Everyone makes this mistake when starting outbound.

Don't do this.

They build a successful inbound sales process. 

Then they try the same process with outbound leads.

It doesn't work that way.

1. Outbound discovery is different 
2. Outbound value creation is different
3. Outbound timing is different

Outbound everything is different than inbound...

This doesn't mean you need separate salespeople for each (although that can work great). But it does mean you need to build, train, and rehearse a very different process.

The easiest way to kill an outbound motion is to rubber-stamp your inbound sales scripts and process to it. 

Think about the psychology of the prospect.

It's entirely different.

It's easy to think you can "wing it" but it doesn't take long into an outbound demo to realize just about every discovery question needs to be different.

You can't ask why they took the call with you, because you convinced them to.

You can't expect deals to close on the same timeline, etc.

Literally everything is different. Be prepared to do a lot of testing and learning all over again.

Happy Selling,