The Winning Outbound Mindset

From Uncertainty to Unstoppable: Master the 'When' Mindset to Drive Pipeline Growth

If there's one thing I’ve learned in my Outbound career, it’s that mindset and attitude are crucial in driving success. As Outbound professionals, we’re responsible for building and growing pipeline and earning our potential buyers time and attention.

Today, I want to share some key lessons I’ve accumulated, specifically around a phrase that kept me grounded throughout my career, regardless of the highs and lows.

It's not a matter of IF our buyers will do business with us.
It’s a matter of WHEN they will do business with us.

This simple but powerful mindset shift can transform the way you approach your Outbound.

So let’s dive in!

5 Key Lessons You'll Learn in This Post

1. Understanding the Power of a Positive Mindset

When I say that it’s not "if" but "when," I’m speaking to the core of having a positive mindset grounded in evidence and data from the business impact we’ve delivered to our customers. This mindset not only impacts our Outbound approach but also the energy we bring into our interactions. Optimism breeds confidence, and confidence is contagious. When we maintain a positive outlook on eventual success, it keeps our actions aligned with our goals.

It keeps us consistent, effective, and driven.

2. Getting the Fundamentals Right

Let’s talk fundamentals. Understanding our customers' pains and priorities (how they think and emote them) forms the bedrock of effective sales and marketing. You can't help a potential buyer if you don’t know what they need. Once you’ve nailed down these fundamentals, you’re not just shooting in the dark but making informed, strategic moves that lead to building trust and eventual sales.

As Michael Jordan said, “You can practice shooting eight hours a day, but if your technique is wrong, then all you become is very good at shooting the wrong way. Get the fundamentals down and the level of everything you do will rise.”

3. Patience and Persistence are Key

One essential takeaway when starting Outbound is that you will not see immediate results. In fact, you may not see the fruits of your labor for 30, 60, or even 120 days, and sometimes longer. This is where patience and persistence come into play. Understanding that success isn’t instantaneous and having the persistence to maintain your efforts despite setbacks is key.

Remember, Outbound is a marathon, not a sprint.

4. Handling the Unknown

In our line of work or Outbounding, many factors are beyond our control. Timing and buyer initiatives can be unpredictable. However, by concentrating on what we can control—our preparation, our understanding, and our approach—we significantly increase our chances of success.

Remember, Outbound is about earning attention and time.

5. Building Confidence through Your Business Impact

Success comes from belief in the business impact (aka value) you provide based on evidence and data from existing customers’ experience of your solution.

When you have unshakeable confidence in how your business can make a difference, it’s easier to articulate that impact to potential buyers.

Confidence isn’t just reassuring to you; it’s reassuring to your buyers as well.

*A fun fact:

This motto:

It's not a matter of if, it's a matter of when.

Was my go-to motto when leading both Outbound sales and marketing teams. I use it to this day with my advisory clients.

It is a powerful and simple reminder that with a strong foundation, doing the right work, demonstrating business impact…Persistence pays off.

So, there you have it, folks! The key to excelling in Outbound beyond having a strong foundation lies in our mindset. By focusing on a positive outlook rooted in data and evidence, understanding buyers’ needs, being patient yet persistent, handling uncertainty gracefully, and believing in your business impact,

Success becomes a matter of when and not if.

Call to Action

Ready to put these principles into action?

Send me a DM or join me at an upcoming workshop.

Remember, Outbound is not just about scheduling sales discovery calls, but also building relationships and trust that last. Let’s revolutionize our Outbound approach and watch our pipelines grow.

Happy outbounding, everyone!