Why Outsource Your Sales and Marketing?

by Glen Springer | Jul 20, 2017

Because the rules of sales engagement have changed for good.

Time is money. Your buyer now expects you to make your content relevant and available so that they can educate themselves, digitally. They expect you to service them early in their buying process, not just put them in front of hard charging closers. You need marketing and sales talent with experience and expertise to integrate content and sales professionals seamlessly.

You can build out a $600K/year sales and marketing organization internally that may take 18 months or longer to come up and running, or you can foster a sales alliance partnership which can help you not only help you a campaign up-and-running in as little as 5 days. We believe a proven team that has all the skill sets and a proven track can help your team become successful faster.

We believe the buyer’s journey is as important as your sales process. This means you need senior strategists that understand both to streamline your process.

We know that creating content to keep up with the demands of your buyers is often hard to get off the ground. Experienced creative talent that specializes in the needs of fueling automation engines is difficult to find. We add specialized talent to your existing team immediately.

Today’s marketing departments are increasingly technology-powered. We have experienced this ourselves and are experts in these various analytics programs, marketing automation and salesforce automation platforms. This allows us to work with what you have in place, or we can help you build best practices from scratch.

Simply throwing bodies at the problem and generating more leads won’t solve the problem. We have well trained reps that understand how to use the automation tools to identify the hottest opportunities and buyer education reps that understand the nuances and desires of the new buyers.

We know that the right team with the right skills will provide you with better data and robust quantitative & qualitative analysis. This is an essential step that’s required to quickly make this challenging market shift and automate as much of your sales and marketing process as possible without losing sales… or your shirt!

Outsourcing Sales and Lead Generation Case Study

by Glen Springer | Jul 13, 2017

Online Technology Publisher

The Challenge

Sales were flat with core offering static or in decline as target decision makers were being flooded with a wave of new products and solutions. Sales Team had slipped into complacency as account managers focused on servicing existing accounts reselling same products and services. Through attrition existing team did not know how to generate new business (no entrepreneurial spirit).

Selling To: VPs, Product Managers and Directors of Marketing in Mid-Market

The Solution

Sales Process Consulting – GS identified gaps in the business operations, human resources and training necessary to produce individual and organizational SWOT analysis.
Sales Consulting – Gabriel Sales crafted an Ideal Customer Profile and conducted existing client interviews to discover and recommended areas for 3 new service and product offerings.
New Product Launch and Outsourcing Lead Generation – Gabriel Sales targeted 1200 new companies hitting Ideal Customer Profile
Outsourcing New Business Acquisition – Staffed Inside Sales Rep to close package deals and to sale qualify and set appointment for larger opportunities.

The Results

2 of 3 new product offerings gained traction producing one business unit generating 300K in revenue annually at a 50% margin and a second unit generating 500K annually at a profit margin of 21%.
Priced, scripted and created marketing material for new products offers. Once methodology and offers built set quotas, forecast and trained existing sales force in new solutions without disrupting their workload.
Re-invigorated – 6 existing clients once re-engaged with a customer centric and solutions based sales approach increased annual revenue engage 2X

Outsourced Sales and Marketing

by Glen Springer | Jul 1, 2017

Why Build an Integrated Sales and Marketing Engine?

Because More and More Products and Services are “Bought” then “Sold”

Consider how you buy. Do you try to self-educate first? Once educated, are you more open to talking with a rep to understand the people behind the product and how the company can help you specifically? If this process well-executed, does it turn you into a buyer? If it’s done wrong, do you buy from a competitor or pass all together? When your buying criteria is met, do you become a customer?

The rules of selling and buying have changed. Sales is now about openness, transparency, authenticity and trust. First, you make it easier for the buyer to buy, then you close.

The buyer now runs the show and this creates both longer and shorter sales cycles for your sales reps. To close sales, you need inbound and outbound lead generation, SEO, Social Media and Email Marketing. The sales conversation requires digital content designed to educate and sell to the buyer the way the buyer wants to buy. B2B Sales and Marketing teams need the right technology to measure results and increase sales and marketing efficiency. To win business and close revenue now requires aligned sales and marketing. We make your success easier and faster.

We provide sales and marketing outsourcing for:

Companies taking new products to market
Companies/firms that need to build a repeatable and scalable sales process
Mature sales organizations looking to outsource staffing

For Companies Looking to Take a New Product to Market

Gabriel Sales is an Outsourced Sales Company and Marketing Firm that helps you to plan, build and execute an integrated and scalable B2B Sales, Pipeline Development and Lead Generation engine. We make the complex simple by combining your thought leadership and your knowledge of your customer along with our sales and marketing expertise to create a B2B sales engine. We follow a systematic framework over the initial 90-180 days (depending on the length of your typical sales cycle) to plan, implement and get deal-flow started.

This program is typically leveraged by B2B software, hardware, IT and managed services firms just getting started or professional services firms trying to expand growth beyond their core consultants or professional services leads. Your initial outsourced sales program will include the following:

Go-To-Market and Market Validation Strategy Consulting
Lead Management and Pipeline Development Program
B2B Lead Generation Program

All with the ability to start to forecast results.

For details on all the features of these programs and pricing, please visit our services home page.

For Companies Looking to Scale Sales

If your company already has established deal and revenue flow predominantly built on the back of strong sales executives or professional service leads, Gabriel Sales can help you frame, document and digitize a repeatable sales process. We simply clone what already works and within a quarter, we can provide:

Abridged Go-To-Market Strategy Consulting
Content Production
A Lead Management and Pipeline Development Program
A B2B Lead Generation Program