Outbound Sales Playbook for Media (Series C Stage)
Step-by-step outbound sales playbook for Media companies at Series C. Team: 80-200 people, budget: $5-15M. 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
Discovery & Audit phase for outbound sales in media. Focus on understanding the landscape and planning.
Strategy Design phase for outbound sales in media. Focus on understanding the landscape and planning.
Initial Implementation phase for outbound sales in media. Focus on execution and iteration.
Measurement Setup phase for outbound sales in media. Focus on execution and iteration.
Optimization Cycle phase for outbound sales in media. Focus on execution and iteration.
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
- ● SQL Conversion
- ● Average Deal Size
- ● Sales Cycle Length
- ● Activity per Rep
- ● Reply Rate
- ● Meeting Booked Rate
Common Mistakes to Avoid
Ehsan's Growth Commentary
Most Media founders get distracted from Outbound Sales. My recommendation: build repeatable systems before hiring specialists. The companies reaching $10M ARR through Outbound Sales all share this pattern.
With 80-200 people and $5-15M budget, focus Outbound Sales efforts on the single highest-ROI activity. Do not spread thin across multiple sub-channels. Validate one approach before adding another.
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