3 differences between outbound sales playbooks and inbound sales playbooks

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Knowing the differences between an outbound sales playbook and an inbound sales playbook allows you to optimize two processes that, by nature, are very different.

For B2B businesses, it is particularly important to know these differences and define each one well, since a joint outbound and inbound sales strategy can be key.

Let's review what a sales playbook is, what inbound and outbound sales are, and how we can differentiate between the two playbooks.

What is a sales playbook?
The sales playbook is a guide that outlines the steps SDRs must rcs data greece to arrange interviews and close deals. This tool is key in the B2B industry, where assertive, close and human communication is necessary to convince a decision maker.

What are inbound and outbound sales?
To fully understand the differences between both types of playbooks, we must first look at the definition of inbound and outbound sales.

The inbound sales strategy is derived from inbound marketing , and aims to sell products or services to leads who already know our brand and have shown a certain level of interest. It is common to use mainly digital channels, which help automate the prospecting process, often on a massive scale.
Outbound sales strategy focuses on attracting potential customers who have no context about our company. This strategy often seeks faster and more direct prospecting compared to inbound, and also focuses more on generating long-term relationships with the client.
3 main differences between an inbound and an outbound playbook
The definitions above already give us a good idea about the main differences between the proposition playbooks in each case. All in all, let's review the 3 main distinctions that should be known in order to develop more appropriate guides for our sales teams .

1. Attraction vs Prospecting
Inbound : The first stage in an inbound sales playbook is to look for ways to attract customers to the company. Here, it is key to work hand in hand with the marketing team, in a process known as brand recognition (through engagement ). The key is to help yourself with valuable content, usually tips and advice related to the customer's pain points.
Outbound : The outbound playbook should indicate the guidelines for SDRs to begin prospecting: by generating a database. The tools to be used should be clear, as well as the channels and criteria for searching for B2B clients.
2. Construction vs. Grading
Inbound : In the second stage of the playbook, inbound sales should focus on building a relationship of trust with prospects. To do this, traffic should be generated to blogs or brand profiles, and prospects should be encouraged to start a conversation, so they know they are not talking to bots, but to people.
Outbound : The second stage of the outbound playbook should make clear the steps to qualify the leads generated in the database. This stage requires patience and analysis. You must begin to understand the prospect's pain points and determine if they meet a series of criteria. This is key to avoid wasting time and resources on poorly qualified prospects .