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
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
by Glen Springer | Jun 28, 2017
Over the past several years, the lines between sales and marketing have been blurred. This is especially true when it comes to qualifying B2B leads. As an outsourced sales and marketing company, we see both good and bad B2B lead qualification processes. And with the new digital buyer, we believe that the most successful path to qualify leads is now a combination of sales and marketing working together to get the most from your sales and marketing budget. We believe this is one area where considering an outsourced team may make sense. Here is how outsourced sales and marketing qualify leads.
Call B2B Leads Immediately
We all know that there are huge advantages to following up immediately. Buyers have short memories, so you need to strike while the iron is hot. If a call is made instantly after a webinar or a form fill, the buyer may not be ready to buy, but they will be more likely to answer a handful of initial qualification questions about time frame, budget, and why they’re interested. The added bonus is, if the buyer is ready to start evaluating vendors, the first several vendors to reach out will be at the front of the line and the likelihood of getting on their short list increases dramatically.
It is also important that when you get and inbound lead or generate an outbound lead, you immediately drop it into your marketing automation platform. This will keep you top of mind and allow the buyer to learn more about your company (and brand your company) on their own time – not on your caller’s time.
An outsourced sales and marketing company can provide the staff to help you stay on top of all inbound leads.
Understand who you’re qualifying
Do your homework. Research shows, only 2 out of 10 callers take the time to do even a minute or two of research prior to making a qualifying call. Take the time to understand whom you’re qualifying and what the company does.
This is especially true when calling senior executives. The more you demonstrate your knowledge about their company and industry, the more likely they’ll share information about their needs and challenges.
An outsourced sales company will already have the necessary tools and the trained staff to make researching the buyer easier and more cost efficient.
Be Smart About Whom You Call
Building a buyer persona and an ideal customer profile is now critical to getting the most out of your marketing and sales budget. If you hit the mark targeting the right industries and companies, you’ve already qualified for the first level of fit.
Calling is the most expensive part of B2B lead qualification, so you need to focus on buyers and influencers most likely to buy. Today, you absolutely need to separate the buyers most likely to buy, so you can focus your time on these buyers first, and the easiest way to do this is to use your marketing automation platform to score the buyers most engaged with your digital content.
Outsourced sales and marketing qualify leads faster because they will have a blended team in place that can target correctly, acquire databases faster, and have the automation best practice expertise to help you use your marketing automation to score leads more effectively.
You No Longer Need to Qualify Immediately
BANT is dead. If a potential buyer doesn’t have the budget and authority immediately, it doesn’t mean the lead is dead – it simply means it may take more time to qualify. If a prospect has the need, you can now drop them into your automation campaigns, and over time, as their interest starts to grow, the timeline and budget will start to appear.
Not to state the obvious, but new leads need to be prioritized, but only 10% of qualified leads convert into immediate sales. Granted, there is tremendous gratification in that, but 90% of your B2B leads now take time to develop, which often requires a combination of continued marketing and occasional phone calls. Keep leads in your system until they opt out.
About Gabriel Sales Outsourced Sales and Marketing
Gabriel Sales build modern sales and marketing operation for small businesses and startup. We use best outsourced sales and marketing practices and modern sales and marketing to qualify leads and run intergrated sales and marketing campaigns to build a consistent flow of quality leads.
To learn more about our outsourced sales and marketing and decide if this may be the right approach for you please visit our new approach to outsourced sales page.
by Glen Springer | Jun 26, 2017
In this accelerating and highly competitive business environment, innovation is critical for continued growth. As Bob Dylan aptly wrote, “Those not busy being born are busy dying.” In some cases, this is adding additional services for existing clients; while in other cases, this can mean a new product launch.
When your new product is ready to launch, you have a decision to make. You can give the product to your existing sales team, but this may distract them from staying focused on your core business. Or you may consider hiring a new sales rep – or multiple sales reps; however, the challenge with this approach is that hiring and training a new sales team that understands the market takes time and costs money. And with everything else surrounding a new product launch, most executives will already have a great deal on their plate.
This is when considering an outsourced sales product launch may make sense. An outsourced sales product launch will have the following key advantages:
- Quick and effective go to market strategy – an outsourced sales company will be able to work with your executives to craft a go to market strategy.
- Content production support – an outsourced sales company can recommend and cover gaps in the content required to take a new product to market.
- No recruiting costs – you can tap into a blended team of sales and marketing professionals, reducing the costs of launching your new product.
- Faster to market – with a team ready to go you will get to market faster, giving you a competitive advantage or keeping a competitor within distance.
- No hiring and training new salespeople – you will not need to spend valuable time training a team.
- Sales experts who can help you hone your strategy – an outsourced sales company will have a team that knows how to work together and how to communicate and share new strategies that may help your business as they’ll know what sales and marketing tactics work best.
- Tools for measuring success – an outsourced sales company that specializes in running new product launches will understand how to implement CRM and Marketing Automation Systems. Furthermore, they will be able to run these tools in parallel, or they can help you to refine your existing tools to measure the key metrics for success, so you get smarter faster.
- Lower cost to test multiple lead generation tactics – an outsourced sales company will be able to run multiple types of campaigns simultaneously, including:
- email campaigns to generate leads and build awareness
- PPC campaigns to generate leads and build awareness
- Cold Calling campaigns to generate leads from your most important targets
- Marketing automation campaigns to develop and score leads
- Follow up calling campaigns to qualify leads and set appointments
About Gabriel Sale Outsourced Sales Product Launch
If you aren’t sure how to effectively build a strategy or launch a campaign for a new product, an outsourced sales company may help get you to market faster and more effectively at a lower cost. Many companies have pursued this strategy effectively in the past. You can learn more about Gabriel Sales outsourced sales results from our outsourced sales case studies.
Gabriel Sales provides sales outsourcing and marketing services to help Start Ups and SMBs modernize their sales and marketing operations. To learn more about our approach to helping companies address the new digitally-driven buyer, you can also check out our About Us page.
by Glen Springer | Jun 21, 2017
2017 has gotten off to a solid start for most B2B companies, and the economy is continuing to gain momentum quarter after quarter. So, what company wouldn’t want to have more qualified sales opportunities every month? Even with the economy headed the right direction, almost every sales executive and sales rep we speak with can still handle more quality lead generation and sales appointments. In fact, when surveyed at the end of 2016, my Marketing Profs concluded that lead generation and setting appointments with qualified opportunities continues to be the number one focus of most small businesses trying to scale. It’s also become one of the most challenging parts of the sales process for similar reasons at most small businesses:
- Buyers have so many lead generation reps approaching them daily, it’s harder and harder for a sales person to break through and connect.
- Sales reps don’t have the time required for lead generation on a daily basis
- Prospects require sales reps to share quality content once they do connect
- More and more buyers are educating themselves online, trying to avoid talking to a sales rep until they are well educated – prospects are doing so much of the fact-finding on their own. They are looking for ideas, suggestions, and resources online, and not even involving a sales person at that stage of their journey.
What would happen to your revenue growth if you had a consistent flow of leads coming into your organization on a monthly and weekly and basis? And what if these leads were prioritized, so if your closers or Sales Development Reps had limited bandwidth, they could call the buyers most likely to be interested first.
This is now possible by integrating sales and marketing functions to run sales and marketing campaigns. It is not a magic bullet; it takes hard work, but the idea is simple. A B2B sales outsourcing can help you do the hard work. A B2B sales outsourcing and marketing company can help you take the information that used to be exclusively be shared by a sales rep and a sales engineer early in the sales process and create digital content that in effect clones that sales process. You then need to share the content with your buyers in multiple ways. In doing this, buyers can find your information online, or you can share it in email campaigns, or your sales development reps can share with the buyers early in the sales conversation.
Granted the concept is not a new one. You use marketing to attract buyers, but the way you now have to put all the pieces together is more important than ever. Here are six steps you need to take to generate more leads on your own or with a B2B sales outsourcing partner.
Lead Generation Success starts with
Map Your Sales Process and Your Buyers Journey – Document every step in your sales process. Document each step in your Buyer’s Journey. Create a content map of the questions and information you share at every stage of the buyer’s journey.
Create Content to Share Your Expertise. Commit to creating digital content that replicates the information needed for the buyer journey. Use a combination of head shot videos, screencast videos, short webcasts, blogs and checklists. A B2B Sales outsourcing company like Gabriel Sales can run a content production workshop to help you create enough content for three to six months of your initial effort over a quick several day period. Long-term (after you get through your first wave of content), you will need to be prepared to continue to create two to four additional pieces of content per quarter.
Share the Content through a Marketing Automation Platform – Start sending content on a regular basis with a marketing automation platform.
Score the Leads – Use the marketing automation to score lead engagement with the content you send and any other content they find on their own on your website.
Share Content as Part of Your Calling Efforts – Have a piece of content to share when you cold call. Sharing is caring and you will generate more early stage leads this way.
Share it in social media – You can publish directly on LinkedIn, and push through Twitter, as well as host videos on your website and in your YouTube channel. And don’t forget about Google+.
When your prospects see you as an expert who can add real value, they will be happy to take your call and meet with you. And with scored leads, you can prioritize the buyers most likely to buy.
About Gabriel Sales B2B Sales Outsourcing
Gabriel Sales helps companies transform their sales and marketing with:
- Sales Consulting
- Outsourced Sales and Marketing
- Sales Automation Systems Implementation
To learn more about our philosophy and how we may be able to help we invite you to visit our About Us page. Or you can check out our outsourced sales and marketing services here
by Glen Springer | Jun 21, 2017
2017 has gotten off to a solid start for most B2B companies and the economy is continuing to gain momentum quarter after quarter. So what company would’t want to have more qualified sales opportunities every month. Even with the economy headed the right direction, almost every sales executive and sales rep we speak with can still handle more quality sales appointments. In fact, when surveyed at the end of 2016, my Marketing Profs generating and setting appointments with qualified opportunities continues to be the number one focus of most small businesses trying to scale. It’s also become one of the most challenging parts of the sales process for similar reason at most small businesses:
- Buyers have so many lead gen reps approaching them daily, it’s harder and harder for a sales person to break through and connect.
- Sales reps don’t have the time required for generation leads on a daily basis
- Prospects require sales reps to share quality content once they do connect
- More and more buyers are educating themselves online, trying to avoid talking to a sales rep until they are well educated – prospects are doing so much of the fact-finding on their own. They are looking for ideas, suggestions, and resources online, and not even involving a sales person at that stage of their journey.
What would happen to your revenue growth if you had a consistent flow of leads coming into your organization on a monthly and weekly and basis? And what if these leads were prioritized, so if your closers or Sales Development Reps had limited bandwidth, they could call the buyers most likely to be interested first.
This is now possible by integrating sales and marketing functions to run sales and marketing campaigns. It is not a magic bullet; it takes hard work, but the idea is simple. A B2B sales outsourcing can help you do the hard work. A B2B sales outsourcing and marketing company can help you take the information that used to be exclusively be shared by a sales rep and a sales engineer early in the sales process and create digital content that in effect clones that sales process. You then need to share the content with your buyers in multiple ways. In doing this, buyers can find your information online, or you can share it in email campaigns, or your sales development reps can share with the buyers early in the sales conversation.
Granted the concept is not a new one. You use marketing to attract buyers, but the way you now have to put all the pieces together is more important than ever. . Here are 5 steps you need to take to generate more leads on your own or with a B2B sales outsourcing partner:
Map Your Sales Process and Your Buyers Journey – Document every step in your sales process. Document each step in your Buyer’s Journey. Create a content map of the questions and information you share at every stage of the buyer’s journey.
Create Content to Share Your Expertise. Commit to creating digital content that replicates the information needed for the buyer journey. Use a combination of head shot videos, screencast videos, short webcasts, blogs and checklists. A B2B Sales outsourcing company like Gabriel Sales can run a content production workshop to help you create enough content for three to six months of your initial effort over a quick several day period. Long-term (after you get through your first wave of content), you will need to be prepared to continue to create two to four additional pieces of content per quarter.
Share the Content through a Marketing Automation Platform – Start sending content on a regular basis with a marketing automation platform.
Score the Leads – Use the marketing automation to score lead engagement with the content you send and any other content they find on their own on your website.
Share Content as Part of Your Calling Efforts – Have a piece of content to share when you cold call. Sharing is caring and you will generate more early stage leads this way.
Share it in social media – You can publish directly on LinkedIn, and push through Twitter, as well as host videos on your website and in your YouTube channel. And don’t forget about Google+.
When your prospects see you as an expert who can add real value, they will be happy to take your call and meet with you. And with scored leads, you can prioritize the buyers most likely to buy.
About Gabriel Sales B2B Sales Outsourcing
Gabriel Sales helps companies transform their sales and marketing with:
- Sales Consulting
- Outsourced Sales and Marketing
- Sales Automation Systems Implementation
To learn more about our philosophy and how we may be able to help we invite you to visit our About Us page. Or you can check out our outsourced sales and marketing services here
