Over the years, I’ve had the privilege of working with countless sales teams, from scrappy startups to established enterprises with $500 million in ARR. One common thread among the top performers across all these teams? They excel at outbound sales. But it’s not just about picking up the phone or sending out emails—it’s about executing a series of strategic actions that set them apart from the rest.

Outbound is the Backbone of Sales Success

Let’s get one thing straight: over 80% of my won deals come from outbound efforts. And I’m not alone. Top sales professionals know that outbound is where the magic happens. But why is outbound so effective? Because when you’re the one reaching out, you’re in control. You decide who to target, how to approach them, and when to follow up. It’s proactive, not reactive, and that’s why it works.

Consistency in Prospecting: The Golden Hour

The first strategy that top performers swear by is dedicating time every day to prospecting. Not just any time, but a solid hour—whether it’s in chunks or a full hour block. This daily commitment to prospecting is non-negotiable. It’s what keeps the pipeline full and ensures that there’s always a steady flow of potential deals coming down the line.

Sales reps who spend at least an hour a day prospecting are 20% more likely to exceed their quota.

Research supports this approach. Sales reps who spend at least an hour a day prospecting are 20% more likely to exceed their quota. It’s not rocket science—it’s about discipline. The best salespeople don’t just talk about prospecting; they do it, every single day.

Account Tiering: Focus on Quality, Not Quantity

Another key strategy is account tiering. Top salespeople don’t treat all accounts equally—they categorize them into tiers, usually from 1 to 3, with the top 100 accounts getting the most attention. Why? Because not all accounts are created equal. The top accounts are the ones that have the highest potential value, and they deserve the lion’s share of your time and effort.

But it’s not just about identifying these top accounts—it’s about going the extra mile to win them over. This means doing tons of research, creating personalized videos, and tailoring your outreach with images and content that resonate. In a world where buyers are bombarded with generic sales pitches, this level of personalization can make all the difference.

Mastering LinkedIn: Building a Personal Brand

Let’s talk about LinkedIn. It’s the platform where business gets done, and top sales performers know how to use it to their advantage. Every morning, they spend 1-2 hours on LinkedIn—not just scrolling, but actively engaging. They’re in the comments, in the DMs, and on the feed, making sure they’re a familiar face in their prospects’ digital world.

Why is this so effective? Because sales is all about relationships, and LinkedIn is where those relationships start. With over 875 million members, LinkedIn offers a massive pool of potential prospects, but it’s not enough to just be present—you need to be active. By consistently engaging with content, sharing insights, and connecting with new people, top salespeople build trust and rapport long before they make the first sales call.

The Art of Follow-Up: Persistence Pays Off

If there’s one thing that separates top salespeople from the rest, it’s their commitment to follow-up. It’s easy to send an initial outreach email or make a first call, but it’s the follow-up that turns a maybe into a yes. In fact, 80% of sales require five follow-up calls after the initial meeting, yet nearly half of sales reps give up after just one.

80% of sales require five follow-up calls after the initial meeting, yet nearly half of sales reps give up after just one.

Top sales performers don’t let an opportunity or interested prospect go more than two weeks without hearing from them. They understand that staying top of mind is crucial, and they use a variety of methods—emails, calls, LinkedIn messages—to keep the conversation going. Follow-up isn’t just about persistence; it’s about showing your prospect that you’re committed to solving their problem.

Standing Out: Crafting Memorable Emails

Everyone’s inbox is flooded with emails. The average professional receives 121 emails per day, and it’s all too easy for your sales outreach to get lost in the noise. That’s why top salespeople put extra effort into making their emails stand out, especially when reaching out to their Tier 1 accounts.

The average professional receives 121 emails per day, and it’s all too easy for your sales outreach to get lost in the noise.

This could mean sending a personalized video message, sharing a unique insight, or using a creative subject line that grabs attention. The goal is to make your email impossible to ignore. When you can capture your prospect’s attention and provide value right from the start, you’re much more likely to get a response—and eventually, close the deal.

Embrace Failure: Experiment, Learn, and Adapt

Outbound sales is a game of resilience. No matter how good you are, you’re going to face rejection more often than you hear “yes.” The key is to not let failure discourage you. Top performers are always experimenting with new approaches, learning from what doesn’t work, and adapting their strategies accordingly.

Top sales reps ask for the close 1.7 times more often than their average counterparts. – Gong.io

This mindset is critical to success. According to Gong.io, top sales reps ask for the close 1.7 times more often than their average counterparts. It’s not that they never fail—they just don’t let failure stop them. They keep trying, keep learning, and eventually, they succeed.

Leverage Internal Resources: Selling is a Team Sport

Great salespeople know they don’t have to go it alone. They leverage internal resources—whether it’s collaborating with marketing for personalized content, working with sales operations for better data, or tapping into a colleague’s expertise. They understand that selling is a team sport, and they use every tool at their disposal to win.

Organizations that align their sales and marketing teams see 36% higher customer retention rates and 38% higher sales win rates.

Organizations that align their sales and marketing teams see 36% higher customer retention rates and 38% higher sales win rates. It’s clear that when teams work together, the results are exponentially better. Top salespeople don’t hesitate to ask for help because they know it makes them stronger.

Cylinders, Not Funnels: The Ultimate Pipeline Strategy

One of the biggest differences between top sales performers and everyone else is how they view their pipeline. Average salespeople treat their pipeline like a funnel—they throw in as many deals as possible, hoping something will come out the other end. But the problem with this approach is that it’s inefficient. When you put junk in at the top, you get junk out at the bottom.

Top performers, on the other hand, create cylinders. A cylinder is a pipeline where what you put in at the top has a high probability of coming out the bottom as a closed deal. This is because they qualify their prospects rigorously, only putting quality opportunities into the pipeline. The result? Higher conversion rates, less wasted time, and more closed deals.

Pulling it all Together

Winning at outbound sales isn’t about doing more—it’s about doing better. By dedicating time to prospecting, personalizing your outreach, mastering LinkedIn, committing to follow-up, and treating your pipeline like a cylinder, you can transform your sales game.

The strategies outlined here aren’t just theories—they’re tried and true methods that top sales performers use to consistently close deals and drive revenue. So if you’re looking to up your sales game, start by adopting these habits.