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Sales momentum can often hit a plateau, leaving teams stuck in routines. However, implementing an Outbound Blitz can inject new energy and push your team to outperform.
Recently, we worked with a projects company in New Zealand, helping them run a powerful 48-hour Outbound Blitz that skyrocketed their productivity and filled their sales pipeline with fresh deals.
What is an Outbound Blitz?
An Outbound Blitz is a focused sprint of intense sales activity over a short period, designed to create massive pipeline momentum and maximize engagement with prospects. In our recent blitz with a New Zealand project-based company, the results were astonishing:
Lumpy Mail Campaign: Initially, the team set a goal of sending 40 pieces of personalized "lumpy mail" (tangible marketing materials). They blew past this goal, sending over 140 pieces! Personalized items like these are a great way to engage high-value prospects, making them feel special and noticed.
Proactive Phone Calls: While the team aimed to make 280 outbound calls, they ended up surpassing 320, showing how momentum builds as the blitz progresses. This kind of high-touch outreach is crucial in keeping conversations active and top of mind for clients.
Value-Added Assets: They set a goal of delivering 100 personalized value-added materials such as ROI calculators, renders/mockups, and decision-support tools. These custom assets, which provide immediate value to potential clients, not only build trust but also move the conversation toward closing faster. The team ultimately delivered 140 value-adds, demonstrating how effective a blitz can be at generating meaningful engagement.
Personalized Video Outreach: None of the team members had sent personalized videos before, but during the blitz, they created over 40 personalized video messages. Video is one of the most impactful ways to break through digital clutter and connect with decision-makers on a personal level.
Team Sales Approach: One of the key components of a successful Outbound Blitz is integrating multi-threaded sales approaches, which involves different team members working together on a deal. In this blitz, over 30 new deals were introduced to the pipeline by tapping into collective efforts from various team members.
Why Outbound Blitz Works for Project-Based Sales Teams
Running an Outbound Blitz can be especially powerful for businesses dealing with long sales cycles or project-based deals. These types of businesses typically need to build relationships with multiple stakeholders, manage complex decision-making processes, and stay in touch over long periods.
However, a blitz creates a burst of activity that forces your team to engage with leads and prospects in a condensed timeframe, yielding results that might otherwise take months to achieve.
Creates Urgency: The limited time frame of a blitz injects urgency into your team's activities, helping them focus solely on generating pipeline movement.
Boosts Accountability: Setting clear targets for calls, emails, lumpy mail, and follow-ups ensures accountability across the team. It's not just about doing the work, but hitting tangible metrics that drive sales.
Increases Visibility: The concentrated focus of a blitz ensures that deals that may have been languishing get fresh attention. By actively re-engaging with cold leads and following up on proposals, a blitz can reignite conversations that may have stalled.
Involves the Whole Team: Sales isn't a one-person game, especially in project-based environments. The team sales approach adopted during the blitz allowed each member to contribute, multi-thread deals, and collectively move deals forward faster.
Drives Pipeline Momentum: By generating multiple touchpoints—whether through phone calls, emails, or personalized videos—you build momentum in your pipeline that extends far beyond the blitz period.
Implementing Your Own Outbound Blitz
If you're ready to inject some serious energy into your sales process, here’s how you can set up an Outbound Blitz for your own team:
Set Clear Goals: Define specific, measurable goals for your team. These could be the number of outbound calls, personalized videos, or the amount of lumpy mail you want to send.
Create Value-Added Assets: Develop decision-support tools, personalized videos, and other resources to engage your prospects in a meaningful way. Think of things that will genuinely help them in their decision-making process.
Allocate Time: A blitz works because it’s a focused effort. Choose a 24-48 hour period where your team will focus exclusively on outbound activity.
Use Multi-Threading: Make sure your team members are working together on deals. Multi-threaded sales approaches bring new voices into the conversation and help push deals along faster.
Track Performance: Throughout the blitz, track key performance indicators (KPIs) such as calls made, deals touched, and new pipeline opportunities generated.
Keep the Momentum Going: Once the blitz is over, the momentum doesn’t stop. Use the deals and conversations initiated during the blitz as a springboard for further engagement.
Real Results: 30 New Deals in 48 Hours
The blitz we recently ran with the New Zealand company resulted in the introduction of 30 new deals into their pipeline—all within just 48 hours. By pushing beyond their original goals for calls, videos, and value-added assets, the team was able to generate significant momentum, creating fresh sales opportunities and reigniting stalled deals.
If you want to achieve the same results for your business, we're here to help. Whether you're looking to implement a blitz, develop better sales strategies, or refine your outbound activity, we can guide you every step of the way.
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