This is part-two of a two-part blog series on the advantages of hiring a B2B sales outsourcing company in 2014. Click here for part one.
Identify or Confirm Appropriate Market Segmentation and Ideal Customer Profile
Understanding who you are selling to and who your best customers are is much harder in B2B than it is in B2C—mostly because B2B products/services are generally more complex and abstract. In addition, there are generally now multiple decision makers involved in the buying process, each of whom often having different needs and concerns.
Coming up with the right combination of segmentation and messaging is a task that can overwhelm many B2B sales and marketing teams. Getting audience segmentation right often requires a lot of experimentation and small adjustments, and many teams simply do not have time for this. Leveraging a sales and marketing outsourcing company allows you to identify your ideal customer profile and perfect your market segmentation while keeping your top producers focused on revenue generating activities.
Leverage Proven Sales Methodologies and Years of Sales Experience
IT firms live and breathe IT. Real estate companies live and breathe real estate. The same goes for sales outsourcing companies—sales is what they know. By hiring a sales outsourcing company, you gain the years or experience and expertise of a team who spends their days fully immersed in selling.
A quality B2B sales and marketing outsourcing organization also keeps constant track of the changes and trends happening in selling and buying. The fast-pace of the internet and web technologies means changes now happen constantly, and being ahead of the curve can give you a huge edge on the competition. By hiring a sales outsourcing team, you don’t have to worry about keeping up with every trend and change happening in sales and marketing. Your outsourced sales team will take care of that for you—leaving you to focus on serving your customers.
Ability to Execute Quickly and Understand Results
By leveraging a sales and marketing outsourcing company, you not only gain the ability to quickly execute effective campaigns, but you also gain a clearer understanding of the impact of those campaigns. At Gabriel Sales, we use multiple measurement and analytics tools to help our customers get a clear picture of the effectiveness of all of their efforts and work with them to optimize everything we can.
By combining the insights from search data, marketing automation, sales technologies and website analytics, you can get a clearer picture of your market, your prospects, your competitors and your overall impact. By hiring a sales outsourcing company to help, you can derive insights from data more quickly in order to maximize efficiency and optimize ROI.