Building an Outbound Sales Motion

Launch a structured outbound sequence targeting a validated ICP to fill a pipeline gap.

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The full NCT chain

NNarrative

“Our best-fit customers — engineering leaders at 50–200 person B2B SaaS companies — are not finding us organically. They're discovering competitors first because we have no outbound motion targeting this segment. Inbound alone generates 60% of our pipeline target, leaving a consistent gap every quarter. If we build a focused outbound sequence for this ICP, we can validate the segment's response rate, fill the pipeline gap, and build a repeatable engine for future quarters.”

CCommitment 1

Build a 300-contact target list of VP Engineering at 50–200 person B2B SaaS companies

TTasks

Define firmographic and technographic criteria
Source contacts from LinkedIn Sales Navigator and databases
Enrich contact data (email, company size, tech stack)
Validate emails and remove invalid contacts
Segment list by priority tier

CCommitment 2

Write and launch a 5-touch personalized outbound sequence

TTasks

Research top 3 pain points for the target persona
Write 5-email sequence with personalization tokens
Create LinkedIn touchpoint templates
Set up sequence in outbound tool
A/B test subject lines on first 50 sends

CCommitment 3

Run 20 discovery calls and document the top 3 pain themes that emerge

TTasks

Create discovery call script aligned with Narrative
Book and run calls as sequence responses come in
Log call notes and pain themes in CRM
Synthesize top 3 themes after 20 calls
Share findings with product and marketing teams

When to use this

Context

Use this NCT when inbound alone isn't filling your pipeline and you've identified a specific ICP that isn't discovering your product organically. The structured approach prevents 'spray and pray' outbound and generates learnings even if conversion is low.

Analysis

Why this NCT works

The Narrative quantifies the pipeline gap and targets a specific ICP — not 'let's do outbound.' The Commitments build sequentially: list first, then sequence, then calls. The third Commitment ensures the team learns from the process, creating feedback for product and marketing. Even if the conversion rate is low, the team generates valuable customer insight.