Reply classification and handoff

Outbound sales

The value of outbound is realized in the minute after someone says yes.

Outbound sales is usually described by activity: dials, emails, touches per day. That describes effort. The output that matters is a conversation with a person who fits the profile and wants to talk, placed in front of a salesperson while the thread is still open.

In outbound engineering that output is produced by a system. The base is scored against a written profile. Messages go out from warmed mailboxes to addresses with evidence. Replies are read by an agent and sorted: interested, not now, wrong person, has a question. For an interested reply the agent can send information or a booking link, and at the same moment your team gets the lead in Slack, in the CRM and on a shared calendar, within 60 seconds.

Your team does the one thing a person is for: the call. Everything before it is measured, and the board shows how long each lead waited.

What the system does not claim until it is measured is conversion to signed contracts, because that step belongs to the sales team. Deliveries, replies and their classification are shown with sources; the rest is shown as not yet measured.

Questions

Do you make the calls?

No. Your team calls, because they know the product and they close. The system's job is to put the right person in front of them at the right moment with the context to call.

How is a lead handed over?

In Slack on their phones, in the CRM and on the shared calendar at the same time, with the company, the person, the profile fit, the message they answered and what they said.

Terms and pages this builds on

Sales handoff Reply classification Shared board How the seven stages run What outbound engineering is

This page is part of outbound engineering, the practice of running B2B outbound as a measured system.

Bring your ideal customer profile. Leave with a plan for the first eight weeks.

Three screens, then thirty minutes with the person who builds the system. If outbound is not worth running for you, you hear that too.

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