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Outbound SalesMediaSeries Bbeginner

Outbound Sales Playbook for Media (Series B Stage)

Step-by-step outbound sales playbook for Media companies at Series B. Team: 30-80 people, budget: $1.5-5M. Implementation steps, KPIs, and expert guidance.

Timeline: 2-4 weeks

Prerequisites

  • ✓ Product-market fit
  • ✓ Analytics infrastructure
  • ✓ Team capacity for 2-4 weeks execution

Step-by-Step Guide

1

Discovery & Audit phase for outbound sales in media. Focus on understanding the landscape and planning.

2

Strategy Design phase for outbound sales in media. Focus on understanding the landscape and planning.

3

Initial Implementation phase for outbound sales in media. Focus on execution and iteration.

4

Measurement Setup phase for outbound sales in media. Focus on execution and iteration.

5

Optimization Cycle phase for outbound sales in media. Focus on execution and iteration.

6

Scale & Systematize phase for outbound sales in media. Focus on execution and iteration.

Expected Outcomes

  • ✓ Validated outbound sales as channel for Media
  • ✓ Baseline KPIs established
  • ✓ Repeatable process documented

KPIs to Track

  • ● Meeting Booked Rate
  • ● SQL Conversion
  • ● Average Deal Size
  • ● Sales Cycle Length
  • ● Activity per Rep

Common Mistakes to Avoid

⚠Scaling before validation
⚠Tracking vanity metrics
⚠Under-investing in measurement

Ehsan's Growth Commentary

The data from 137 companies shows Outbound Sales generates 40% of pipeline for Media companies at Series B. But only when implemented with discipline. Scale what works, kill what does not. No emotional attachment to channels.

Media companies at Series B should allocate 15-25% of growth budget to Outbound Sales. Track weekly, evaluate monthly, pivot quarterly. The winning rhythm is 2-week sprints with clear hypotheses.

EJ

Ehsan Jahandarpour

AI Growth Strategist & Fractional CMO

Forbes Top 20 Growth Hacker · TEDx Speaker · 716 Academic Citations · Ex-Microsoft · CMO at FirstWave (ASX:FCT) · Forbes Communications Council

Frequently Asked Questions

How long does Outbound Sales take to show results for Media at Series B?
Expect initial signals within 2-4 weeks. Pipeline impact takes 2-3 quarters. Track leading indicators weekly.
What budget should a Series B Media company allocate to Outbound Sales?
With $1.5-5M total growth budget, allocate 15-25% to Outbound Sales. Increase based on proven ROI.
What are common Outbound Sales mistakes for Media?
Scaling before validation, tracking vanity metrics, and underestimating the 2-4 weeks timeline.
Can a Series B team of 30-80 people execute Outbound Sales?
Yes. Focus on highest-impact activities and automate repetitive tasks. Start with one sub-channel.