How to Build a Sales Pipeline with Outbound Strategies

Why I treat outbound like a "machine"? At first, outbound felt like a "never-ending" task. Write a message. Find leads. Follow up. Repeat. It was a chore. But then, I had a thought: What if outbound wasn’t just a task? What if it was a system? Here’s how I built it: 1. Input: → I start by gathering trigger data. Things like job changes, funding rounds, tech usage. Tools like Apollo.io, BuiltWith Clay And then, I add new triggers: → Track Website Visitors: I use RB2B / Vector 👻 to see which companies visit our site. This tells me who’s interested and what pages they’re checking. → Track LinkedIn Engagement: With Trigify.io / Teamfluence™, I monitor engagement. I see who’s liking, commenting, and sharing my posts. These signals help me spot warm leads who are already interacting. 2. Logic: → Now that I’ve got the data, I ask, "What’s the signal?" I personalize around that. Example: If a company visits our pricing page but doesn’t convert, I reach out with content specific to their pain points. 3. Output: A message that hits the right person at the right time. It doesn’t feel like a cold email. It feels personalized and relevant. The system works in layers: → One layer pulls live data from Clay to enrich leads. → Another layer checks intent based on digital breadcrumbs. → One path sends a cold email when there’s a signal. → Another waits, tracks engagement, and then strikes. It’s simple. It’s quiet. It works. Why is this approach powerful? It’s not about replacing people. It’s about getting rid of the noise. I don’t wake up to endless tasks. Instead, I see a dashboard with what needs fixing. I focus on the gaps, and the system keeps rolling. Building outbound this way isn’t just smarter Building outbound this way is more fun. It gives me time to focus on what truly moves the needle. That’s where the magic lies. What tools are you using to track leads? ______________________________ Like this? Repost to help others. Follow Arpit Singh & tap 🔔 for more.

How to build a bad*ss outbound playbook (in 5 steps) - To get your AEs self-sourcing more pipe - To get SDRs landing higher-quality meetings - To get your team off the sales roller coaster Already have a playbook? Use this checklist to beef it up. ✅ 1) Assemble the team Enablement should facilitate this process, but they shouldn't create the playbook in a silo. - Two best self-sourcing AEs. - Two best outbound SDRs - Best marketing copywriter - Product specialist (if applicable) - Sales leaders(s) actively working deals The team shouldn't be more than 10 in total. Bonus: Find a consultant who's worked in the role of your persona (e.g. an ex-CISO if you sell to CISOs). ✅ 2) Pick the medium I've seen playbooks built into enablement tools like Seismic. On Google Docs/Sheets. On PowerPoints. And everything in-between. What's most important: the playbook is built in a medium that's easily transferrable into a rep's existing workflow. The more clicks away the playbook is, the less likely it gets used. Example: Playbook is in Notion, and the talk tracks are copied into the dialer. ✅ 3) Gather examples of what good looks like Reverse-engineer examples of success. Gather cold emails that landed meetings. Recordings of cold calls that landed meetings. etc. And then go a step deeper. Provide a quick background and analysis. Example: Rep sent a cold email that landed a meeting with a CISO. Get the background on the account. Why the rep chose that account. Research they leveraged. etc. ✅ 4) Build these core components An outbound playbook should contain the following + answer these questions: - ICP & targeting strategy: How do I prioritize and tier my accounts to find low-hanging fruit? - Messaging: What do each of my core personas care about? - Triggers/signals: What 3-5 triggers align most with our personas? - Talk tracks: How do I approach the cold call conversation? - Email copy: How do I approach the email? (the provided email copy should get reps 80% of the way there) - Sequencing recommendations: What does my contact strategy look like? - Objection handling: What objections am I most likely to get? How do I handle them? - Time management: How should I think about structuring my week for optimal success? - Sales math: How should I calculate the required outbound activity to hit my desired sales target? - Plays: What are the most common plays that work? - Tech enablement: How can I best utilize the tools in our tech stack? ✅ 5) Ongoing refinement Last but not least: A playbook is a living, breathing document. Enablement should own the ongoing refinement. Every quarter: - Add more examples of what good looks like - Update messaging as necessary - Fill in gaps where reps are struggling ~~~ These are the core elements we build into outbound playbooks for our clients. What's missing? Comment and let me know. #sales #outbound

In 36 months, I scaled a hunting team at AWS from $0 to $25M Though it was seen as a great success by many, there are 5 critical shifts I’m applying to build a modern outbound engine at Yess: WHO, WHY, WHEN, TO WHOM, and HOW LONG. Here’s the breakdown: 1️⃣ WHO is reaching out: - Old Way: entry-level SDRs flood inboxes with spam. + New Way: Team-selling facilitated by SDRs. Decision makers prefer talking to other decision makers. Executives and peers should engage directly. companies should move from old-school outbound to team selling model that is facilitated by SDRs and driven by signals and intent data. 2️⃣ WHY we're reaching out: - Old Way: Generic emails saying, 'I see you're the {job title}...' + New Way: Relevancy > Generic personalization. Generic outreach that lacks relevance and personalization is dead. Look for accounts that visited your website, engaged with your social media, or showed intent through third-party data to craft contextually rich content driven by intent data and real-time signals. 3️⃣ WHEN we reach out: - Old Way: As soon as a new lead gets into the CRM, no matter what. + New Way: Engaging contacts when they show interest. Sales isn’t about immediately pouncing on every lead anymore. Leading sales teams will strategically time their outreach with behavioral signals, like site visits or content engagement. 4️⃣ To WHOM we are reaching out: - Old Way: Single (ICP) persona within the account. + New Way: Target the entire buying team, with personalized touches. Modern outreach should involve the entire buying committee. Each stakeholder has different needs and goals. Use detailed persona data to create messages that hit home for everyone. 5️⃣ HOW LONG we reach out: - Old Way: same 18-step generic sequence for all accounts. + New Way: Dynamics playbooks based on live engagement data. Dynamic playbooks help sales teams tweak their outreach using live data. Sequences adapt to prospects' actions in real time, keeping the prioritization of accounts updated and dynamic. TAKEAWAY: The outbound paradigm is shifting and pushing us to focus on precision over volume. Outbound should leverage: + WHO is reaching out,  + tailor WHAT they communicate,  + sync it perfectly with WHEN it matters the most, + strategically choose TO WHOM they reach out to,  + and dynamically adjust HOW LONG they engage based on data. Keep them in check.