ORCHID BAY – Outsourced Sales and Marketing Case Study

ORCHID BAY – Outsourced Sales and Marketing Case Study

outsourced sales and marketingOutsourced Sales and Marketing at Orchid Bay

A Real Estate LLC developing an eco-conscious community in the Caribbean that blends the infrastructure of a town based on the principals of “New-urbanism” with the amenities of a resort. Company had extremely talented inbound and brand marketing executive and seasoned sales professionals working remotely across the United States. This case study outlines how outsourced sales and marketing helped their business.

The Challenge

Company wanted to build a systematic outsourced sales and marketing engine to nurture and develop qualified sales opportunities.

  • Company selling to high net worth individuals
  • To attract top sales talent company needed to keep their pipe full with qualified leads.
  • Orchid Bay attracted a great deal of tire kickers that would never actually buy.
  • Orchid Bay attracted another segment of buyers that were genuinely interested but could take years before making a final decision.
  • The final purchase decision could be driven by multiple needs and financial goals.
  • Company needed to segment buyers early in sales process to prioritize where to focus closers time.
  • Sale requires gaining a deep understanding of the goals and needs of the buyer.
  • Sales requires building a high level of trust between the buyer and the seller.

The Solution

Marketing Automation and Content Management Systems Integration, Lead Scoring Strategy and Outsourced Sales and Marketing Execution over 18 months.

  • Defined buyer persona, buyers journey, business need and unique value props for 7 specific buyer segments.
  • Created a nurturing strategy to automate the buyer education with digital content..
  • Implemented Marketing Automation and integrated Digital Demand Center™ into existing website to create a system to prioritize leads based on digital engagement.
  • Staffed inside buyer education to point buyers in the right direction and to further segment based on needs profile
  • Set appointment for senior reps
  • Staffed part time rep closing deals for $5K educational/sales tours
  • Managed integration of automation systems to build automated lead assignments in easy to use lead portals to prioritize calling efforts of sales team
  • Staffed blended marketing team to manage ongoing nurturing and marketing automation campaigns
  • Performance reporting: marketing and sales pipeline scorecard (Traffic to MQL to SAL to SQL to Revenue), calling, content engagement, and marketing programs performance management

The Results

  1. Gabriel Sales implemented an outsourced sales and marketing engine
  2. Gabriel Sales set appointments and maximized the sales time of a team that scaled to 5 closing reps
  3. Gabriel Sales doubled and then quadrupled buyers visiting destination per sales event and company doubled the amount of sales events
  4. Gabriel Sales participated directly in the development closing of 5 transactions
  5. Transitioned systems to internal marketing team and inside sales reps to Denver based location.
  6. Company has been able to develop three more areas of the resort

Related Case Studies

Reasons to Consider Outsourcing Sales and Marketing

Reasons to Consider Outsourcing Sales and Marketing For many businesses ready for growth, it’s fairly typical to consider outsourcing sales and marketing and various other functions including: human resources, accounting and IT. And historically, when it comes to...
Read More

What is Modern Sales and Marketing

There’s been a lot of buzz lately about adjusting sales and marketing techniques, tactics and alignment to meet the needs of the modern B2B buyer. But what are the needs of this new type of buyer as they search and move toward purchase? What is Modern Sales and...
Read More

Sales Operations Outsourcing and Sales Consulting Case Study

The Challenge A small company had two years of declining revenue. The original founders decided to part ways. Gabriel Sales’ client retained ownership of mid-sized business clients and the web technology software, architecture and engineering teams. The second founder...
Read More

Outsourced Marketing for Product Launches Case Study

Outsourced Marketing for Product Launches Case Study

product launches

Outsourcing Product Launches for Fortune 500 Companies

 

 

The Challenge

A heavily siloed organization was aggressively developing new online and offline lead generation and brand awareness solutions for product launches.  Programs were being acquired through partnerships, built internally or through mergers and acquisitions. They found that the programs acquired in overseas markets did not always resonate with U.S. marketers, and existing overseas price points were too aggressive for U.S. marketers. Also, rolling out products to existing sales teams had produced a detrimental effect or wildly skewed existing company plans.

Selling To: VPs Marketing, VPs and Directors MARCOM, Agencies, Managers Internet Marketing

 

 

The Solution

  • Sales Consulting and New Product Launches – Gabriel Sales creates target database, develops value propositions and tests new product or servicing offering to 800 prospects
  • New Product Launches – Every prospect contact is measured as value prop is defined and product is priced
  • Sales Process Consulting-VM scripts, cold call scripts, value propositions and qualifying questions are created and finalized.  Metrics and ratios for forecasts and quotas are created.

 

The Results

8 new products/solutions tested

 

  • 4 gained traction and reached significant sales bench marks
  • 3 are now successful businesses units generating in excess of $500K – $1M plus revenue across more than one geography
  • 1 product failed because of operational overhead

Related Case Studies

Reasons to Consider Outsourcing Sales and Marketing

Reasons to Consider Outsourcing Sales and Marketing For many businesses ready for growth, it’s fairly typical to consider outsourcing sales and marketing and various other functions including: human resources, accounting and IT. And historically, when it comes to...
Read More

What is Modern Sales and Marketing

There’s been a lot of buzz lately about adjusting sales and marketing techniques, tactics and alignment to meet the needs of the modern B2B buyer. But what are the needs of this new type of buyer as they search and move toward purchase? What is Modern Sales and...
Read More

Sales Operations Outsourcing and Sales Consulting Case Study

The Challenge A small company had two years of declining revenue. The original founders decided to part ways. Gabriel Sales’ client retained ownership of mid-sized business clients and the web technology software, architecture and engineering teams. The second founder...
Read More

Trade Show Marketing – Sales Ready Leads Best Practices [White Paper]

80% of trade show leads are ignored. Make Leads Count! Enterprise companies expect a 4:1 return on their trade show marketing because 92% of trade show attendees say they are looking for new products. But 70% of SMBs exhibiting at trade shows don’t have any trade show...
Read More

Fundraising and Employee Benefits Event Outsourced Sales Case Study

    Fundraising and Employee Benefits Event and Sales Outsourcing The Challenge Company had an independent national rep force with more than 300 sales people. Company was planning to increase the size of the rep force by 25%, and needed to increase the...
Read More

Compliance Technology Outsourced Sales and Marketing Trade show Support

  The Challenge Technology firm providing Cloud, Application and Strategic services for PCI Compliance was looking to increase the ROI of their investment in attending annual trade show with 5000 attendees and 200+ exhibitors. Company decided not to invest in a...
Read More

BPO Outsourced Sales and Marketing Case Study

Company is a mid-sized outsourced BPO services firm supporting specific financial services functions for the real estate industry with facilities in Manila and India. Company and 20 year sales partner parted ways with Senior Executives retirement. Company needed to...
Read More

Imaginatik Outsourced Sales and Marketing Case Study

The Situation A publicly traded company, Imaginatik, was founded in 1996, and sells a mix of consulting and advisory services, hands-on innovation projects, program management, and award-winning enterprise software globally. Company’s U.S. office was comprised of a...
Read More

Professional Services Sales for Data Analytics

Professional Services Sales for Data Analytics

Use Data Analytics for Professional Service Sales

The Challenge

Offshore Marketing Services Provider focused on selling highly complex data analytics solutions to the Fortune 500. Cost of doing business was initially very high because of limited servicing capacity and solutions were still in development. Closing the sale required the engagement of multiple decision makers.

Selling To: EVPs and SVPs of Sales and Marketing, Category Manager, Pricing and Promotions Directors, VPs and Directors of Loyalty

The Solution

  1. Sales Consulting – Customized value proposition, scripts, ROI and collateral designed by vertical by vertical as Fortune 2000  was systematically targeted
  2. Lead Generation Outsourcing – Gabriel Sales staffed full time inside sales representative to generate leads and to provide initial qualification and prospect development as well as data analytics.
  3. Sales Outsourcing – Staffed Senior Sales Executive representing carrying the client’s business card accountable for closing proof of concept deals and then working with Marketing Service Provider’s senior executives and business practice heads to scale revenue as relationships were transitioned from sales to internal account management teams to manage on a day to day basis.
  4. Full Time Sales and Marketing Operations Outsourcing – Gabriel Sales took over U.S. sales and marketing operations including a Senior Resource acting as U.S. VP of Sales and Business Development managing all US sales and marketing efforts.

The Results

Years 1 and 2

Gabriel Sales data analytics generated 60 qualified prospects, closed 16 proof of concept deals and scaled 5 relationships into annuity deals generating $250K plus annually.

Years 3 and 4

Gabriel Sales data analytics closed multiple deals worth over a million dollars annually for a collective annual run rate of $12M plus.

Related Case Studies

Reasons to Consider Outsourcing Sales and Marketing

Reasons to Consider Outsourcing Sales and Marketing For many businesses ready for growth, it’s fairly typical to consider outsourcing sales and marketing and various other functions including: human resources, accounting and IT. And historically, when it comes to...
Read More

What is Modern Sales and Marketing

There’s been a lot of buzz lately about adjusting sales and marketing techniques, tactics and alignment to meet the needs of the modern B2B buyer. But what are the needs of this new type of buyer as they search and move toward purchase? What is Modern Sales and...
Read More

Sales Operations Outsourcing and Sales Consulting Case Study

The Challenge A small company had two years of declining revenue. The original founders decided to part ways. Gabriel Sales’ client retained ownership of mid-sized business clients and the web technology software, architecture and engineering teams. The second founder...
Read More

Sales and Marketing Operations Outsourcing Case Study

Sales and Marketing Operations Outsourcing Case Study

Sales and Marketing Operations Outsourcing

Sales and Marketing Operations Outsourcing

The Challenge

Management Consulting and Industrial Engineering Professional Services firm spun out of Fortune 250 Company and hit $4M in annual revenue within 18 months.   The principals were mired in a cycle where they would sell, service and then need to start pipe from scratch.  Over next 4 years they hired 3 enterprise reps with Rolodex’s and landed one additional deal outside their own network and remained flat at $4M.  Sales cycle for enterprise deals was over 360 days for initial engagement of $20K to $50K, deals then scale to $250K – $500K in year two and $1M plus in year three.  To inject new revenue stream with shorter sales cycle company acquired a smaller practice with entry level solution and sales for that product line also remained flat.

Selling To: Fortune 1000 and Privately Held  Manufacturers’ SVPs and VPs of Supply Chain, Operations, Head of Engineering and Energy Manager

The Solution

  • Sales Consulting and Inside Sales – Scripted,  created content and created an inside sales process for entry level solution.  Took inbound leads from existing telemarketing partner, qualified, engaged and closed.
  • Sales Consulting – Simultaneously worked with client to create a repeatable high velocity sales process, ideal customer profile and collateral for enterprise professional service engagement.
  • Lead Generation Outsourcing – Client migrated telemarketing to Gabriel Sales for enterprise deals as entry level product sales transitioned back to business unit.
  • Digital Content Production and Digital Sales Execution –  Cloned the sales process for Top Producers for enterprise deals with video,  webcasts, blog and success stories.
  • Outsourcing Inside Sales and Marketing Operations – Gabriel Sales took over all lead generation, database management, software implementation and management of  direct marketing efforts to target, engage, qualify and nurture enterprise prospects.
  • Outsourced Sales Staffing – Staff a blended team of lead gen rep, inside rep and senior enterprise sales rep to manage the logistics and close of deals.

The Results

First 180 days

  • 4 entry level new business clients closed from with inside reps eliminating prior sales process which required extensive travel and face to face meetings.
  • Put 6 enterprise deals in the sales pipe.

Second 360 days

  • 3 additional entry-level deals
  • 8 enterprise deals closed
  • Internet Marketing Technologies scoped and implemented and blog launched
  • 4 enterprise deals moved to upsell
  • Sale collateral digitized in webcast, blog, video and customer testimonials
  • Nurturing database of 2000 plus decision makers created and marketing automation implemented.

Related Case Studies

Reasons to Consider Outsourcing Sales and Marketing

Reasons to Consider Outsourcing Sales and Marketing For many businesses ready for growth, it’s fairly typical to consider outsourcing sales and marketing and various other functions including: human resources, accounting and IT. And historically, when it comes to...
Read More

What is Modern Sales and Marketing

There’s been a lot of buzz lately about adjusting sales and marketing techniques, tactics and alignment to meet the needs of the modern B2B buyer. But what are the needs of this new type of buyer as they search and move toward purchase? What is Modern Sales and...
Read More

Sales Operations Outsourcing and Sales Consulting Case Study

The Challenge A small company had two years of declining revenue. The original founders decided to part ways. Gabriel Sales’ client retained ownership of mid-sized business clients and the web technology software, architecture and engineering teams. The second founder...
Read More