Most companies are reluctant to move beyond inbound for mostly invalid reasons that are discussed in this article. Outbound sales should be part of most B2B SaaS companies.
Your voice has a major impact (84,4%) on your sales success in SaaS. This has a range of practical implications for sales reps & sales managers.
Can you challenge customers without having build a relationship that allows you to give advice to your buyer? No. Relationship building is important, if done correctly.