Many small businesses are built on the backs and carried by their founders. They build the business through their professional relationships, hard work and skill as sales professionals and strong account management and customer service skills.
We also find that many successful early stage businesses are successful because the entrepreneur that founded that business touches every area of the business. We have found that when a founder starts to consider what happens when they outsource sales they are drawn by the speed to market and the infrastructure cost savings but they have some trepidation about loss of control. This article will address several areas where control of the sales process is actually enhanced when you outsource.
When You Outsource Sales You Can More Control of the Sales Process
Concern “When I outsource sales, I may lose control of my sales process.”
When a company has closed are there initial deals it is sometimes unsettling to hand the keys to an outsource sales partner. This will not occur especially if your outsource sales and marketing partner is committed to helping you build modern sales and marketing operations. Most successful outsource sales and marketing in 2017 are committed to helping their customers build a repeatable sales process. At Gabriel Sales we actually help our clients document each stage of their buyer process and their sales process. And in 90% of the cases we find that when our clients outsource sales and we document this process they actually have more control of the process itself. .
When You Outsource Sales You Can Gain Visibility
Concern- “When I outsource sales I will lose visibility.”
10 years ago this may have been the case. But with the advent of CRMs and Automation Technologies the opposite is now true. When you outsource sales and marketing you can expect your outsource sales partner to provide these technologies as part of their package and you will probably experience even greater visibility. You will know exactly:
- How many calls are being made
- How many buyers are entering the sales funnel
- How many buyers are converting through cold calling, email marketing and content marketing
- What content is helping them to convert
- And what tactics and markets are working and what tactics and targets are now working
Technologies and the ability to measure customer engagement at every stage of the sales process has been put on steroids over the past several years and you can expect your outsource sales and marketing partner to be help to help with the implementation of these costs saving and intelligence enhancing technologies.
When You Outsource Sales You Are Fully Represented
Concern “Hiring an outsourcing company builds the sales outsourcer’s brand, not mine.”
This is probably the number one unspoken concern founders have. And it is completely valid. And an outsource sales and marketing company that helps our clients build modern sales and marketing operations this is the fundamental difference between we see between hiring an outsource sales and marketing company vs. hiring a rep company or a commission only solution.
When you hire a rep company their goal is to own that customer and sell them as many solutions as possible. Their goal is to brand their organization as a one stop shop for multiple solutions.
When you hire and an outsource sales and marketing company their goal is to build your brand and your sales operation and not theirs. When you outsource to Gabriel Sales your sales reps use your systems, your email addresses and act as your employees during all business calls and interactions. We define our success in terms of your success.
We hope this blog helps to answer a couple of questions about how an outsource sales and marketing organization can help you increase your executive control of your sales and marketing operations. If you have any additional questions please feel free to contact us.
Why Outsourced Sales and Marketing Makes Sense for Marketing Automation Implementations
So you have decided that you want to transform your sales and marketing operations. This means you need a lead scoring system and marketing automation platform. But you are still a little leery because of the sizeable investment in the software and team of marketers this commitment will represent. You have the following concerns:
- You want to test a marketing automation platform but you don’t have the internal resource to run it
- You want to limit your investment until you know it will work before you make that commitment to both talent and software
- You have enough content to generate leads but not to nurture leads
- You don’t understand the best practices or how to baseline that return
Essentially you want to get started and prove you can get a return on your efforts before you pull the trigger and build your own team.
Here are 5 ways outsourced sales and marketing can help with Marketing Automation as you execute this strategy.
Automation Platform Selection
Most outsourced sales and marketing companies will have deep expertise across the platforms. They will have preferred providers but you can expect them to make solid recommendations based on your needs, sales cycle and budget. .
Outsourced Sales and Marketing Allows You to Try Before You Buy
You can always contract directly with a marketing automation software supplier if you wish. And once you have decided that marketing automation works for you that is what we typically recommend. However almost all the software providers require at least an annual commitment and in some cases an annual payment. They want you to commit because it takes marketing automation about six months to a year if you are building a team on your own. Most substantial outsourced sales and marketing companies will be able to negotiate shorter commitments or in Gabriel Sales case will be able to provide solutions on a month to month basis until you prove concept. This frees up budget to spend on generating leads to help you produce an ROI from your marketing automation process faster.
CRM Data Integration
Key to successful marketing automation is connecting the automation system to your CRM so you have one clean buyer record. This make it possible for your sales reps to see the value from the automation platform without needing to learn another system. An outsourced sales and marketing company will have processes to clean your data and will be able to connect all the data required. This makes the system useful to your sales team immediately. .
Outsourced Sales and Marketing for Campaign Deployment
An outsourced sales and marketing company will have the technical skills to deploy a campaign through your platform in a fraction of the time it would take to learn this systems on your own. This includes; customer and prospects segmentation, best practices for how to launch your campaign, how to scale, and the frequency of your email communications. .
Lead Scoring Best Practices
Lead scoring requires a combination of sales and marketing alignment, a strong content matrix and a strong definition of both implicit and explicit qualification criteria. An outsourced sales and marketing company will be able to work through these issues in a fraction of the time ensuring that your engine identifies buyers most likely to buy.
Sales Team Adoption
Your automation platform only has value if your sales reps follow up with leads. An outsourced sales and marketing company will be able to train your sales reps how to leverage the system and also provide appointment setting support if your team lacks the time to follow up with your new volume of leads.
Many of the marketing automation platforms give you the ability to run hundreds of reports, Most executives only want to see dashboards and a handful reports that demonstrate how many contacts you’re marketing to, how they’re segmented and what scores are leading towards pipe velocity and sales conversions. An outsourced sales and marketing company will be able to cut through the noise and provide these reports to you for ROI measurement out of the gate.
Gabriel Sales help companies transform their sales and marketing operations by providing the team and tool you need to generate, score and qualify leads faster at a lower cost. To learn more about our outsourced sales and marketing approach and philosophy visit our About Us page. Or feel free to contact us for complimentary assessment.