Tesco
Outbounding
Book

Outbounding

Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads

William (Skip) Miller
HarperCollins Leadership, 2020

Read or listen offline

  • 0.5×
  • 0.75×
  • 1×
  • 1.25×
  • 1.5×
  • 1.75×
1×

Editorial Rating

8

Qualities

  • Comprehensive
  • Applicable
  • Well Structured

Recommendation

Expert sales trainer William (Skip) Miller teaches B2B salespeople how to line up sales. First, Miller recommends, you need a thoughtful, well-developed outbounding strategy. Make sure your communications focus on your prospects – who they are, what they care about and what they need – and not on you, your offerings or your solutions. Miller explains how to plan and structure your messaging – emails, phone calls, sales conversations and social media content – to secure prospects’ attention and make them curious about your wares. B2B salespeople will welcome Miller’s results-oriented prospecting advice. 

Take-Aways

  • Marketing for inbound sales no longer garners the results it once did. Outbounding – reaching out to prospects – suits today’s world.
  • Effective B2B salespeople explain the importance of needed change to clients and then show how they can satisfy that need.
  • B2B salespeople must understand their customers’ perspectives.

About the Author

William (Skip) Miller is founder and president of M3 Learning, a sales and sales management training company in Silicon Valley. Outbounding is his seventh book.

Comment on this summary or Start Discussion

  • Avatar
    Sign in to share your opinion
  • Avatar
    R. T. 4 years ago
    A nice read.

    According to this book, over the last 20 years we've gone full circle from emphasizing inbound over outbound, and then back to outbound again! I'm definitely not qualified to know whether this is true or not, but I'll take it as the author argues.

    And while essentially there’s nothing new in what he's saying it’s a worthwhile summary of outbound B2B sales nevertheless.