Operationalizing Outbound Part 1: Capacity Planning

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1. Consider how often you want to iterate. “You might spend time building these lists out once or twice a year, reshuffling them and making sure they’re current. Or, you might want to iterate faster and plan for a shorter time period, depending on how sure you are of your Ideal Customer Profile and Buyer Personas.” Identify the Personas in Each Account to Target

   In Account list refresh

2. How many contacts do we want to target per account? “How many activities/contact is enough before giving up?” Capacity planning for outbound differs from the capacity planning we’ve discussed before in that our goal is to figure out how big our target list should be.

   In Outbound activity targets

3. How many hours each day do they have to prospect? “How many contacts do we want to target per account?” How many activities/contact is enough before giving up?

   In Prospect list coverage

4. This is why capacity planning is such a crucial first step in building an efficient outbound process. “They have less time than SDRs to prospect but it’s a critical activity, especially in this market, nonetheless.” And Then What?

   In SDR and AE operating model

5. How many contacts do we want to target per account? “How many activities/contact is enough before giving up?” Capacity planning for outbound differs from the capacity planning we’ve discussed before in that our goal is to figure out how big our target list should be.

   In Total touch count