Who is Responsible for Outbound Prospecting?

Devon-McDonald by


This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.

There are 3 primary roles in an outbound prospecting practice (this practice kit contains several attachments that help each of the people involved with the roles initiate the practice):

  1. The CEO and executive team, who set the priority and goals for the effort, allocate the proper resources, and communicate the importance of the effort to the people involved.
  2. The outbound prospecting manager, who develops the plan, ensures that the CEO and executive team approve and support the effort, and works with the business development representatives (the prospectors) to execute the plan and meet the goals. In addition, the manager needs to work with representatives from marketing, sales, and product management to help identify the opportunities for improvement and to make the necessary adjustments on a daily, weekly, monthly, and quarterly basis.
  3. The business development representatives, who help execute the plan, meet individual targets/goals, and give feedback to marketing for better content to support their efforts.

Next week I’ll be discussing the importance of metrics, setting goals, and reviewing progress.