Operationalizing Outbound Part 1: Capacity Planning

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1. 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

2. 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

3. Exec Summary “Outbound requires 3x more activities for a single opp vs. 5 years ago” This statistic reflects poor process and is completely unsustainable

   In Outbound capacity modeling

4. Outbound requires 3x more activities for a single opp vs. 5 years ago “This statistic reflects poor process and is completely unsustainable” Acquisition costs for “spray and pray” outbound are extremely high

   In Outbound capacity modeling

5. 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

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