Inside sales reps working for business-to-consumer (B2C) companies usually sell lower ticket items and sales are often more transnational. That’s why it’s so vital for B2B sales reps to log activities in CRM tools like Salesforce, so that every member of a sales team can know a lead’s status in real time. B2B reps will customarily call leads that either they or another rep have dialed before. Following up with prospects is a key role for B2B outbound sales reps. In B2B sales, sales cycles are often longer and closing a deal often involves multiple touches. In business-to-business (B2B) sales, reps sell to members of prospective companies.

B2C Outbound Sales Outbound Sales for B2B Companies Even though they are tasked with following up with inbound leads, much of what lead response reps do is actually making outbound sales calls. Like sales development reps, they are in charge of creating opportunities for account executives. Lead response reps often make outbound calls to leads that have demonstrated demand by filling out a form, attending a webinar, reading a blog or downloading a video. By only selling to qualified sales leads, account executives can maximize the amount of revenue they close per quarter. This saves top closers the trouble of having to prospect for their own leads.

Rather than closing deals, sales development reps are tasked with creating opportunities for account executives (also called closers or salespeople). While they sometimes cold call these leads, they often reach out via email or social media first in order to make a connection. They are frequently given a list of leads to call. Sales development reps are reps that are tasked with outbound prospecting. Types of Outbound Sales Reps Sales Development Reps Outbound sales sometimes involves cold calling leads on a list, though often reps call leads that have previously demonstrated demand by engaging with a brand’s content, filling out a form, emailing a business, or making a previous call to a business. This is opposed to inbound sales, where the potential buyer begins the conversation. Outbound sales are where a seller, which is typically a sales rep, initiates engagement with a potential buyer. The definition of outbound sales refers to the process through which sales reps make outbound sales calls or utilize other sales channels to reach prospects.

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