Outsource Sales and Marketing Solution for Start Up SaaS Technology

Outsource Sales and Marketing Solution for Start Up SaaS Technology

by | Jul 24, 2017

SingleTree Technologies Case Study

The Challenge

A privately held professional service company developed a server based solution to optimize delivery for their existing professional services clients. The solution was so well adopted they developed a SaaS solution to service a broader market.

  • Selling a 20K to 40K annual license with 30K start up fee to Mid-Level Management in SMB market.
  • Sales cycle was 120 days to 1 year once engaged (annual budget cycle).

Company needed an outsourced sales and marketing solution to generate new qualified leads for closer. Executives had deep industry domain expertise and wanted to acquire sales and marketing strategy expertise and build the sales funnel prior to hiring and outside rep. In addition company wanted to build awareness in core market vertical first and over time expand solution to additional verticals.

Additional Challenges:

  • Company was self-funded and wanted to run lean
  • Buyers were not aware this type of solution existed in the market
  • SEO and Inbound marketing tactics would be of limited use because no one was searching for the solution
  • Executives had sale expertise but had no interest, experience or desire to manage a lead generation team
  • Company was starting from scratch with no database to target
  • SEO and Inbound marketing was of limited value because
  • Mid-level management
  • Sale required selling different value props to the end user, management and C-suite for final budget approval

The Solution

Initial 6 Month Outsource Sales and Marketing Solution:

Sales and Marketing Strategy, Target Market Research, Content Strategy, Content Production Marketing Automation and Sales Automation, B2B Lead Gen Campaign, Outsource Sales and Marketing Execution

  • Gabriel Sales implemented our agile sales acceleration workshop to develop a comprehensive integrated sales and marketing strategy.
  • Researched multiple verticals to determine size, viability and ease of reach using SEO, social media, email marketing and cold calling
  • Documented buyer persona and buyers journey for 2 specific verticals and 2 decision maker levels.
  • Implemented Pardot as Marketing Automation Tool, SF.com and integrated Digital Demand Center™
  • Conducted onsite content workshop to develop content for new lead generation and to automate the early buyer education process including video demos,  head shot FAQs, blogs, checklists and webcasts
  • Executed eMail marketing campaigns to build awareness and target specific markets
  • Staffed blended marketing team to manage ongoing email nurturing and marketing automation campaigns.
  • Scored leads
  • Staffed outsource sales reps to leverage the marketing automation platforms to set appointment for senior reps.

The Results

Initial Results - First 6 months

Database of decision makers in key verticals

Sales qualified opportunities transitioned to company closer

Day Turnaround

On-going Engagement:

The Results are Still Amazing

  • Company hired in-house marketer to enage scored leads, and to create an ongoing flow of content to use in sales engine.
  • Gabriel Sales trained in use of the sales engine.
  • Gabriel Sales continues to add 5000 fresh leads into the engine an a semi quarterly basis with additional email marketing awareness campaigns
  • Gabriel sales continues to manage the blocking an tackling of automation system and outbound email marketing
  • Gabriel Sales manages social media content distribution and tightly controlled PPC and retargeting campaign

The Engine Still Produces

  • Engine continues to generate 2-4 new qualified opportunities per week
  • Engine continues to develop 100 sale ready, early stage leads per month
  • Engine continues to bring in leads ready for initial engagement
  • Engine itself, sustains enough lead flow for enterprise sales rep

What is the Difference Between B2B Demand Generation and B2B Lead Generation?

by | Jul 21, 2017

As an outsourced B2B demand generation and sales outsourcing company, we are frequently asked by customers, what is the difference between demand generation vs. lead generation when the goal for both is to increase revenue and drive more sales for a company? There are many definitions, so here is ours:

  • B2B Demand Generation is the integrated marketing and sales machine that gets sales qualified leads to the sales rep and then helps to close with sales content marketing. B2B demand generation’s job is done when the deal is closed.
  • B2B Lead Generation is the measurable output of the machine. B2B lead generation’s job is done once that lead is moved from a marketing qualified status to a sales qualified status.

As a sales outsourcing and B2B demand generation company, we have been fortunate enough to work with some tremendous innovators while building parts or all of their high velocity sales machines. Below are some of the best practices and tactics Gabriel Sales recommends and tips from some of the thought leaders we work with:

Why Outsource Your Sales and Marketing?

by | 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

Outsourcing Sales and Lead Generation Case Study

by | 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 | 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:

  1. Go-To-Market and Market Validation Strategy Consulting
  2. Lead Management and Pipeline Development Program
  3. 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:

  1. Abridged Go-To-Market Strategy Consulting
  2. Content Production
  3. A Lead Management and Pipeline Development Program
  4. A B2B Lead Generation Program

All with the ability to start to forecast results.

For Mature Sales Organization

If you have a documented and scripted early stage sales process, lead management and pipeline development program, and all the B2B lead generation and content marketing tools required for success, Gabriel Sales can help you scale and improve your sales results by augmenting gaps with the staffing of:

  • Lead Gen and Demand Gen Reps
  • Inside Sales Reps to Close Business
  • Marketing Coordinators and Database Managers to Increase Your Inbound
  • Technical Experts for Marketing Automation Management