Glossary
Outbound prospecting
Contacting potential customers who have not approached you first, usually through email, LinkedIn or the phone, after deciding from research that they are likely to be a fit.
The defining constraint of outbound is that attention is borrowed rather than given. An inbound lead chose to arrive; an outbound prospect is being interrupted, which sets a much higher bar for relevance.
Most of the cost of outbound is invisible because it is salaried rather than invoiced. Research, list triage, writing and chasing are typically more than half the working hours involved and appear on no bill.
More terms
- Buying signalAn observable event suggesting a company may be in the market now: a funding round, a job posting, a leadership hire, a new office, a public project announcement, or a technology change..
- Lead enrichmentAdding missing detail to a prospect record - role, seniority, company size, industry, location, technology, contact details - so it can be scored and acted on rather than just stored..
- FirmographicsThe company-level attributes used to segment B2B markets: industry, headcount, revenue, location, ownership structure and growth stage.
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