Sales Strategies for Professional Services
Are both your top sales producers and your buyers squeezed for bandwidth?
Have the new rules of sales engagement and digital content slowed your closing velocity? You are not alone! Professional Services buying decisions now require the technical buyer, the business buyer and 2X your top producer’s sales bandwidth. Poorly integrated sales teams, delivery teams and sales marketing strategy will cost your business revenue. As a sales outsourcing and outsourced b to b demand generation company we have been consulted with dozens of professional service firms to increase sale and sales efficiency. Below are some of the best practices and tactics Gabriel Sales recommends and tips from some of the thought leaders we work with.
First Research, predicts professional services industry growing at 2X plus of the rest of the economy through 2015. If you have not started implementing marketing automation, detailed rep measurement and digital sales support the time to start is now. Here are some of the recommendations we have as sales outsourcing consultants to improve your sales immediately.
Professional Service firms have some unique sales challenges compared to other industries:
- Seller and Deliverer are often the same person.
- The professional service sale is complex, and requires education
- Professional Service Selling requires selling of intangibles
- Top producing executives are generally predisposed to “solutioning” rather than “selling”.
- Professional Service Sales are high risk for the Seller, the real return comes from long-term engagements
In this series learn how to tackle these challenges head on with marketing automation, digital content and a process driven inside sales team.
A quick 3 minute video overview of the unique challenges in the Professional Services Sale and how to build a a Sales Machine to meet them. How with the right sales outsourcing you can integrate inside reps, digital content, social media and technology to increase your sales and pipe velocity to get rid of sales spikes.
No two professional service firms are the same. Team skill sets are different. Markets and services are at different stages of maturity. Revenue, deal and strategic targets vary. And delivery benches oscillate. Below are a couple examples of how company’s integrated sales outsourcing or outsourcing demand generation to help exceed their goals.
How an aligned digital content, sales execution strategy and sales outsourcing increased productivity by 3X. simultaneously. CLICK HERE
How a sales and marketing outsourcing takes offshore and onshore professional services firm from 250K to 14M in annual revenue . CLICK HERE
- Ramp your pipe quickly
- Penetrate Fortune 1000 and SMB
- Increase Delivery Bandwidth
- Drive Higher Deal Size
- Leverage Sales Outsourcing
Successful Professional Service Sales now require you to align sales, marketing and delivery. You need to integrate inbound marketing, outbound sales efforts and protect your top producers bandwith to get the most out of your sales and marketing budget. Winning is now about getting the right message, to the right prospect at the right time without squandering time educating the market. We invite you to read:
A series of three blogs that covers how to integrate your inside sales team, sales content marketing, and delivery experts and a sales outsourcing or outsourced demand generation team to get the right deals into and through your sales process. CLICK HERE TO READ THE SERIES
In this economy “nice to have” no longer gets deals done. One of the key’s to creating a repeatable and scalable sales process is crafting a Return On Investment (ROI) value statement that gets the attention of the Business Decision Maker. This blog shares our formula for crafting a ROI statement that hits both top line and bottom budgets to get deals done. CLICK HERE TO READ THE SERIES....read more
Sales Process Consulting and Sales Outsourcing Increase Sales Efficiency and Senior Resources Sales and Delivery Bandwidth
2:10 video that frames how sales outsourcing and sales process consulting increased the speed and efficiency of the sales process. Outlines how a sales outsourcing took the “grunt work” off the plates of senior resources. And how documenting the sales process allowed inside sales reps to leverage digital content to educate the market, qualify prospects and pre-scope engagements.....read more
How to Improve Targeting and Close the Right Customers with the Right Road Map for Ideal Customer Profile
Smart targeting leads to faster deal flow and higher revenue. Smart target starts with Pareto’s Principal. This principal is also known as ‘the law of the vital few”, or the 80:20 rule, it states that 80% of your revenue is going to come from 20% of your customers. However targeting does not stop here. You also need to consider who the right customer are for your business long term and at what cost to delivery bandwidth. In this blog we share a road map for creating and Ideal Customer Profile that map your historical data, to our quantitative and quantitative data to grow existing verticals and target tangential markets with the highest probabilities of success.