That’s the wrong debate. It isn’t about either/or.

It’s about both.

If you’ve traditionally been an inbound company—or have a mostly inbound sales team—outbound can be a great complement to your client acquisition efforts.

But not all outbound is created equal.

On one extreme, you have a cold email campaign that takes little effort to produce and send out—with no personalization.

You might say that’s “bad.” And I’d agree with you if you were selling something that costs a few thousand dollars and up.

But if you’re selling something that costs $25 per month, that could be a good option. Assuming the list is good and your copy is great.

On the other extreme, you have an outbound campaign where you send emails, make phone calls, message on social, send things in the email, buy gifts, etc.

And that’s great if you have a large deal size.

So the question isn’t about whether or not you should do outbound.

It’s really about how it can complement your current inbound strategy. And how much cost and effort you should put into your outbound efforts.

I’m digging into this topic on a webinar with Liston Witherill this Friday at ClientCon.

Register here.


Join the conversation on LinkedIn here.


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
  • Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.