5 Reasons for Outsourced Sales and Marketing

5 Reasons for Outsourced Sales and Marketing

Outsourcing your company’s sales and marketing efforts is now a more mature and viable decision for many businesses in many industries. An outsourced sales and marketing solution  addresses the early part of your pipeline development. And for technology and professional services firms this is now more than a trend.  Outsourced sales and marketing is now mainstream.  Many business now understand when they outsource sales and marketing to generate qualified sales opportunities, their sales team will have a consistent flow of business, so they can focus their energy on closing deals and scaling account revenue. Here are some reasons for outsourced sales and marketing:

 

Outsourced Sales and Marketing Gets You to Market Faster

When you outsource your lead generation and development efforts, your outsourced sales and marketing company has all the best practices and resources available to get your team, your solution, and your sales story to market quickly.You save time because your team is hired and trained faster, which means your pipeline is growing.

Immediate Sales and Marketing Infrastructure

One of the keys to success in selling to the new digital buyer is technology to support revenue generation. This requires both experience and expertise – but it’s often overlooked by the decision makers. An outsourced sales and marketing solution provider will have both the experience and expertise of multiple implementations. More importantly, they will have professionals that run and manage these sales and marketing tools everyday. This means you will spend less time and money experimenting, and your team can focus on scaling your business and growing accounts.

Diverse Sales and Marketing Expertise

Companies who manage outsourced sales and marketing  team will be able to supply a blended team of sales and marketing experts. They will also have experience selling multiple solutions with multiple sales cycles and sales processes, giving you access to a diverse experience set, that will allow you to innovate faster.

Sales Reps with Experience

When hiring and outsourced sales and marketing team, they will know who to hire, how to motivate, and how to train your team to use the tools and effective selling techniques. This results in a better return on investment and a reduced sales cycle as your closers are focused on buyers most likely to buy.

An Alternative Sales Growth Strategy

Like any outsourcing solution, when you outsource sales, it can be a great option to erase the need for additional office space, capital, and management layer. It will also remove the soft costs of hiring and recruiting an in-house sales team. You can focus your internal sales budget on closers and your outsource sales partner will take care of the rest.

About Gabriel Sales Outsourced Sales and Marketing

Gabriel Sales provides sales consulting & outsource sales and marketing services to companies to help them build modern sales and marketing operation that continues to produce results. To learn a little more about our approach, how we can help, reasons for outsourced sales and marketing and how we help you build a sales and marketing revenue engine from start to finish, please visit our new approach to outsource sales page.

 

 

Sales Outsourcing for Publisher Case Study

Sales Outsourcing for Publisher Case Study

Sales Outsourcing for Technology Publishing Case Study 

The Challenge

Organization focused on selling marketing programs to IT firms.  The business had lost 50% of revenue annually in two consecutive years.  New VP of Sales promoted from within which caused the attrition of 2 senior sales professionals on staff.  VP was given one year to turn business around.

Selling To: VPs & Directors of Marketing, MARCOM Directors

The Solution

  • Sales Consulting – GS evaluated 18 month cycle of existing business to identify Ideal Customer Profile and most profitable customers.  Conducted internal analysis of sales methodology, sales infrastructure and skill sets
  • Outsourcing Lead Generation – Gabriel Sales implemented a new business lead generation to ensure pipe was growing through reorganization.

The Results

  1. Business grew from 2.1M annually to 6.9M annually in 24 months
  2. Gabriel Systems managed and executed ongoing new business lead generation and then transitioned to closing Proof of Concept deals – 13 new clients in year 1 and 28 new clients in year 2 generating $300K revenue in year 1 and $650K revenue in year 2.
  3. Existing sales team was restructured around specific verticals reducing fixed costs of sales team by 23%. Internal teams focus transitioned to account management with a focus on scaling business of existing and new relationships post Proof of Concept.
  4. Client worked with GS to leverage GS insights and metrics to implement SalesForce.Com and VP was freed of new business acquisition management issues to pursue million dollar plus enterprise deals

 

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B2B Outsourced Sales Lead Generation Calling Tips

Gabriel Sales builds modern sales and marketing operations for B2B companies with solution sales that require a senior sales rep to manage the transaction of the sale. Over the past several years, we have seen the effectiveness of cold calling decrease substantially, but when executed the right way, it can still yield results. Here are some tips for companies that have worked for our B2B outsourced sales lead generation clients that you can implement on your own, or with our outsourced sales and marketing support.

B2B Outsourced Sales Lead Generation Tips

First, invest the time upfront to ensure you’re calling the right buyer. Spend as much time as you can, building databases of the right type of buyers at the right types of companies. A recent Gartner Group Study show that a typical business with less than 500 employees has an average of seven to ten people who are responsible for most buying decisions. Connecting with the right people is critical to your success – a simple, but sometimes overlooked, first step.

Try to start with calling at least a warm lead – ideally the phone call is a conversation. A conversation is much easier to have with at least someone that is slightly aware of your company. Whenever possible try to introduce yourself in advance. The most cost effective way to do this is with an email marketing campaign prior to the call.

Keep the first call educational, and share value first. Cold calling doesn’t mean that you are cold selling. The goal of the first call is to get your prospects attention, and you will only have 10 to 15 seconds to do that. When you call, be armed with something of value – it could be a webcast, a white paper, or a video to share. Sharing is caring and you will set yourself up for success downstream.

Use a marketing automation platform to prioritize leads. One of the most under-used feature of a marketing automation system is its lead scoring function.  You can use marketing automation platforms to see what content your buyers is engaging with. Calling time is precious time, so you can use a marketing automation platform to prioritize it.

Remember that the first two to three calls are not going to result in closed business, especially for more complex sales. Studies continue to show a typical sales cycle requires at least five to seven customer touches from the sales rep and engagement with at least that same amount of digital content. Use these calls to build value, not to sell features.

Qualify early. You should also use the first couple of calls to qualify the buyer. Is the company the right size? Do they have a need for your services?  You can be blunt and direct here as it saves both you and the buyer time – and a no is as good as a yes early in the sales process.

Ask questions, especially open ended questions. Sales relationships and qualified B2B sales leads are built through conversations, and conversations are started when you ask questions.  You should be asking questions at least three times more than you are pitching.

Do your homework for the second call. LinkedIn is now only a quick search away, and marketing automation systems will allow you to see what content interests your buyer most. Both these are invaluable tools for a second and third call to help you move your conversation forward.

About Gabriel Sales B2B Outsourced Sales Lead Generation

We specialize in building modern sales and marketing sales operations. We combine sales strategy and modern B2B marketing and sales best practices with a blended team of email marketing and content production specialists, marketing technology experts, and a team a sales development and market execution professionals to help with companies with B2B outsourced sales lead generation results. To learn more about our approach visit our outsourced sales case studies or our approach to B2B outsourced sales lead generation page.