Outbound Audit & Recommendations
This service provides an outbound audit and recommendations to improve your prospecting campaigns. It identifies areas for improvement in targeting, messaging, and technology to help you book more meetings and generate pipeline. Ideal for businesses with existing SDRs who are not generating enough pipeline.
Chapters
00:00
Outbound Audit Introduction
Starting point for engagement and gaining clarity on outbound prospecting.
00:23
Diagnosing Outbound Campaigns
Identifying breakdowns, fixing issues, and planning future improvements.
00:30
Core Audit Areas
Focus areas: targeting, messaging, and infrastructure/technology.
00:39
Who Is This For?
Ideal for teams with SDRs not generating pipeline or new sales leaders.
01:12
Who This Is Not For
Not suitable for pre-revenue companies or those without product-market fit.
01:50
What We Audit: Targeting & ICP
Focus on targeting, ICP, and personas for effective outreach.
02:26
Data and List Building
Examining data, list building, enrichment, and data maintenance.
02:42
Messaging and Sequences
Crafting copy for sequences, calls, LinkedIn, and voicemails.
03:07
Tech Stack and AI Readiness
Reviewing tech stack, AI readiness, and tool configuration.
03:33
SDR Performance
Assessing SDR performance consistency across the team.
03:43
The Audit Process
Onboarding call, analysis, and recommendations for pipeline generation.
04:22
Deliverables and Follow-Up
Delivering a written report, video walkthrough, and live calls.
04:38
Pre-Audit Situation
Addressing uncertainty about targeting, messaging, tools, or reps.
Transcript
00:01
The outbound audit and recommendations is the starting point for any engagement with myself.
00:06
And this is where I give you clarity.
00:08
I come in and have a look at your current outbound prospecting campaigns and let you know where I think the lowest hanging fruit is for you to improve your outbound and then what you need to do in the future to further improve the results of booking more meetings and generating pipeline.
00:23
So it's about finding, out exactly where your outbound is breaking down, where, what to fix first, and then how to make the case for what comes next.
00:30
And typically when I look at anybody's outbound, it's a combination of targeting, messaging, and also infrastructure and technology.
00:36
So those are the three core areas that I focus on.
00:39
Now this is ideal for somebody who already has SDRs, and they are busy with lots of activity, but they're not generating the pipeline.
00:46
potentially you're a new sales leader and you're looking to diagnose what needs to be fixed and what priorities.
00:51
and you maybe need an internal business case before committing to something bigger.
00:56
typically the audits and recommendations do progress into playbook redesign or design from scratch, but there's no commitment, from you that you have to say yes to doing those.
01:06
if you work with me, you'll understand that I'm not this high pressure, high ticket sales closer.
01:12
it's probably not for you if you're pre revenue or haven't found product market fit.
01:16
Not that I can't help you, it's just that, my knowledge and services are much more valuable when you already have something that's working or in place and it just needs to be improved and optimized.
01:28
this isn't a done for you service.
01:30
there's no quick hacks or silver bullets here.
01:35
I'll be the first to admit that.
01:36
And then you don't have SDRs in seat or plans to hire them as well, because it really does require you to have some SDRs in place.
01:42
Whether you call them SDRs, AES, BDRs, that's up to you of course, but somebody who's actually there to deliver the work.
01:48
So what do we audit?
01:50
Well, the core focus is the targeting and the icp.
01:52
So a lot of times when I come into organizations, they have a rough idea of who their ideal client profile is, but usually it's really, really broad and there isn't a clear distinction about what the problems and challenges are for individual Personas within different types of companies.
02:06
a large retail chain versus a health tech company, if you can sell to both of those industries, the people within those and the problems that they have and the challenges that they're facing that your product can help them solve are vastly different.
02:18
So the first stage is usually looking at the different ICPs and Personas and identifying which is the one that is going to be more likely to buy right now.
02:26
Then we look at data and list building.
02:28
Not only your data, but how is that list being built, how is it being cleaned?
02:33
Are you missing any opportunities for enriching that data?
02:35
And how often is that data kept up to date?
02:38
Are your sales reps calling people and not getting any connects at all, which is a common problem.
02:42
And then messaging and sequences, and really messaging and sequences come at the end because it is all about the targeting, it is all about the data.
02:49
And then we look at what, what copy can you be creating or writing within your outbound sequences.
02:55
Your call tracks, your LinkedIn messages, your voicemail, voicemail scripts as well.
03:00
So also, so these are they're not secondary but I usually unpack all of this as I go through the targeting, the data and the messaging.
03:07
But it's your tech stack.
03:08
Are your tools actually configured and connected or sitting half used?
03:12
A lot of times there's bloat in that tech stack.
03:15
I also look into AI readiness as well.
03:17
So is AI helping your reps work harder or smarter?
03:21
and if there's opportunities for you to include or bring in AI to help with some of that process, I make those recommendations too and oftentimes give you one or two different tool options that you can, you can follow.
03:33
And then also SDR performance as well.
03:35
Is performance consistent across the team or is it depending on two or three strong SDRs and the rest are falling behind?
03:43
So how it works, onboarding call, very simple.
03:45
It's quite a detailed call.
03:47
We go through all of your current setup.
03:49
I often ask you to send over either access to your sales engagement platform or at least give me some of the sequences so I can have a look at those before the call.
03:59
then I go away, I look at all of the stuff that I mentioned before and think about how can I give you the best recommendations to generate more pipeline based on the messaging, based on the list, based on the icp, and Persona targeting.
04:14
and then we have a 30 day follow up as well.
04:16
Oftentimes there's questions that you have after you go to implement the recommendations.
04:22
So you walk away with a written report.
04:24
But most important clarity, a video walkthrough which you can reference and also pass to the rest of your team.
04:29
And there's three live calls as well.
04:31
Look, if you want an extra call, that's usually fine with me.
04:34
I just put in three there to manage expectations.
04:38
So before the audit, you know something's off, but you can't pinpoint it.
04:41
Activity metrics look fine, but the pipeline, metrics and numbers aren't quite, hitting it.
04:47
You're not sure if it's targeting, messaging, the tools, or the reps.
04:49
And you're trying to make decisions, but you don't have the right data to make those decisions.
04:53
And then after you know exactly what to pinpoint and where to focus first, you.
04:57
You have the prioritized list of what to fix first, second, and third, your team has a clear reference document, not just verbal feedback.
05:04
And you can confidently present a plan to leadership if you need to.
05:07
or to your board.
05:09
So, yeah, as I mentioned, pipeline playbook.
05:11
Sorry, Outbound playbook often comes next, but there's no pressure for you to commit to that whatsoever.
05:16
So if you're interested and you want to find out more and see whether I can actually help you.
05:20
I don't work with everybody.
05:21
feel free to book a call on the link at the bottom of this page, and I look forward to chatting to you.
05:25
Cheers.
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