How to use outbound to drive live conversations

See our 1-2-3 Punch formula for using outbound to drive target accounts back to your website.

Lauren Newman
Lauren Newman
May 17, 2022
min read
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Sellers spend a substantial amount of time researching prospects and crafting personalized outbound emails using sales engagement platforms like Outreach and Salesloft. The goal is to engage buyers and drive them to the website to learn more. The next step? Hopefully, to book a meeting, and accelerate conversions, pipeline, and revenue. 

You know what’s crazy? Only 24% of sales emails are opened. The majority are just ignored, even the ones offering up free swag, coffee or Amazon gift cards. In order to avoid wasting time, effort, and money, it’s critical to make the most of the emails that are opened and clicked on. 

Those who are seeing the best results from outbound emails are leveraging the Pipeline Cloud. The Pipeline Cloud is a revolutionary new set of technologies and processes that are guaranteed to generate more pipeline faster and more cost-effectively than the old ways.

The Pipeline Cloud is made up of five pillars: a Salesforce-connected website, buying intent signals, ABM ads, hyper-personalized sales outreach with sales engagement platforms, and conversational marketing.

The critical intersection between sales outreach and conversational marketing is where the magic comes to life. 

The 1-2-3 Punch

Imagine the moment a prospect’s interest is piqued…they click through to your website, and what if sellers could jump into a personalized live chat and seamlessly continue the dialogue from email, moving the opportunity along?

With Qualified for Outreach and Qualified for Salesloft, you can instantly route prospects to the email sender from your team and alert the assigned sales rep across the channels they use most, like Slack so they can jump in, in mere seconds. Your reps will love it. Your prospects will love it. 

It’s a strategy we use at Qualified that results in the highest number of meetings booked and is a huge driver of pipeline. It’s called the 1-2-3 Punch.

“We segment on our website visitors by categories and one of them is called “Outbound Sequence”. This way, our reps can automatically prioritize our most valuable buyers and can have a contextualized conversation based on the content of their emails. Personalized Outbound + Real Time Conversations for VIPs, its a knockout combo.”  - Daniel Regis, Sales Manager at Qualified 

Here’s the 1-2-3 Punch formula:

  • Identify accounts showing buying intent
  • Sales prospecting is tough and time-consuming. Rather than blindly chasing prospects, use buyer intent data with Qualified Signals to prioritize accounts that are most likely to buy, then send those VIPs a personalized outbound email driving them to your site.
  • Send a tailored outbound email using a sales engagement platform like Outreach or Salesloft, resulting in a click
  • A VIP buyer just opened your email and clicked through to your site. This is a pivotal moment! Now what? Qualified for Salesloft and Qualified for Outbound instantly alerts sales reps so they can initiate a personalized conversation right on the website and continue the conversation across channels.
  • Engage in a personalized, live conversation on the site 
  • Now you can answer your prospect’s questions, understand their needs, book a meeting and close the deal.

The 1-2-3 Punch is powerful because it results in having a one-on-one conversation with a buyer who is in research mode and is ready to learn more. Strike while the iron is hot. 

In fact, Qualified for Outbound customer, Cockroach Labs shared, “When qualified customers proactively start a live chat with visitors from an Outreach sequence, those visitors are 900X more likely to respond".

Qualified for Outbound notifies reps when a prospect has clicked through an email and is on the site. 

And, Nylas, a developer API platform using Qualified for Salesloft, has had 700+ conversations on their website with prospects from Salesloft Cadences and a  36.5% increase in total rep conversations in just one month of launching Qualified for Salesloft.

Sales rep jumping into a personalized conversation to seamlessly continue the dialogue from their Salesloft email. 

If your Tech stack includes Outreach or Salesloft, check out our integration pages to learn how your team can boost conversions, pipeline, and revenue using the 1-2-3- punch!

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