{"id":14906,"date":"2025-02-06T09:00:35","date_gmt":"2025-02-06T08:00:35","guid":{"rendered":"https:\/\/www.hellomrlead.com\/estrategias-de-prospeccion-para-ventas-outbound-b2b\/"},"modified":"2025-11-26T04:36:21","modified_gmt":"2025-11-26T03:36:21","slug":"prospecting-for-outbound-sales-in-b2b","status":"publish","type":"post","link":"https:\/\/www.hellomrlead.com\/en\/prospecting-for-outbound-sales-in-b2b\/","title":{"rendered":"Prospecting for outbound sales in B2B"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"14906\" class=\"elementor elementor-14906 elementor-14891\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2eec0c9 e-flex e-con-boxed e-con e-parent\" data-id=\"2eec0c9\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-01c7482 elementor-widget elementor-widget-text-editor\" data-id=\"01c7482\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Decision makers in B2B companies receive hundreds of emails and sales calls every week, so <\/span><a href=\"https:\/\/www.hellomrlead.com\/en\/outbound-prospecting-tactics-for-sdrs\/\"><b>prospecting for outbound sales<\/b><\/a><span style=\"font-weight: 400;\"> faces the challenge of <\/span><b>capturing the attention of the right prospect at the right time and with the right message<\/b><span style=\"font-weight: 400;\">. It&#8217;s not a matter of contacting more leads, but of doing so with intelligence, personalization, and strategy.<\/span><\/p><p><span style=\"font-weight: 400;\">Traditional tactics, such as cold calling without context or mass mailings, have lost effectiveness in a market where customers value relevant and informed interactions. That&#8217;s why <\/span><b>outbound prospecting has evolved: it relies on a data-driven approach, advanced technology tools, and consultative selling techniques<\/b><span style=\"font-weight: 400;\"> to generate valuable conversations with prospects.<\/span><\/p><p><span style=\"font-weight: 400;\">This article discusses optimizing <\/span><b>prospecting for outbound sales<\/b><span style=\"font-weight: 400;\">, from the most effective techniques to lead qualification and using tools that can make a difference. <\/span><b>Because in <\/b><a href=\"https:\/\/www.hellomrlead.com\/en\/elevate-your-business-with-an-outbound-marketing-strategy\/\"><b>outbound marketing<\/b><\/a><b>, it&#8217;s not the one who tries the hardest who wins, but the one who does it best.<\/b><\/p><p>\u00a0<\/p><h2><b>Effective prospecting techniques<\/b><\/h2><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Effective outbound sales prospecting requires well-defined strategies to contact the right prospects with relevant messages at the right time. This section explores the most effective techniques for optimizing outbound prospecting in B2B environments.<\/span><\/p><p>\u00a0<\/p><h3><b>1. Social Selling: connecting with prospects through LinkedIn<\/b><\/h3><p>\u00a0<\/p><p><a href=\"https:\/\/www.hellomrlead.com\/en\/how-to-do-social-selling-on-linkedin-for-b2b\/\"><span style=\"font-weight: 400;\">The <\/span><b>social selling<\/b><span style=\"font-weight: 400;\"> technique allows you to establish relationships with prospects through platforms such as LinkedIn<\/span><\/a><span style=\"font-weight: 400;\">. Unlike traditional methods, where customers are approached directly with an offer, social selling is based on building trust through valuable interactions.<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Optimize LinkedIn profile:<\/b><span style=\"font-weight: 400;\"> a well-structured professional profile builds trust and positions sales reps as experts in their industry.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Post relevant content:<\/b><span style=\"font-weight: 400;\"> sharing case studies, industry insights, and specialized articles helps attract the attention of prospects.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Interact before contacting:<\/b><span style=\"font-weight: 400;\"> commenting on posts and reacting to prospect updates builds familiarity before sending a direct message.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Personalize messages:<\/b><span style=\"font-weight: 400;\"> instead of sending generic connection requests, include specific references about the prospect or your company.<\/span><\/li><\/ul><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">a sales rep from an ERP software company identifies CFOs from mid-sized companies on LinkedIn who have commented on financial automation issues. So, instead of sending a direct sales message, he shares an article on accounting process optimization and sets up a conversation before scheduling a meeting.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>2. Cold Emailing: sending personalized emails<\/b><\/h3><p>\u00a0<\/p><p><a href=\"https:\/\/www.hellomrlead.com\/en\/increase-your-responses-with-these-15-cta-phrases-for-cold-emails\/\"><span style=\"font-weight: 400;\">Cold emailing remains an effective technique in outbound prospecting<\/span><\/a><span style=\"font-weight: 400;\">, but its success depends largely on the personalization and structure of the message. A generic mailing without context will be ignored, while a well-structured message can generate responses and leads.<\/span><\/p><p><b>Best practices for cold emailing:<\/b><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Attractive subject line:<\/b><span style=\"font-weight: 400;\"> it should capture the prospect&#8217;s attention without sounding like a promotional message.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Short and direct message:<\/b><span style=\"font-weight: 400;\"> a cold mailing should not exceed 100-150 words. The important thing is to get to the point with clarity.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Real personalization:<\/b><span style=\"font-weight: 400;\"> mention specifics about the prospect, such as their job title, their company, or a piece of content they have recently published.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Clear value proposition:<\/b><span style=\"font-weight: 400;\"> explain how the product or service can solve a specific problem for the prospect.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Accurate call to action (CTA):<\/b><span style=\"font-weight: 400;\"> avoid generic phrases such as &#8220;Do you have time for a meeting?&#8221;, and instead use specific questions such as &#8220;Can we schedule a 10-minute call on Wednesday to discuss how to optimize your sales process?&#8221;.<\/span><\/li><\/ul><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example of effective cold mail:<\/b><\/span><\/p><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><b><i>Subject:<\/i><\/b><i><span style=\"font-weight: 400;\"> Reducing contract closing time by 30%.<\/span><\/i><\/span><\/p><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><i><span style=\"font-weight: 400;\">Hi [Name],<\/span><\/i><\/span><\/p><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><i><span style=\"font-weight: 400;\">I&#8217;ve been following [Company]&#8217;s updates and saw that you recently mentioned the importance of improving efficiency in sales processes.<\/span><\/i><\/span><\/p><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><i><span style=\"font-weight: 400;\">At [Our Company], we help companies similar to yours reduce contract closing time by 30% using automation tools. I&#8217;d like to share some insights on how we can help you optimize this process.<\/span><\/i><\/span><\/p><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><i><span style=\"font-weight: 400;\">Can we coordinate a 10-minute call on Thursday or Friday to explore this?<\/span><\/i><\/span><\/p><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><i><span style=\"font-weight: 400;\">Greetings, [Your name]<\/span><\/i><\/span><\/p><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>3. Cold calling: how to turn them into valuable conversations.<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Cold calling continues as a powerful outbound prospecting strategy, as long as the focus is on the quality of the conversation rather than a stiff, irrelevant pitch.<\/span><\/p><p><b>How to improve cold calling effectiveness:<\/b><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Research before calling:<\/b><span style=\"font-weight: 400;\"> knowing details about the company and prospect allows you to personalize the conversation.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Structure the call:<\/b><span style=\"font-weight: 400;\"> start with a brief introduction, ask questions to understand the prospect&#8217;s needs, and close with a clear value proposition.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Listen more than you talk:<\/b><span style=\"font-weight: 400;\"> instead of presenting a sales monologue, ask questions that encourage dialogue.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Have a strategic close:<\/b><span style=\"font-weight: 400;\"> don&#8217;t push for an immediate sale, but look for the next logical step, such as a discovery meeting or sending relevant information.<\/span><\/li><\/ul><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td><p style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">An SDR from a cybersecurity company contacts a CIO of a fintech company. Instead of starting the call with a sales pitch, he asks, &#8220;Hi [name], I&#8217;ve seen that your company is growing and was wondering how you are handling security in your scalability processes. We&#8217;ve worked with other fintech companies to minimize cybersecurity risks, would it be relevant for you to explore how we can help?&#8221;<\/span><\/span><\/p><p style=\"text-align: center;\"><span style=\"font-weight: 400; color: #e74766;\">This approach generates a conversation rather than a negative reaction to a forced sale.<\/span><\/p><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>4. ABM applied to outbound prospecting<\/b><\/h3><p>\u00a0<\/p><p><a href=\"https:\/\/www.hellomrlead.com\/en\/abm-account-based-marketing-strategies-for-b2b-companies\/\"><b>Account-Based Marketing<\/b><\/a><span style=\"font-weight: 400;\"> is a strategy that focuses on highly qualified prospects, rather than mass campaigns. In outbound prospecting, this involves customizing outreach to key companies with targeted messages.<\/span><\/p><p><b>How to implement ABM in outbound:<\/b><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Identify high-value accounts:<\/b><span style=\"font-weight: 400;\"> companies that have high buying potential or are a perfect fit with the value proposition.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Create targeted content:<\/b><span style=\"font-weight: 400;\"> send materials that address specific prospect problems, such as case studies or industry reports.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Use multiple channels:<\/b><span style=\"font-weight: 400;\"> combine emails, calls, and LinkedIn to generate strategic touch points.<\/span><\/li><\/ul><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example<\/b><span style=\"font-weight: 400;\">: a SaaS company that sells process automation software selects 20 target companies within the financial sector. Instead of sending generic mailings, it develops an industry-specific case study and customizes its approach to each account.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>5. Events and networking as a prospecting strategy<\/b><\/h3><p>\u00a0<\/p><p><a href=\"https:\/\/www.hellomrlead.com\/en\/the-evolution-of-networking-in-the-digital-era\/\"><span style=\"font-weight: 400;\">Participating in <\/span><b>events, conferences, and webinars<\/b> <\/a><span style=\"font-weight: 400;\">is an effective tactic to connect with prospects and generate sales opportunities more naturally.<\/span><\/p><p><b>How to leverage events for outbound prospecting:<\/b><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Before the event:<\/b><span style=\"font-weight: 400;\"> identify key attendees and contact them in advance to coordinate meetings.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>During the event:<\/b><span style=\"font-weight: 400;\"> interact with prospects, ask questions, and generate interest in the solution.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>After the event:<\/b><span style=\"font-weight: 400;\"> follow up with personalized emails based on the conversations held.<\/span><\/li><\/ul><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">A sales executive from a technology company attends a conference on digital transformation. Before the event, he reviews the list of attendees and contacts IT managers from target companies to schedule meetings during the event.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><p>\u00a0<\/p><h2><b>How to qualify leads in outbound sales<\/b><\/h2><p>\u00a0<\/p><p><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone size-full wp-image-14895\" src=\"https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/como-cualificar-leads-en-ventas-outbound.jpg\" alt=\"C\u00f3mo cualificar leads en ventas outbound\" width=\"800\" height=\"457\" title=\"\" srcset=\"https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/como-cualificar-leads-en-ventas-outbound.jpg 800w, https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/como-cualificar-leads-en-ventas-outbound-300x171.jpg 300w, https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/como-cualificar-leads-en-ventas-outbound-768x439.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">One of the biggest challenges in <\/span><b>prospecting for outbound sales<\/b><span style=\"font-weight: 400;\"> is making sure that efforts are directed to the right prospects. Not all leads that are contacted have the same conversion potential, and focusing resources on poorly qualified opportunities can result in wasted time and money. <\/span><b>Lead qualification<\/b><span style=\"font-weight: 400;\"> allows you to filter and prioritize prospects with a higher probability of becoming customers, thus optimizing the sales process.<\/span><\/p><p><span style=\"font-weight: 400;\">Let&#8217;s take a look at <\/span><b>the most effective methods to qualify leads in outbound sales<\/b><span style=\"font-weight: 400;\">, the essential criteria to evaluate, and how to apply strategic frameworks to make data-driven decisions.<\/span><\/p><p>\u00a0<\/p><h3><b>1. The importance of qualification in outbound sales<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">In outbound sales, the proactive approach involves contacting leads who, in many cases, are not yet actively considering a purchase. For this reason, it is critical to filter and prioritize prospects before investing too much time in the sales process.<\/span><\/p><p><b>Benefits of effective qualification:<\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 <\/span><b>Increased conversion rate:<\/b><span style=\"font-weight: 400;\"> time wasted on prospects not aligned with the offer is avoided.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 <\/span><b>Optimization of salespeople&#8217;s time:<\/b><span style=\"font-weight: 400;\"> sales teams can focus on leads with higher potential.<\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 <\/span><b>Lower customer acquisition cost (CAC):<\/b><span style=\"font-weight: 400;\"> resources wasted on poorly qualified leads are reduced.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 <\/span><b>Better prospect experience:<\/b><span style=\"font-weight: 400;\"> only truly interested customers with a need for the product are contacted.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">A SaaS sales team that used to make 100 calls per day without filters starts applying a pre-qualification process with specific criteria. As a result, they reduced the number of calls to 60 per day but managed to increase their conversion rate by 35%.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>2. Methods and frameworks for lead qualification<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Several qualification models help determine if a prospect is suitable and ready to move forward in the sales pipeline.<\/span><\/p><p><b>BANT Framework: The classic for assessing viability<\/b><\/p><p><a href=\"https:\/\/www.hellomrlead.com\/en\/what-is-the-bant-framework-and-how-to-use-it-to-qualify-a-lead\/\"><span style=\"font-weight: 400;\">One of the most widely used lead qualification models is <\/span><b>BANT<\/b><\/a><span style=\"font-weight: 400;\">, developed by IBM, which evaluates four essential factors:<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Budget:<\/b><span style=\"font-weight: 400;\"> Does the prospect have the budget to invest in our solution?<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Authority:<\/b><span style=\"font-weight: 400;\"> Are we talking to the decision maker or someone with the power to influence?<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Need:<\/b><span style=\"font-weight: 400;\"> Is the customer facing a problem that our product or service can solve?<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Timing:<\/b><span style=\"font-weight: 400;\"> When are you planning to make a purchase decision?<\/span><\/li><\/ul><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example:<\/b><span style=\"font-weight: 400;\"> a sales rep from a marketing automation software company contacts a CMO of a mid-sized company. During the conversation, he identifies that the company requires a solution like yours (<\/span><b>Need<\/b><span style=\"font-weight: 400;\">), but does not yet have a budget allocated (<\/span><b>Budget<\/b><span style=\"font-weight: 400;\">) and the decision will be made by the CEO (<\/span><b>Authority<\/b><span style=\"font-weight: 400;\">) in six months (<\/span><b>Timing<\/b><span style=\"font-weight: 400;\">). With this information, the representative can establish an appropriate follow-up plan and prioritize prospects with better opportunities in the short term.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><p><b>CHAMP Framework: A more need-driven approach<\/b><\/p><p>\u00a0<\/p><p><a href=\"https:\/\/www.hellomrlead.com\/en\/champ-methodology-what-is-it-and-how-to-use-it-to-qualify-leads-in-b2b-sales\/\"><span style=\"font-weight: 400;\">The <\/span><b>CHAMP<\/b><span style=\"font-weight: 400;\"> (Challenges, Authority, Money, Prioritization)<\/span><\/a><span style=\"font-weight: 400;\"> model is an evolution of BANT that prioritizes customer requires over budget.<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Challenges:<\/b><span style=\"font-weight: 400;\"> What issue is the prospect facing, and how can we solve it?<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Authority:<\/b><span style=\"font-weight: 400;\"> Who makes the final decision?<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Money (Budget):<\/b><span style=\"font-weight: 400;\"> Does the prospect have resources for the solution?<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Prioritization:<\/b><span style=\"font-weight: 400;\"> How urgent is it for the customer to solve the problem?<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">This framework is useful in environments where the budget can be flexible if the solution is sufficiently valuable to the customer.<\/span><\/p><p>\u00a0<\/p><h3><b>3. Criteria to qualify leads in outbound<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">In addition to using frameworks, it is essential to define specific criteria for each company and sector. These criteria can be divided into:<\/span><\/p><p><b>Demographic and firmographic criteria:<\/b><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Industry and market niche.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Company size (number of employees, annual revenues)<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Geographic location<\/span><\/li><\/ul><p><b>Behavioral criteria:<\/b><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Interaction with previous emails or calls.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Content downloads or attendance at company events<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Use of similar tools or solutions<\/span><\/li><\/ul><p><b>Customer psychographic and pain criteria:<\/b><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Prospect challenges and pain points.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Level of interest in finding a solution<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Degree of urgency to solve the problem<\/span><\/li><\/ul><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><p><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">If a financial software company is looking to sell its platform to mid-sized companies, it might prioritize prospects that: <\/span><\/span><\/p><p><span style=\"color: #e74766;\"><span style=\"font-weight: 400;\">\u2705 Are CFOs or CFOs (<\/span><b>Authority<\/b><span style=\"font-weight: 400;\">) <\/span><\/span><\/p><p><span style=\"color: #e74766;\"><span style=\"font-weight: 400;\">\u2705 Have annual revenues greater than $10M (<\/span><b>Firmographic<\/b><span style=\"font-weight: 400;\">) <\/span><\/span><\/p><p><span style=\"color: #e74766;\"><span style=\"font-weight: 400;\">\u2705 Have shown interest in financial automation content (<\/span><b>Behavioral<\/b><span style=\"font-weight: 400;\">) <\/span><\/span><\/p><p><span style=\"color: #e74766;\"><span style=\"font-weight: 400;\">\u2705 Are looking to reduce operating costs quickly (<\/span><b>Pain and urgency<\/b><span style=\"font-weight: 400;\">).<\/span><\/span><\/p><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>4. Lead Scoring: Prioritizing leads with data<\/b><\/h3><p>\u00a0<\/p><p><a href=\"https:\/\/www.hellomrlead.com\/en\/b2b-lead-scoring-techniques-for-conversion-optimization\/\"><span style=\"font-weight: 400;\">This is a technique that assigns a score to each lead based on their level of interest and compatibility with the product.<\/span><\/a><span style=\"font-weight: 400;\"> This allows sales teams to automatically prioritize the most qualified prospects.<\/span><\/p><p><b>How Lead Scoring is calculated:<\/b><\/p><ol><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Assign values to key characteristics:<\/b><span style=\"font-weight: 400;\"> Each factor receives a score based on its impact on the likelihood of conversion.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Set a minimum threshold:<\/b><span style=\"font-weight: 400;\"> Leads with high scores are considered ready to be contacted by sales.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Adjust the model regularly:<\/b><span style=\"font-weight: 400;\"> As more data is collected, the criteria can be refined to improve accuracy.<\/span><\/li><\/ol><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td><p><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">A SaaS company assigns the following scoring to its leads:<\/span><\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400; color: #e74766;\">Position of the prospect: CEO or CFO (+10 points), Middle manager (+5 points).<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400; color: #e74766;\">Company size: 500+ employees (+8 points), 100-500 employees (+5 points)<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400; color: #e74766;\">Interaction with emails: Opened the email (+2 points) and clicked on the CTA (+5 points).<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400; color: #e74766;\">Participation in webinars or events (+10 points)<\/span><\/li><\/ul><p><span style=\"font-weight: 400; color: #e74766;\">If a lead has 25 points or more, it is prioritized for immediate contact.<\/span><\/p><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>5. Practical implementation of qualification in the outbound process<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">To incorporate an effective qualification strategy in outbound sales, you can follow these steps:<\/span><\/p><ol><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Define qualification criteria <\/b><span style=\"font-weight: 400;\">based on the company and industry.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Implement a framework such as BANT or CHAMP<\/b><span style=\"font-weight: 400;\"> to structure lead evaluation.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Use Lead Scoring tools<\/b><span style=\"font-weight: 400;\"> to automatically prioritize the best leads.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Perform periodic reviews and adjust qualification criteria<\/b><span style=\"font-weight: 400;\"> based on the data obtained.<\/span><\/li><\/ol><p>\u00a0<\/p><h2><b>Tools to improve prospecting for outbound sales<\/b><\/h2><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">In <\/span><b>prospecting for outbound sales<\/b><span style=\"font-weight: 400;\">, having the right tools makes the difference between an efficient process and a strategy that consumes too much time without generating results. Technology makes it possible to automate repetitive tasks, organize prospect information, and optimize communication with them, thus increasing the conversion rate.<\/span><\/p><p><span style=\"font-weight: 400;\">In this section, we will explore the most effective tools to improve outbound prospecting at every stage of the process, from prospect search to follow-up automation.<\/span><\/p><p>\u00a0<\/p><h3><b>1. Search tools and lead list generation.<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">The first step in outbound prospecting is to <\/span><b>identify and collect data on potential customers<\/b><span style=\"font-weight: 400;\">. To do this, some platforms facilitate the search and organization of prospects efficiently.<\/span><\/p><p>\u00a0<\/p><p><b>LinkedIn Sales Navigator<\/b><b>: <\/b><span style=\"font-weight: 400;\">this network is one of the most powerful platforms for B2B prospecting. Its premium version, <\/span><b>Sales Navigator<\/b><span style=\"font-weight: 400;\">, offers advanced filters that allow you to find prospects based on job title, industry, company size, and recent activity.<\/span><\/p><p><b>Features: <\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 Advanced search with detailed filters <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Saving and tracking relevant leads <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Automatic lead suggestions based on ideal customer profile.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">A sales rep from a SaaS company uses Sales Navigator to search for <\/span><b>CMOs of tech companies with 200+ employees<\/b><span style=\"font-weight: 400;\">, making sure to target decision-makers.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><p><a href=\"http:\/\/apollo.io\" target=\"_blank\" rel=\"noopener\"><b>Apollo.io<\/b><\/a><b> and <\/b><a href=\"https:\/\/www.zoominfo.com\/\" target=\"_blank\" rel=\"noopener\"><b>ZoomInfo<\/b><\/a><b>: <\/b><span style=\"font-weight: 400;\">these platforms allow access to company and contact databases with detailed information on job titles, emails, and phone numbers.<\/span><\/p><p><b>Key benefits: <\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 Updated and verified data from companies and decision-makers <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Integration with CRMs to import prospects directly <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Data enrichment with additional information about the prospect.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">an SDR looking to contact <\/span><b>financial managers of fintech companies<\/b><span style=\"font-weight: 400;\"> uses Apollo.io to extract a list with verified emails and important details before starting prospecting.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>2. CRM tools to organize and manage leads<\/b><\/h3><p>\u00a0<\/p><p><b>Customer Relationship Management <\/b><span style=\"font-weight: 400;\">is essential for managing leads and tracking interactions in the sales pipeline. A well-implemented CRM allows you to record lead data, schedule follow-ups, and measure prospecting performance.<\/span><\/p><p><b>HubSpot CRM<\/b><b>: <\/b><span style=\"font-weight: 400;\">one of the most popular and accessible CRMs, ideal for managing prospecting in a structured way.<\/span><\/p><p><b>Features: <\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 Automatic logging of interactions with prospects (emails, calls, meetings) <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Creation of workflows to automate follow-ups <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Integration with LinkedIn and email marketing tools.<\/span><\/p><p>\u00a0<\/p><p><a href=\"https:\/\/www.salesforce.com\/es\/\" target=\"_blank\" rel=\"noopener\"><b>Salesforce<\/b><\/a><b>: <\/b><span style=\"font-weight: 400;\">a more advanced solution, used by companies with complex sales processes and multiple sales teams.<\/span><\/p><p><b>Benefits: <\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 Advanced customization of sales pipelines <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Integration with prospecting tools such as Outreach and Apollo.io <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Data analysis and prediction of closing opportunities.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">a B2B sales team uses HubSpot CRM to <\/span><b>follow up on leads contacted via mail and calls<\/b><span style=\"font-weight: 400;\">, ensuring they don&#8217;t miss opportunities due to lack of follow-up.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>3. Email automation tools and outbound sequences.<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">The <\/span><b>email is still a definitive channel for outbound prospecting<\/b><span style=\"font-weight: 400;\">, but manually sending messages to hundreds of prospects is not scalable. This is where automation tools come in.<\/span><\/p><p><a href=\"https:\/\/www.outreach.io\/\" target=\"_blank\" rel=\"noopener\"><b>Outreach<\/b><\/a><b> and <\/b><a href=\"https:\/\/mailshake.com\/\" target=\"_blank\" rel=\"noopener\"><b>Mailshake<\/b><\/a><b>: <\/b><span style=\"font-weight: 400;\">platforms designed to manage and automate personalized email sequences.<\/span><\/p><p><b>Benefits: <\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 Sending personalized email sequences with automatic tracking <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Analysis of open, click, and response rates <\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 A\/B testing to optimize email effectiveness.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example:<\/b><span style=\"font-weight: 400;\"> an SDR sets up an email sequence in Outreach that sends <\/span><b>a first introductory message, followed by automatic reminders if the prospect does not respond<\/b><span style=\"font-weight: 400;\">. This improves the conversion rate without the need for manual follow-ups.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><p><a href=\"https:\/\/www.lemlist.com\/\" target=\"_blank\" rel=\"noopener\"><b>Lemlist:<\/b><\/a> <span style=\"font-weight: 400;\">allows you to customize cold emails with images, videos, and dynamic variables to make them more attractive.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">A marketer contacting startup CEOs <\/span><b>includes personalized screenshots<\/b><span style=\"font-weight: 400;\"> with the company logo in his mailing, increasing responses by 20%.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>4. Cold calling and telephony management tools.<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Cold <\/span><b>calls remain an effective tactic<\/b><span style=\"font-weight: 400;\">, but manually tracking each call can be difficult.<\/span><\/p><p><b>Aircall<\/b><b> and <\/b><a href=\"https:\/\/www.ringcentral.com\/\" target=\"_blank\" rel=\"noopener\"><b>RingCentral<\/b><\/a><b>: <\/b><span style=\"font-weight: 400;\">cloud telephony platforms that make it easy to manage and track calls.<\/span><\/p><p><b>Key features:\u00a0<\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 Automatic call logging in CRM\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Integration with LinkedIn and email for a multi-channel approach\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Call performance analysis to improve prospecting scripting.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">An SDR uses Aircall to <\/span><b>make 50 calls a day to prospects and automatically log responses in<\/b><span style=\"font-weight: 400;\"> the CRM to follow up with only the most interested ones.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><h3><b>5. Prospecting analysis and optimization tools<\/b><\/h3><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Continuous improvement in outbound prospecting depends on data analysis and strategy optimization.<\/span><\/p><p><a href=\"http:\/\/gong.io\" target=\"_blank\" rel=\"noopener\"><b>Gong.io<\/b><\/a><b> and <\/b><a href=\"http:\/\/chorus.ai\" target=\"_blank\" rel=\"noopener\"><b>Chorus.ai<\/b><\/a><b>: <\/b><span style=\"font-weight: 400;\">these conversation analysis tools allow you to record, transcribe, and analyze sales calls.<\/span><\/p><p><b>Benefits:\u00a0<\/b><\/p><p><span style=\"font-weight: 400;\">\u2705 Identifying patterns in successful conversations\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Artificial intelligence-based feedback to improve sales pitches\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u2705 Detecting common objections and how to resolve them.<\/span><\/p><p>\u00a0<\/p><table dir=\"ltr\" border=\"1\" cellspacing=\"0\" cellpadding=\"0\" data-sheets-root=\"1\" data-sheets-baot=\"1\"><colgroup> <col width=\"2\" \/> <col width=\"745\" \/> <col width=\"2\" \/><\/colgroup><tbody><tr><td>\u00a0<\/td><td style=\"text-align: center;\"><span style=\"color: #e74766;\"><b>Example: <\/b><span style=\"font-weight: 400;\">a sales team uses Gong.io to <\/span><b>analyze calls with prospects and discover that customers respond better when success stories are mentioned at the beginning<\/b><span style=\"font-weight: 400;\"> of the conversation.<\/span><\/span><\/td><td>\u00a0<\/td><\/tr><\/tbody><\/table><p>\u00a0<\/p><p><img decoding=\"async\" class=\"alignnone size-full wp-image-14897 lazyload\" data-src=\"https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/prospeccion-para-ventas-outbound.jpg\" alt=\"Prospecci\u00f3n para ventas outbound\" width=\"800\" height=\"457\" title=\"\" data-srcset=\"https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/prospeccion-para-ventas-outbound.jpg 800w, https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/prospeccion-para-ventas-outbound-300x171.jpg 300w, https:\/\/www.hellomrlead.com\/wp-content\/uploads\/2025\/02\/prospeccion-para-ventas-outbound-768x439.jpg 768w\" data-sizes=\"(max-width: 800px) 100vw, 800px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 800px; --smush-placeholder-aspect-ratio: 800\/457;\" \/><\/p><p>\u00a0<\/p><h2><b>Conclusions<\/b><\/h2><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Outbound sales prospecting has evolved. It&#8217;s no longer about simply making cold calls or sending mass mailings waiting for a response. Today, the key is precision, personalization, and smart use of technology to connect with the right prospects at the right time.<\/span><\/p><p><span style=\"font-weight: 400;\">Companies that dominate outbound prospecting are not those that contact the most leads, but those that know how to <\/span><b>identify, qualify, and approach<\/b><span style=\"font-weight: 400;\"> prospects with the right strategy. Implementing qualification methodologies such as BANT or CHAMP, leveraging advanced automation tools, and maintaining a customer experience-centric approach are essential steps to convert prospecting into real business opportunities.<\/span><\/p><p><span style=\"font-weight: 400;\">But it&#8217;s not enough to have the best CRM or the most extensive database. The real difference is made by sales teams that know how to interpret data, adapt to each conversation, and provide value in each interaction. <\/span><b>Outbound marketing is not a war of volume but of relevance<\/b><span style=\"font-weight: 400;\">.<\/span><\/p><p><b>The next step is to evaluate how effective your current strategy is.<\/b><span style=\"font-weight: 400;\"> Are you contacting the right prospects? Does your message resonate with their needs? Are you taking full advantage of available technology? <\/span><b>Those who master this process will generate more opportunities and stronger, more sustainable business relationships<\/b><span style=\"font-weight: 400;\"> over time.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e267363 e-flex e-con-boxed e-con e-parent\" data-id=\"e267363\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2667193 elementor-align-center elementor-widget elementor-widget-button\" data-id=\"2667193\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.hellomrlead.com\/en\/services\/outsourcing-comercial\/\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">I need to do outbound prospecting!<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Discover the best strategies for prospecting for outbound sales in B2B and how to increase the effectiveness of your sales campaigns.<\/p>\n","protected":false},"author":2,"featured_media":14893,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[364],"tags":[],"class_list":["post-14906","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-outbound-business-strategy"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/posts\/14906","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/comments?post=14906"}],"version-history":[{"count":7,"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/posts\/14906\/revisions"}],"predecessor-version":[{"id":21313,"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/posts\/14906\/revisions\/21313"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/media\/14893"}],"wp:attachment":[{"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/media?parent=14906"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/categories?post=14906"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.hellomrlead.com\/en\/wp-json\/wp\/v2\/tags?post=14906"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}