OUTBOUND SALES

CHEATSHEET

Behavioral Traits
Behavioral Traits
Look at their
Look at
buying their
behavior,
Psychographics buying behavior,
product usage, and Technographics
product usage, and
preferred Identify the
Understand their
preferred
communication technology stack
goals, challenges,
communication
channels. they currently use
pain points, and
channels. and might need.
aspirations.

Use Case
Firmographics Identification
For B2B, consider Clearly define the
company size, situations where
revenue, sector,
and growth
IDEAL your product or
service becomes
stage. CUSTOMER a necessity for
them.
PROFILE (ICP)
Demographics TEMPLATE Buyer Intent
Guidlines Signals
Identify age,
location, job title, Indicators of a
and industry of your potential customer's
target decision- readiness to make a
maker. purchase.

HIGH-CONVERSION COLD EMAIL TEMPLATE LinkedIn Sales Navigator - to filter and find leads
that match your ICP using specific criteria.

HIGHLIGHT PAIN Use Industry-specific forums and online

PERSONALIZE INTRO POINT
communities - to identify prospects
Start with a specific Briefly introduce a
LEAD SOURCING STRATEGIES

compliment or common industry actively seeking solutions.

reference to their pain point, then pivot
work, followed by to how your product
how your solution uniquely addresses
Attend or sponsor targeted industry events
could add value. this issue. (both virtual and physical) - for direct access to
potential leads.

Utilize lead databases and tools like

SOFT ASK Promoteleads
ZoomInfo or Leadfeeder - to uncover
VALUE PROPOSITION
sharing
based on specific triggers or engagements.
Lead with a strong, Close with a low-
clear statement of pressure CTA, like
value, backed by a asking for feedback or
succinct case study a short call to discuss Account-based marketing (ABM) strategies - to
or testimonial. their challenges.
tailor messaging and outreach to high-value targets.

Business processes should

ATORS TO TRACK AND have purposeful goals.
DIC OP EFFECTIVE COLD CALLING STRATEGIES
IN TI
The Opener
CE

MI

Open Rate
AN

ZE E

Hi [Name], this is [Your Name] from [Company

S: KEY PERFORM

MAIL

Name]. I've noticed [something about their

company or role]. Could I have your time to
Click-Through Rate (CTR)
OUTREACH

discuss [specific challenge]?

Handling Objections
Conversion Rate "That's a common concern. What we've found is
RIC

[brief solution explanation]. May I share how

ET

we've helped similar companies?"

M

Bounce Rate
NG

ACKI
AIL TR The Closer
EM
"Would it make sense to explore this in a bit
more detail during a quick call next week?"

Optimize Your Profile Share Valuable Content

01 02
Make sure your LinkedIn profile Post articles, insights, and
SOCIAL SELLING TACTICS

speaks directly to your ICP, industry news that your ICP will
highlighting how you solve their find useful and engaging.
problems.

Engage Thoughtfully Direct Outreach

Comment on prospects' posts,
03 04
After warming up prospects with
join relevant groups, and engagement, reach out with DMs
participate in discussions to that reference your interactions or
build visibility and credibility. shared interests.

@samdarwin
 Segmentation Curiosity + Benefit: "[Something they don't know]
Use CRM data to segment your
+ How It Can [Benefit/Improve their situation]"
audience by industry, role, or

SUBJECT LINE FORMULAS

stage in the sales cycle for
tailored messaging. Personalization + Urgency: "Hey [Name], Missing
Out on [Specific Benefit]?"
LEAD SOURCING STRATEGIES

AI and Machine
Learning Question + Relevance: "Struggling with
Utilize AI tools to analyze [Pain Point]?"
prospect behavior and predict the
most relevant content for each
individual.
Numbers + Outcome: "Increase [Desired
Dynamic Content Outcome] by X% in [Timeframe]"
Implement tools that allow for
dynamic insertion of content such
as the prospect's name,
company, or recent activity.

Timing
Trigger-Based 1-2 days after the initial
contact, then extend
Outreach the interval between
follow-ups gradually.

Set up automated campaigns

triggered by specific actions, like Persistence and
Patience
visiting your website or engaging EFFECTIVE Plan for a sequence of 5-7
with a previous email. FOLLOW-UP touches, varying the medium

STRATEGIES (email, call, LinkedIn message)

to maintain engagement

CRM SOFTWARE
without overwhelming.

ING
R US Content
FO C
Variety
us
ES

Alternate between

ta to different types of content

CTIC

Da iene m
iza
– educational resources,

g product updates, case

Hy
BEST PRA

tio studies, and personal

n check-ins.

Solve a Specific
In s Problem
te
gr ly tic
a
at
io An and ing "Schedule a 15-
n rt
e po minute call to explore
R
how we can"

01
LEAD SOURCING STRATEGIES

What are the biggest challenges you're

facing in [area relevant to your product]?
02
QUALIFICATION QUESTIONS

Can you walk me through your current

process for dealing with [problem]?
Desired Outcome
What are the key goals you're aiming "Download our
to achieve in the next quarter/year? guide to [achieving
specific benefit]
How are decisions made regarding today and start
[product/service area] in your
organization?
Offer a Benefit
What's your timeline for implementing
Join our webinar to
a solution? discover the
secrets to [benefit].
Reserve your spot
now.
Day 8

Send a follow-up
email with a 03
valuable piece of Day 12
Day 5
content (e.g., case
Make the first study, article)
cold call attempt. related to their Second cold call
Leave a voicemail if industry challenges. attempt. Mention
there's no answer, the email and
referencing your content shared
email and LinkedIn previously.
message.
Day 15
Day 3

Engage on LinkedIn
Follow up with a SALES CADENCE by commenting on a
LinkedIn connection
request and a brief
EXAMPLES post or sharing
message highlighting relevant content
a mutual interest or with them.
Day 20
connection. Day 1
Send a final
Send follow-up email
personalized cold reiterating your
email introducing value proposition
your solution. and asking for a
meeting.

@samdarwin
 OBJECTION HANDLING FRAMEWORKS

01 Acknowledge and Probe

"I understand where you're coming from. 02 Flip the Objection
"That's actually why many of our clients
Can you tell me a bit more about why you
choose us. They found that [solution to the
feel that way?"
objection]."

03 Clarify and Rebuttal

"It seems like there might be a 04 Provide Evidence
misunderstanding about [issue]. In fact, Use data, case studies, or testimonials that
[offer clear explanation]." directly address the objection.

CLOSING TECHNIQUES
SITIONUE
PO
The Assumptive Close
VALUE PRO

For [target customer] who [statement

Proceed as if the prospect has of the need or opportunity], [product
already decided to purchase,
name] is a [product category] that
subtly suggesting the next
steps for implementation. [statement of benefit].

Unlike [primary competitive alternative],

The Summary Close [product name] [statement of primary
Summarize all the benefits and differentiation].
value your solution provides,
tailoring it to the prospect's
expressed needs before asking
for the decision. "Based on what we've
BEST CLOSING PHRASES

.
discussed, it seems like
"What timeline are you
The Question Close [product/service] is a
looking at to get started
Ask a question that assumes good fit for your needs.
with [solution]?"
the sale, such as, "Would you Should we go ahead
prefer delivery this week or and get the paperwork
next?"
started?"

TIPS FOR NEGOTIATING DEALS AND CLOSING

Understand Anchor High

Build Rapport
Their Needs
Establishing a positive relationship Start negotiations with a higher ask
Use this knowledge to present your than what you expect to receive. This
solution as the answer to their can lead to more openness and
willingness to compromise. gives room to negotiate down while
specific problems. still achieving your target.

1 2 3 4 5

Concession Silence is
Strategy Golden
Plan your concessions in advance. After making an offer or
Know what you can offer and what concession, stay silent and
you need in return. let the other party respond.

BEST TOOLS

Lead Email Communi- Proposal and

CRM Generation Productivity cation
Tracking
HubSpot Sales
Yesware
Contract
Salesforce LinkedIn Sales Asana
Slack
Mailtrack
HubSpot Sales Zoom Management
HubSpot CRM Navigator Microsoft Teams
Trello Yesware PandaDoc
Zoho CRM Leadfeeder Slack
Mailtrack DocuSign
ZoomInfo

REGULATORY COMPLIANCE TIPS GENERAL TIPS

GDPR
Requires consent for data processing and
Consent and Transparency:
grants individuals rights over their data. Ensure
Always obtain consent before
(EUROPE) opt-in processes are clear and documentation is
maintained.
adding someone to your mailing
list and be transparent about how

CAN-SPAM
you will use their data.
Requires a clear way for recipients to opt-out of
emails and mandates truthful subject lines and
(USA) sender information. Consent and Transparency:
Always obtain consent before

CASL Requires explicit or implied consent for sending adding someone to your mailing
commercial electronic messages and a clear list and be transparent about how

(CANADA) opt-out mechanism. you will use their data.

Follow for more

Samuel Darwin
@samdarwin