Outbound 1.0 (90s-2000s)


  • Mass email blasts (à la the Predictable Revenue referral cold email) are all the rage
  • Email and phone are not used together in a multi-channel approach
  • Pre-call research isn’t needed to book a meeting

Outbound 2.0 (late 2000s to ~2016)


  • Mass email blasts stop working
  • Multi-channel email, phone, and social sequences become a requirement
  • Pre-call research is a must, tools like LinkedIn Sales Navigator make research less labor-intensive
  • Personalization doesn’t have to provide context (e.g. “saw you’re a Dodgers fan!”)

Outbound 3.0 (2017 to present)


  • Contact rates decrease significantly because everyone is starting to use sales engagement tools to automate terrible emails, LinkedIn messages, and texts
  • Multi-channel prospecting is here to stay (video is added to the mix)
  • Personalization is no longer enough, prospects need context
  • NEW: Thought leadership becomes the new norm…sales teams start taking a blended outbound/inbound approach and encourage reps to build thought leadership through LinkedIn content, turning cold outreach into warm outreach

How are you taking advantage of the Outbound 3.0 era?

Join the conversation on LinkedIn here.


PS – Whenever you’re ready, here are three ways we help sales teams grow their outbound sales:

  1. Connect on LinkedIn. I post daily about prospecting, sales, and how to be an outbound badass.
  2. Reply Method Guide. Our messaging framework for increasing response rates, setting more meetings, and closing more deals.
  3. Work with us. Get help increasing your team’s outbound sales by 2-3x. Schedule an outbound strategy session to learn three key strategies for crushing your revenue targets this year and see if Outbound Accelerator is right for your team.