The Audible-Ready Sales Podcast Mastering Outbound with Jason Bay
Oct 18, 2022
Jason Bay, founder and CEO of Outbound Squad who trains reps to build pipeline and craft messaging. He explains why novelty in outbound has faded and why teams must return to basics. He breaks outbound into volume versus quality and shows how to segment targets for fit. He outlines how small teams should experiment, hire specifically for outbound, and use multi-channel persistence to get traction.
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Novelty Weariness Means Return To Fundamentals
- Outbound novelty has worn off so gimmicks no longer reliably interrupt prospects.
- Personalization tactics like videos or LinkedIn audio are common now, so focus returns to researching buyers and fundamentals.
Prioritize Quality Over Pure Volume
- Treat outbound as an equation: meetings = volume + quality and invest in the quality side.
- Improve message, fit, and delivery (copy, persona targeting, and phone/soft skills) rather than only ramping activity.
Segment Targets Into Winable Pockets
- Segment your target market into pockets by industry, persona, and trigger events instead of treating everyone the same.
- Speak to similar groups at scale (e.g., contact centers hiring now) to craft repeatable, high-conversion outreach.