New Book Provides Timely Insights and
Practical Tools for Effective Outbound Pipeline Generation for
Growth-Focused Businesses
SAN
FRANCISCO, June 25, 2024 /PRNewswire/ -- Apollo.io, a
leading go-to-market (GTM) solution for sales and marketing teams,
has released its first Amazon Kindle book, "Outbound Sales: A
multi-channel approach to growing your business by building
relationships." As a cornerstone of Apollo Academy, the
company's learning hub for world-class sales and GTM education,
this in-depth guide delivers unparalleled insights as well as
dozens of templates, anecdotes, and actionable frameworks for
building a robust pipeline — all designed to aid various sales
roles from novices to seasoned leaders. The book highlights the
importance of adapting to modern outbound processes and emphasizes
the 'Full Cycle Selling' approach to help businesses grow
sustainably and profitably.
![Master the art of Full Cycle Selling with Apollo.io's new book "Outbound Sales" Master the art of Full Cycle Selling with Apollo.io's new book "Outbound Sales"](https://mma.prnewswire.com/media/2447107/Apollo_Outbound_Sales_Cover.jpg)
"In the process of writing this book, we found that the
traditional outbound sales model is fundamentally broken, and those
who fail to adapt are being left behind," said Josh Garrison, Apollo's VP of Content Marketing
and Product Education. "For most companies, single-channel selling
doesn't work anymore. Unchecked automation will ruin your
relationships and deliverability, hampering efforts to grow down
the line. Misaligned incentive models create chaos instead of
producing results. In short, the industry must evolve. We wrote
this book to help readers migrate to the 'Full Cycle Selling'
approach and lay out best practices for an outbound process that
works today."
Drawing on survey findings from over 250 global sales leaders
and sales pros, proprietary data from millions of active
Apollo users, and extensive industry interviews with 50+
veteran sales leaders, enterprise VPs, and multi-million dollar
business founders, Outbound Sales offers a data-backed
blueprint for modern sales strategies.
Here's a sample of what the data reveals about the state of
outbound today and the tactical shifts sales professionals need to
consider:
- Low Conversion Rates: With 71 percent of surveyed
sales professionals converting less than 10 percent of their leads
to paying customers, there is room for significant improvement in
lead qualification processes.
- Time Consumed in Admin Tasks: 41 percent of surveyed
sales professionals spend 1-3 hours daily on admin work, time that
could be dedicated to core sales activities.
- Multiple Touchpoints Required: 40 percent of
respondents say it takes at least six touchpoints to secure a
qualified meeting, reflecting the complexity of reaching and
engaging today's buyers who often require multiple interactions
before they engage.
- Concerns About Email Deliverability: With mailbox
providers tightening their spam filters, 60 percent of respondents
are concerned about email deliverability. This indicates a need for
optimized and compliant email strategies for effective
deliverability rates.
- Effective Use of LinkedIn: Survey data shows that 58
percent of respondents using LinkedIn as an outbound channel are
converting their prospects in five touch points or less. This
points to the effectiveness of LinkedIn for personal branding,
targeted networking, and direct outreach in sales strategies.
- Automation in Pipeline Processes: 89 percent of surveyed
sales professionals have automated parts of their pipeline
generation, reflecting widespread adoption of artificial
intelligence (AI) technology to streamline lead generation and
management processes.
The book delves deeper into these issues, proposing actionable
strategies and expert-backed methods that have contributed to
tripled meeting rates and driven multi-million-dollar valuations,
equipping readers with the tools necessary to enhance their sales
performance amidst evolving market conditions.
Experts featured in Outbound Sales:
- "I met with 20 of the greatest GTM minds on the planet.
CROs, VPs of Sales, CMOs, CCOs, trainers, talking heads and 90
percent agreed that the SDR role is basically dead. Why? 1) It's
been used incorrectly 2) The economics are off in most cases 3)
It's a vestige of the ZIRP/Grow-at-all-costs era 4) They aren't
staying with their employer 5) Results are tanking." — Mark Kosoglow, Former CRO at Catalyst
Software
- "A couple of years ago you could get away with lazy pipeline
generation. That just doesn't fly anymore. The core tactical work
of personalization — high-quality, human interactions, deep
sequences that run long, carry across multiple channels, and
reflect a deep level of engagement and research – used to be what
the high-performers did. But today, that's the bar." — Stevie
Case, CRO at Vanta
- "AI-generated copy is so hot. Everyone wants to use it to
create messaging, but nobody wants to consume AI content. AI is
only as good as the data you have. Use AI as a starting point and
then take the time to actually adjust it yourself." — Florin
Tatulea, Head of Sales Development at Common Room
Outbound Sales is available to read for free at
bit.ly/outbound-sales-book. A press kit with
high-resolution images featured in the book is available here. To
sign up for free, visit www.apollo.io.
About Apollo.io
Apollo.io is the leading go-to-market
solution for revenue teams, trusted by over 500,000 companies and
millions of users globally, from rapidly growing startups to some
of the world's largest enterprises. The company is one of the
fastest growing companies in SaaS, raising approximately
$250 million to date and valued at
$1.6 billion. Apollo.io provides
sales and marketing teams with easy access to verified contact data
for over 275 million B2B contacts, along with tools to engage and
convert these contacts in one unified platform. By helping revenue
professionals find the most accurate contact information and
automating the outreach process, Apollo.io turns prospects into
customers.
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SOURCE Apollo.io