

2. Deal Forensics: Why Did It Really Stall?

Within one week of losing a deal, conduct a thorough post-mortem.

Jacco van der Kooij, founder of Winning by Design, recommends asking these specific questions:

• What was the actual trigger event that caused the deal to stall?
• Who was the blocker versus the champion?
• What objections came up repeatedly?
• What signals did we miss?

Document everything in your CRM. This isn't just for your recovery efforts—it's gold for your entire team.

3. Stakeholder Mapping 2.0: Find New Champions

People change roles every 18-36 months. That's not just a statistic—it's an opportunity.

After losing a deal, create what we call a "living stakeholder map" that you update quarterly. Track:

• Who's who in the organization
• Recent promotions/moves
• New hires in relevant positions
• Former champions who've moved departments

Tools like LinkedIn Sales Navigator are perfect for this. Set alerts for key stakeholders so you know when things change.

4. Value-First Re-engagement: Give Without Expecting

This is where most recovery attempts fail. Sales reps reach out with "just checking in" emails that provide zero value.

Instead, follow Adam Grant's principle of giving without expectation:

• Share industry insights specific to their challenges
• Connect them with resources/people unrelated to your sale
• Comment thoughtfully on their social posts
• Congratulate them on company achievements

I once spent six months sending a lost prospect relevant articles and introductions with absolutely no mention of our solution. When they finally reached back out, their first words were: "You're the only vendor who kept providing value even when we said no."

5. Signal-Based Monitoring: Know When to Strike

This is where technology becomes your best friend. Set up monitoring for:

• Funding announcements
• Leadership changes
• Expansion news
• Product launches
• Competitor contract end dates

Tools like Drift, ZoomInfo, and even good old Google Alerts can help. When you see these signals, that's your cue to reach out—not before.

6. Multi-channel Nurture Campaigns: Stay Warm Without Being Pushy

The key here is subtlety and variety. Your nurture sequence might look like:

• Month 1: LinkedIn interaction (comment on their post)
• Month 2: Email with valuable content
• Month 3: Send a relevant book (physical mail)
• Month 4: Share a case study of similar company
• Month 5: Invite to an industry event (not your webinar)

Mix up the channels, and for god's sake, don't make every touch point about your product.

7. Strategic Re-pitch Timing: The Art of the Comeback

Knowing when to formally restart conversations is an art. Look for these specific signs:

• Your champion reaches back out (obvious)
• Their fiscal year is about to start
• They've just received funding
• They're experiencing growth pain points
• A competitor's contract is up for renewal

When you do re-engage, never say "I told you so"—even if you really, really want to. (Trust me on this one. Learn from my mistakes.)

Technology & Tools That Support Deal Recovery

Your tech stack can make or break your recovery efforts. Here's what we recommend:

Signal Monitoring Platforms

• ZoomInfo's SalesOS for organizational changes
• Amplemarket for a range of signals including funding and acquisition alerts
• LinkedIn Sales Navigator for stakeholder movements

Automated Nurture Sequences

• Vidyard for personalized video check-ins
• HubSpot for tracking engagement with your content

Gifting Strategies

Barney platform has been game-changing for our team. We set up automated "surprise and delight" moments for prospects at the 3, 6, and 9-month marks after a lost deal.

One tip: make gifts relevant to their personal interests, not branded swag. Nobody wants another cheap water bottle with your logo on it. (Sorry, not sorry.)

Building a Recovery Culture

For this to work, you need to change how your team thinks about lost deals. Here's how:

Metrics That Matter

Track these specifically:

• Recovered opportunity rate (% of lost deals that eventually close)
• Recovery timeline (average time to recover)
• Recovery ROI (revenue from recovered deals vs. effort)

Team Incentives

We implemented a "Lazarus Commission"—an extra 2% commission for any deal that's recovered after being marked lost. It works.

Regular Reviews

Host monthly "resurrection sessions" where the team reviews lost deals and identifies recovery candidates. Make it fun—we have a Lazarus Award for the best recovery story each quarter.

The Compound Effect

The math is simple but powerful. If you're closing 25% of your pipeline and recovering just 10% of your lost deals, you're looking at a 40% increase in overall revenue without a single new lead.

Think about that. 40% more revenue. Same leads. Just different follow-up.

As Jeb Blount says in "Fanatical Prospecting," "The key to success in sales is the willingness to do what others won't."

Most salespeople won't follow up after a no. Most companies don't have a systematic recovery process. Most teams consider lost deals to be, well, lost.

Be different. Be persistent. Be smart about it.

Your biggest deal of the year might be the one you thought you lost months ago.

(And yes, that deal I lost on that terrible Tuesday? We won it back 14 months later. Double the size. Sweet revenge.)

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Forget everything you think you know about B2B advertising. There's a hidden channel that's quietly revolutionizing how sales teams break through the noise—and it's making prospects twice as likely to convert.

In the latest episode of B2B Outbound, James sat down with Chris Murray from Influ2, VP of Partnerships, to dive deep into the world of contact-based advertising.

What is Contact-Based Advertising?

Chris breaks it down for us:

"We're serving ads to specific, named individuals, and we are reporting on impressions and clicks on that contact level, generating first party intent."

Think about it. Instead of targeting "Digital Marketing Managers at SaaS companies," you're targeting Sarah Johnson, Tom Williams, and Rebecca Chen specifically. It's like having a sniper rifle instead of a shotgun.

Account-Based vs. Contact-Based

Here's where it gets spicy. Traditional ABM platforms let you target accounts with some filtration. But contact-based advertising? That's precision.

"Rather than targeting the whole account where there might be wastage in certain departments, you can specify actual job roles and job titles that form part of who you basically want to sell to," Chris explains.

Even better? You can go one step further:

"We can target a particular individual. So we can target James... rather than targeting digital marketing managers at an organization like Microsoft where there's probably 1000s of them."

The Numbers Don't Lie

Here's the stat that'll make your CFO's eyes light up:

"All our data across all our clients shows that if a B2B buyer engages with an ad, the salesperson or the account executive is twice as likely to convert that opportunity."

Read that again. Twice. As. Likely.

Getting Creative

Chris drops this absolute gem about their own creative approach:

"We were at a trade show and we were serving ads to all of the agencies with my face on. It was like, 'Hey, I'm Chris, I'm the head of partnerships. Come speak to us at booth B10.' People were literally coming up to us, taking a screenshot of their Instagram on their phone, and going, 'How'd you do this?'"

Talk about cutting through the noise.

Sales + Marketing Alignment

Here's what makes this channel so powerful—it's run by marketing but benefits sales directly. Chris puts it perfectly:

"It's an additional digital touch point. So if you've got your BDR motion with emails and calls and LinkedIn messages and postcards, a lot of our clients will layer us over the top as a digital touch point."

Think of it as your secret weapon in the multi-touch sequence that actually works.

Dynamic Content That Follows the Journey

The platform connects to your CRM (Salesforce, HubSpot, etc.) and serves different content based on where prospects are in your sales cycle.

Chris shares their own example:

"When we've got our BDR team prospecting accounts, if they schedule a meeting... as soon as our Salesforce gets updated to 'discovery scheduled,' we're now serving ads showing the AE's face to the relevant [company] and it's like, 'Hey, looking forward to our meeting.'"

That's not just smart—that's scary good.

Who Should Care About This?

Contact-based advertising isn't for everyone. Chris is clear about the sweet spot:

"It's upper mid-market and enterprise clients... Most of our clients have an outbound sales motion. They're in the SaaS software space."

If you're running BDR/SDR teams and struggling to break through the noise, this might be your answer.

The Privacy Question

Before you start panicking about GDPR and privacy laws, Chris has you covered:

"It's completely GDPR compliant... We're taking first party data from that integration with our client CRMs, we're then hashing that information so we're not necessarily sharing any PII with the ad networks."

No cookies, no IP addresses, just hashed information that keeps everyone happy.

What's Next?

Influ2 is rolling out intent signals that'll tell you exactly who to follow up with and when:

"You're targeting [company], James clicked on that last night. You might want to reach out to James today as part of your outreach. So providing clients with a to-do list."

The Bottom Line

While everyone else is fighting for attention in crowded inboxes and LinkedIn DMs, contact-based advertising lets you literally put your message in front of your exact prospects across every digital channel they use.

It's not magic. It's just smarter targeting with better data.

Ready to give your BDR motion the unfair advantage it deserves? Time to stop playing checkers while your competitors are playing chess.

Want to learn more about how contact-based advertising could supercharge your sales motion? Check out the full episode to hear Chris break down exactly how top companies are using this channel to 2x their conversion rates.

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Listen to the full episode here

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I've been in sales for over a decade, and let me tell you - there's one thing that separates deals that fly through the pipeline from those that get stuck in procurement purgatory: a strong internal champion.

Last month, I watched two nearly identical deals unfold. Same product, similar company size, comparable budget. The first closed in 38 days. The second? Still lingering in "decision pending" limbo after 90+ days.

The difference? Champion power.

Table of contents

• What Makes a True Champion
• The Network Effect Explained
• Finding Your Champion
• The Champion Network
• Measuring Champion Impact
• Where Most Sales Teams Go Wrong
• Final Thoughts

What Makes a True Champion 

That friendly contact who "loves what you do" but can't actually move the needle? That's not a champion. That's what I call a "professional meeting attender." (We've all been there, pinning our hopes on someone who turns out to have the organisational influence of a potted plant.)

A true champion is someone who:

• Has genuine enthusiasm for your solution (they can see how it solves THEIR problems)
• Possesses actual influence within their organisation
• Has skin in the game - your success is their success

As sales legend David Sandler brutally put it: "If you don't have a champion, you don't have a deal."

I learned this the hard way back in 2019. I spent three months courting what I thought was a power player at a financial services firm. Turns out, he was just really good at scheduling Zoom calls. The deal died when the actual decision-maker (who I'd never even spoken to) chose a competitor.

The Network Effect Explained 

The "network effect" isn't just some fancy business school term. In sales, it means your proposal gains momentum as more people within the prospect's organisation start advocating for it.

Think of it like this: One person saying "we should buy this" is a suggestion. Five people from different departments saying it becomes a movement.

With enterprise sales now involving an average of 7 stakeholders per deal (yes, SEVEN - it's insanity out there), champions help by:

• Getting you access to the decision-makers you'd never reach on your own
• Translating your value proposition for different departments (IT hears one thing, Finance needs to hear something else)
• Continuing to sell when you're not in the room
• Recruiting other advocates 

Finding Your Champion

Here's where most sales advice falls flat. They tell you to target the highest-ranking person possible. But in my experience, champions often come from unexpected places.

Look for people who:

• Are actual end users who will directly benefit (not just managers)
• Have been with the company long enough to know how decisions really get made (those 15+ year veterans who know where all the bodies are buried)
• Show genuine curiosity and interest in innovation
• Seem frustrated with the status quo (these are your people!)

I once closed a deal where my champion was a mid-level operations analyst. Why was she so effective? Because she'd been there 12 years, everyone trusted her judgment, and she was fed up with their existing solution.

Empowering Your Champion

Finding a champion is just the beginning. You need to arm them for the internal battles they'll fight on your behalf.

Provide them with:

• Killer content they can share internally (make it something their colleagues will actually read)
• Custom ROI calculators specific to their situation (nothing persuades like cold, hard numbers)
• Presentation slides they can customise (because they know their audience better than you do)
• The "pre-posal" technique where you build the proposal together (I've seen this technique slash procurement time by 40%)

The Champion Network

For complex sales, don't put all your eggs in one champion basket. Build a network.

A VP at one of our clients recently shared: "We thought we had a done deal until our champion got reassigned. The whole thing nearly collapsed until we realised we'd been building relationships with multiple stakeholders."

Smart sales teams:

• Define different roles for different champions (the Financial Validator, the Technical Authority, the End-User Advocate)
• Create frameworks for champions to recruit others
• Measure champion engagement with specific metrics
• Recognise and reward champion efforts (ethically, of course - I'm not suggesting bribery, people)

Measuring Champion Impact 

At Punch!, we've seen definitively that championed deals close 2-3x more frequently than unchampioned opportunities. But that's not the only metric worth tracking:

• Sales cycle length (championed deals are typically 35% faster)
• Win rates (obvious, but crucial)
• Quality of opportunities (champions often identify better-fit prospects)
• Adoption rates post-sale (champions become internal trainers)

Our recent data analysis revealed something game-changing: deals with strong champions consistently encounter dramatically less procurement friction. That's not just faster deals - it's significantly less headache. (And seriously, show me one sales rep who doesn't want fewer procurement nightmares in their life.)

Where Most Sales Teams Go Wrong

Most sales teams fool themselves into thinking they've built champions, when all they've really done is find people who smile and nod during demos.

Common mistakes I see everywhere:

• Mistaking positivity for influence (that super-enthusiastic contact might have zero pull)
• Not equipping champions with the right tools (expecting them to figure it out)
• Abandoning champions after the sale (killing your best source of referrals)
• Failing to create champion networks (putting all your eggs in one basket)

Final Thoughts: Champions as Competitive Advantage

Having better technology or even better pricing isn't enough. What separates winning companies is their ability to build and nurture champion networks.

As Jill Konrath puts it: "The most successful salespeople don't just sell products. They create internal movements."

When I look back at our most successful quarters at Punch!, the pattern is clear - our win rates skyrocketed when we got serious about champion development. It wasn't a nice-to-have strategy; it became our primary competitive advantage.

So ask yourself: are you just collecting contacts, or are you deliberately building champions? Because in today's complex buying environment, the latter is the difference between hitting your targets and missing them by miles.

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MQL to SQL conversion isn't just about having a "process" — it's about having the right process, executed flawlessly, with the right people, right tools, and right now.

So let's break down what actually works, based on real results we've seen at Punch! (not just theory that sounds good in a PowerPoint).

The Golden Hour

You're at a networking event. Someone walks up, shows genuine interest in what you do, asks thoughtful questions, then hands you their card saying, "I'd love to chat more about this!" 

Do you:
A) Wait 3 days to call them
B) Send a thoughtful follow-up email within 24-48 hours while you're still fresh in their mind
If you picked A, you're leaving opportunities on the table.

This networking scenario requires a different approach than responding to inbound leads. For actual sales leads who've taken action:

In our work with Lumi, we found that following up with inbound leads within the first hour increased conversion rates by 7X. Not 7%. SEVEN TIMES.

Why? Because timing isn't just important, it's everything.

When someone raises their hand to say they're interested by downloading content or submitting a form, they're in a buying mindset RIGHT NOW. Every minute that passes is a minute where their enthusiasm cools, distractions mount, and competitors can swoop in.

(That executive who downloaded your whitepaper? They probably downloaded your competitor's too. First one to call wins.)

The Multi-Channel Symphony

Email follow-up alone is like trying to cut down a tree with a butter knife. Possible, but painfully inefficient.

Here's what an effective multi-channel strategy actually looks like:

1. Immediate phone call (within that golden first hour)
2. Personalised video if they don't answer (using a tool like Vidyard or Loom)
3. Targeted email referencing specific pain points
4. LinkedIn engagement (comment on their recent post, not just a connection request)
5. Strategic gifting for high-value prospects (we use the Barney platform for this)

I once worked with an SDR who was struggling with email-only outreach. His conversion rate was hovering around 2%. We implemented this multi-channel approach and within two weeks, he was converting at 11%.

The reason? Different people respond to different channels. Some execs never check their own email. Others screen all calls. By diversifying, you're dramatically increasing your chances of breaking through.

The Qualification Framework That Actually Works

I once spent two weeks nurturing what I thought was a hot lead, scheduled three demos, and even flew to their office, only to discover they had absolutely zero budget and no decision-making authority.

That's when I learned the importance of a rock-solid qualification framework.

Here's the framework we use at Punch! that's helped us generate 56 SQLs in 4 months for Lumi:

PACT Framework for Sales Qualification

1. Pain:
   What specific pain points are you experiencing? How long have you been dealing with them? What happens if you do nothing about these issues?
2. Authority:
   Who else needs to be involved in the decision? (Notice we don't directly ask if they're the decision-maker — that puts people on the defensive)
3. Consequence:
   Is solving this problem a financial priority? Where does this rank among other initiatives? What business outcomes are at risk if this isn't addressed?
4. Timeline:
   By when do you want to start seeing results? What deadlines or milestones are driving your timeline for implementation?

The Tech Stack

You can have the best process in the world, but without the right tech, you're bringing a knife to a gunfight.

At Punch!, we use our Priority ABX™ platform to:

• Detect real-time buying signals (like when a prospect visits your pricing page 3 times in a week)
• Track engagement across channels (so you know if they opened your email before you call)
• Identify high-intent accounts (so you focus your energy where it matters)
• Enable personalized outreach at scale (because generic templates = generic results)

I remember implementing this tech stack with a client who was manually tracking everything in spreadsheets (the horror). Their lead response time went from 27 hours to under 45 minutes, and their conversion rate nearly tripled in the first month.

The right tech doesn't replace human interaction — it enhances it by ensuring you're talking to the right people, at the right time, with the right message.

The Content Nurture Strategy

Raise your hand if you've ever sent an email that said, "Just checking in to see if you had a chance to review my proposal."

(My hand is raised too. We've all been there.)

But let's be honest — that approach sucks. It adds zero value and makes you sound desperate.

Instead, each touchpoint should deliver value through thoughtful content and insights:

1. Personalised video walkthroughs (addressing specific pain points)
2. Case studies of similar companies (showing tangible results)
3. Industry insights relevant to their specific challenges
4. ROI calculators tailored to their business metrics
5. Micro-demos focusing on features that solve their unique problems

The Metrics That Matter

If you can't measure it, you can't improve it. But I've seen companies track so many vanity metrics that they lose sight of what actually matters.

Here are the KPIs we've found to be most predictive of success:

1. Speed to lead contact (targeting under 1 hour)
2. Multi-channel engagement rate (percentage of leads engaged across multiple channels)
3. Meeting show rate (not just bookings — actual attendance)
4. SQL conversion percentage (obviously)
5. Pipeline value generated (because quality matters more than quantity)

We worked with Basware and generated £760,000 in pipeline in just 3 months by obsessively focusing on these metrics and optimising accordingly.

The Pitfalls

I've seen companies make the same mistakes over and over when it comes to MQL to SQL conversion:

1. Treating all leads the same (high-intent leads deserve VIP treatment)
2. Relying on automated emails only (the "set it and forget it" approach rarely works)
3. Delayed follow-up (anything over an hour and you're already behind)
4. Poor sales-marketing alignment (when sales doesn't trust marketing's leads, everyone loses)
5. Insufficient personalisation (generic outreach = generic results)

I once consulted for a company that was sending the exact same follow-up email to every lead, regardless of source, industry, or behavior. When we implemented segment-specific nurturing sequences, their conversion rate jumped from 3% to 12% in a single quarter.

Putting It All Together

The secret sauce isn't in any one of these elements — it's in how they all work together as a cohesive system:

1. Lead comes in and is immediately routed to the right SDR based on territory/industry
2. SDR responds within the golden hour across multiple channels
3. Lead is qualified using the BANT+P framework
4. Personalised nurture content is deployed based on specific pain points
5. Technology tracks engagement and surfaces buying signals
6. Performance is measured against key metrics and continuously optimized

This isn't theoretical — this is exactly what we did for Nutritics to generate 200+ high-value leads in 7 months and for HUT 3 to create 100+ qualified opportunities from event follow-up.

The Bottom Line

Most companies are leaving 50-70% of potential conversions on the table due to poor process, slow response times, and generic follow-up.

The companies that win are the ones that treat MQL to SQL conversion as a systematic, measurable process that requires dedicated resources, clear criteria, and continuous optimisation.

So, what's your follow-up process looking like? Are you letting good leads slip through the cracks? Or are you ready to implement a system that actually works?

Your pipeline is waiting.

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Alright ambitious B2B brands, listen up. Not all leads are made the same.

To ramp up your pipeline, you need to understand the core differences between inbound and outbound leads.

This post will cover:

• How inbound and outbound enter the buying journey
• Contrasts in sales psychology
• Pros and cons of each lead type
• Common mistakes sales teams make

Let’s get into it! This is key to unlocking your lead generation potential

Table of contents

• Defining Inbound vs. Outbound Leads
• Mapping Inbound vs. Outbound Journeys
• Cracking the Sales Psychology
• Pros and Cons of Outbound Leads
• The Pros and Cons of Inbound Leads
• Key Comparisons
• Avoiding Common Mistakes

Defining Inbound vs. Outbound Leads

First, what defines these two lead types?

Inbound leads raise their hand by contacting you first or engaging on your site. They come from channels like SEO, social and paid ads.

Outbound leads are identified by your sales and marketing teams through cold outreach - emails, calls, direct mail.

Very different origins, but both can drive serious revenue. In fact, according to Forbes' State of Inbound Report, outbound leads convert to sales at a 34% higher rate than inbound leads. Whilst inbound leads bring value through their existing brand awareness.

The key is leveraging the unique strengths of both lead types for a balanced, high-converting pipeline.

Mapping Inbound vs. Outbound Journeys

Here’s where things diverge - inbound and outbound take very different journeys, entering the buying journey at different stages:

Buyer's Journey:

Strangers (no awareness) → Awareness (learn about issues) → Consideration (explore options) → Decision (evaluate choices) → Purchase

Inbound Leads: Enter during the Consideration stage when researching solutions.

These leads identified a problem and started researching before you connected. They’re already inclined to buy, just need guidance to choose you.

Outbound leads aren’t sales ready like inbound. Sales needs to guide them through from their starting point.

Cold Outbound Leads: Enter at the Strangers stage with no existing awareness.

Cold outbound leads start with no problem recognition. Sales needs to put in significant work upfront to educate them on potential issues and solutions before they will consider change.

Warm Outbound Leads: Enter during the Awareness stage with some recognition of issues.

Warm outbound leads have some pain points identified but are still early in the journey. Sales needs to nurture their interest and expand their understanding of solutions.

Outbound outreach targets prospects who likely haven’t considered change. You first need to spark interest and educate them on potential solutions.

So inbound leads are further down the road. But outbound offers huge upside if nurtured properly. According to the DemandGen B2B Buyer Behavior Study, companies using outbound see 2x more revenue growth vs. inbound-only.

Cracking the Sales Psychology

Beyond the journey, inbound and outbound leads think differently. Cracking their mindset is key to conversion.

The psychology throughout the buyer journey:

Unsure → “This Sucks” → Seeks Solution → Establish Criteria → Evaluate Options → Decide → Purchase

Inbound Mindset: Inbound leads enter after establishing criteria, ready to evaluate options.

They know change is needed. Your role is steering them to your product. Inbound leads are closer to a purchase decision and sales should focus conversations on comparing solutions to identified needs.

Cold Outbound Mindset: Cold outbound leads enter at the Unsure stage with no sense of problems.

Outbound leads need awareness nurtured into interest before they’ll consider change. Patience and persistence pay off. Cold outbound require significant education on industry issues and challenges. Sales needs to spark that initial problem awareness. 

Warm Outbound Mindset: Warm outbound leads enter after “This Sucks” stage with some pain points already established.

Warm outbound leads have some problem recognition sales can expand on. Presenting potential solutions tailored to their already existing pain points will nurture interest.

So on the face of it, an inbound strategy appears to bring in opportunities that require a lot less effort. So surely that's where you should be focussing your strategy right? Well, not quite. Read on...

Pros and Cons of Outbound Leads

Outbound lead generation takes work, but provides control and high-value prospects. Companies using outbound strategies see 2x more revenue growth vs. inbound-only. (Source: DemandGen B2B Buyer Behavior Study)

Moreover, according to the ITSMA, ABM Benchmark Study, outbound campaigns generate 50% larger deal sizes on average. And Ascend2's Inbound Marketing Strategies Survey shows that 78% of CMOs rank outbound highly effective for marketing reach.

Pros:

• Target ideal customers
• Increase awareness
• 50% higher deal sizes (Source: ITSMA, ABM Benchmark Study) 
• Build strong relationships

Cons:

• More nurturing required
• Slower conversion rates
• Needs marketing and sales coordination

According to TOPO's Lead Generation Benchmark Study, cold outbound to ICPs converts 30-50% higher than semi-warm leads. So while it takes effort, done right outbound delivers premium prospects.

Though it requires greater effort to educate completely unaware prospects, the payoff is higher conversion rates in the long run. With the right messaging and systematic nurturing, you can turn cold contacts into qualified opportunities.

So don't underestimate cold outbound outreach. When targeted and executed correctly, it drives higher returns than warmer leads. Just be sure you have frameworks in place to nurture cold leads through their journey.

The Pros and Cons of Inbound Leads

Inbound also has its advantages and limitations too.

Pros:

• Higher purchase intent
• Less conversion effort
• Familiar with solutions

Cons:

• Unpredictable volume
• Quite Often Wrong Fit
• Downturn Dropout - volumes drop when buyers pull back in economic declines
• Lower deal sizes

Inbound signals intent, but outbound targets and nurtures high-value accounts.

Key Comparisons

Here are some top level inbound vs. outbound contrasts:

InboundOutboundEnter late in journeyEnter early in journeyAlready have pain pointsMay be unaware of issuesHigh existing interestRequires educationLess nurturing neededMore nurturing requiredLower deal sizesHigher deal sizes

Avoiding Common Mistakes

Given the differences, here are key mistakes to dodge:

• Skipping the education phase: Unlike inbound leads, outbound leads need education on their pain points and solutions first. Don't overlook this crucial awareness-building phase.

• Insufficient sales enablement content: Similarly, outbound leads require significant decision-making content to inform them; case studies, educational resources, and even training. Failing to provide this leaves them unprepared to purchase.
  
• Rushing the sales process: Outbound leads need more time to consider options versus inbound. Rushing them can lead to lost opportunities. Have more conversations to guide them through the journey.
  
• Treating all leads the same: While inbound and outbound both bring value, they cannot be treated equally. Develop customised strategies spanning messaging, content, and sales processes tailored to where each lead is on their journey.

The key? Mapping your outbound strategy to the unique needs of outbound leads.

Recap

Not all leads are created equal. Inbound and outbound involve:

• Different stages in the buyer’s journey
• Contrasting sales psychology
• Unique pros and cons

Treat them as two separate lead types with tailored game plans.

We’ll dig into specific inbound vs. outbound strategies in future posts. But for now, avoid one-size-fits-all thinking at all costs!

And remember, according to TOPO's Lead Generation Benchmark Study, cold outbound to ICPs converts 30-50% higher than semi-warm. So, don't underestimate the power of a well-executed outbound strategy!

[blog_at_glance]

That 100-page market research report sitting on your desk that cost more than my first car? It's wrong.

A friend of mine learned this the hard way when he was leading sales for a SaaS company. He'd spent £50K on market research that told him manufacturing was the next big opportunity. Six months and two failed sales hires later, he realised he'd been wasting his time.

Table of contents

• The Problem with Traditional Market Research
• A Better Approach to Market Testing
• The Sales Development Validation Framework
• The Proof is in the Pipeline
• How to Know if This Approach is Right for You
• The Bottom Line

The Problem with Traditional Market Research 

Traditional market research is static, outdated the moment it's printed, and useless when things don't go as planned.

Here's what typically happens:

1. Spend three months on market research 
2. Hire expensive industry experts 
3. Build out an entire sales team 
4. Finally talk to actual customers
5. Realize your assumptions were wrong
6. Hide from your board

A Better Approach to Market Testing

What if I told you there's a way to test new markets that's:

• Faster than traditional research
• Cheaper than building an internal team
• Actually based on real market feedback
• Won't destroy your quarterly budget when it needs adjusting

Enter: The Sales Development Validation Framework

This isn't theoretical research. This is real-world, in-the-trenches validation through strategic sales development.

Step 1: Start Small, Learn Fast

Instead of betting everything on market research, start with a focused sales development campaign. You'll get real feedback from actual prospects before committing serious resources.

Step 2: Use Other People's Resources (OPR)

Here's where it gets interesting. Instead of building out an entire team, use an outsourced sales development agency. (Yes, I work at one – though my point stands regardless of who you work with.)

Why? Because:

• No long-term commitments
• Expertise on tap
• Scalable resources
• Built-in tech stack

Step 3: Gather Real Intelligence

Remember that £50K market research report I mentioned? Here's what £50K in actual sales development gets you:

• 500+ conversations with actual prospects
• Real-time feedback on your value proposition
• Clear understanding of market pain points
• Actual pipeline (you know, revenue opportunities)

The Proof is in the Pipeline (a Real Example)

Let me tell you about one of our clients, Basware. They were absolutely certain their next target market was financial services.

They were wrong.

Through our sales development campaign, we discovered that while fintech companies weren't interested, logistics companies were actively seeking their solution. Three months later, they had:

• £760K in qualified pipeline
• 15 hot opportunities
• A new market strategy
• One very relieved executive team

And it cost about 1/3 of what they would've spent on traditional market research.

How to Know if This Approach is Right for You

This approach might work for you if:

1. Your product/service has an annual contract value over £50K
2. You're considering expansion into new verticals
3. You're tired of expensive market research that doesn't drive sales
4. You need real market feedback, not theoretical insights

The Bottom Line

You can keep doing market research the old way. Keep printing those MapQuest directions and hoping they're still accurate.

Or you can use sales development as your GPS – giving you real-time feedback, adjusting when needed, and actually getting you where you need to go.