Sales Operations Outsourcing and Sales Consulting Case Study

Sales Operations Outsourcing and Sales Consulting Case Study

by | Jul 26, 2017

The Challenge

A small company had two years of declining revenue. The original founders decided to part ways. Gabriel Sales’ client retained ownership of mid-sized business clients and the web technology software, architecture and engineering teams. The second founder spun off a graphic design company. The new entities executive’s core competency was sales but he needed to focus on rebuilding operations and maintaining strategic partnerships. Was looking for quick operational support.

Selling To: Directors of Marketing, Small Business Owners, Creative Directors of Small and Medium Sized Business

The Solution

  1. Lead Generation and Inside Sales Outsourcing-Gabriel Sales staffed lead generation and inside sales staff trained by founder to fill the pipe and close basic service offering.
  2. Sales Consulting and New Product Launch-Gabriel Sales examined existing infrastructure and service offering and identified an internal self-publishing tool that could be sold as a stand alone offering
  3. Part Time Inside Sales Staffing -Gabriel Sales dedicated a telemarketer to focus on the new product offering, packaged and staffed an inside sales representative to generate blended technology and service offering deals for founder to close.

The Results

New Prospects

%

Retention Rate

Deals in 4 Months

  • From a universe of 2,000 targets, Gabriel Sales contacted 500 new prospects and past clients to introduce the new entity.
  • Gabriel Sales provided an infrastructure including a cleaned and organized database, created a sales training manual then recruited and transitioned the team back in-house, once the founder had reorganized and built internal operations.
  • Company retained 90% of clients.
  • Gabriel Sales closed 3 new deals in a 4-month period and passed 20 plus prospects  for additional development by founder and transitioned team (7 closed within 6 months)

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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
How B2B Sales Outsourcing Lead Generation Works in 2017

How B2B Sales Outsourcing Lead Generation Works in 2017

by | 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

B2B Sales Outsourcing Lead Generation Tactics Explained

by | Jun 12, 2017

B2B lead generation is one of the top sales challenges facing many small business that want to grow their sales revenue. And generating a consistent flow of leads is critical in a competitive market. To grow the sales of a solution, establish or maintain a competitive advantage to thrive in today’s sales environment, which requires innovative approaches and hard work.

This is where a B2B sales outsourcing solution may be able to help. A B2B sales outsourcing company can assist you in framing and executing the most current and effective campaigns using modern sales and marketing operations. This will allow you to move faster, implementing the right research, lead generation techniques, and technologies. Your sales team can focus on selling, while your B2B sales outsourcing partner can focus on sustained and consistent lead generation to improve your sales results and help you meet your sales revenue targets.

With so many possible tactics available right now, your B2B sales outsourcing team will help you select the best direction for your business.. The following lead generation tips are some of the options that will now be at your company’s disposal.

Content Marketing

Content marketing is now a requirement for lead generation success. Over 70% of buyers now prefer to learn about new products or solutions with educational information shared through email. You can share this content through social media campaigns, email-marketing campaigns, and with cold callers on first calls.

Over time, a bonus effect of quality content will enable you to slowly start moving to a higher and higher position in search engine results. A B2B sales outsourcing lead generation company like Gabriel Sales will be able to help you craft educational content that your buyers will enjoy in a short, one to two day content workshop.

Social Media Marketing

Once you have your quality content, you can share that content on social media. For most B2B companies, we recommend starting slowly and saving your best content for social media. The two most effective tools for B2B campaigns are LinkedIn and Twitter (in that order). It is also helpful to share that same content on Facebook and Google +.  Google+ is very helpful to improve search engine results.

Email Marketing to Generate a New B2B Leads

Email marketing is all about communicating through a structured email to generate leads and establish a relationship with potential clients. A B2B sales outsourcing lead generation company will be able to help you navigate through multiple vendors to target as many as 75,000 potential targets for about the fully-loaded costs of one sales development rep for one month. This will typically generate 2000 to 4000 early stage leads.

Email Marketing to Develop and Prioritize B2B Leads 

One of the most significant developments in sales and marketing over the past decade is marketing automation platforms. Marketing automation allows you to share your thought leadership to develop trust and stay top of mind with consumers that are not quite ready to buy.  These same tools also allow you to score leads and predict their readiness to buy based on the content they are engaging with. A B2B sales outsourcing company will be able to help you implement these campaigns and technologies the right way the first time.

B2B Sales Outsourcing Calling Team
Finally, a lead is only valuable if it turns into an appointment. The days of old school smile and dial and throwing bodies on the phone to generate more leads is over.  A B2B sales outsourcing company will be able to help you immediately staff a trained team of sales development reps that understand how to use content and marketing automation the most effective way possible to set appointments for your closers.
About Gabriel Sales B2B Sales Outsourcing Lead Generation

We specialize in helping SMBs and start-ups build modern sales and marketing operations. To learn more about our outsourced sales and marketing services and how we now view the sales challenges B2B companies now face and how we solve them we invite you to check out our new approach to outsourced sales page or visit our B2B sales outsourcing lead generation starter campaign page. Contact Us to learn more about how we can help your business.

Sales Outsourcing and Inside Sales

by | Jan 9, 2017

For decades the typical sales organization was comprised of sales reps cold calling and working in the field.  They set their appointments and then meet face-to-face with potential buyers.  And in recent years we have started to see a transition to those outside reps getting support from “inside reps” who assist in setting the appointments.  And once again typically a company would build this organization internally.

However over the past several years both CRM and marketing automation technologies have become technology staples of most modern B2B sales operations. These technologies enable companies to control visibility of each stage of their sales process.  These same technologies now allow companies to seamlessly consider sales outsourcing for their inside sales activities. Here are a few of the advantages to evaluate to help you decide if an inside sales outsourcing team is a good fit for your company:

Sales Training – There are multiple benefits that can be realized from shifting to an inside sales outsourcing model. One of the biggest advantages is that your sales training will become more effective with inside sales outsourcing.  When a company uses an outside sales model, sales reps do not come into contact with each other on a regular basis. But with an inside sales outsourcing team your reps will be working in the same office space. It’s much easier to quality control sales training for new reps, share “best practice” sales tips, and disseminate new information.  For smaller businesses that only have the need for one or two inside reps this advantage can be even more significant because your inside sales outsourcing team will be surrounded by other reps selling other products.  You will gain access to a part time sales manager that will keep your team on track and well trained without the expense of staffing a full time sales manager.

Scaling Faster – As an inside sales outsourcing company we believe when a company is just getting off the ground it makes sense to staff a closer on the client side to gain insights into the entire sales process start to finish. An internal sales executive also allow you to more effectively build the personal relationships a company just getting off the ground needs. In many cases this resource is also one of the executives in the company, often the founder.  And then as the company understands its sales process an inside sales outsourcing company can craft a repeatable sales process to generate the lead, develop the lead and qualify the lead using content and well trained business development reps. Switching to an inside sales outsourcing model may make sense, since it provides the ability to integrate new staff more effectively and allows for more rapid growth.

Complexity of the Sale Another highly influential factor that determines how to deploy an inside sales outsourcing team is the complexity of the company’s sales cycle – how many buyers and influencers are involved, deal size and value, and the complexity of the product itself.

For example – an enterprise sale is a long cycle involving multiple individuals at various levels of the organization. In these cases, external sales reps are required – again, because selling extremely high-value products over a long period of time is something that relies on the development of more personal business relationships.  If this is the type of sale you need we typically recommend using inside sales outsourcing for the initial lead generation and the early stage introduction of your solution to multiple buyers across the target organizations.  Once the buyer becomes engaged your outside sales rep should take full ownership of the sale.

On the other hand if you have a short and simple sales cycle this is where an inside sales outsourcing model can take the sale further.  Inside sales outsourcing can generate the lead, develop the lead and educate the buyer.  In some cases you can simply staff a sales engineer with technical or business domain expertise to answer technical or deep domain questions and your inside sales outsourcing team can manage the final close of the sale.

If outsourcing sales makes sense for your business then choosing the right inside sales outsourcing model is key to ensuring it sales outsourcing will help to grow your business. In many cases a hybrid model may make the most sense.  To learn more about how Gabriel Sales approach sales outsourcing and marketing feel free to visit our sales outsourcing services page.

How to Build a High Velocity Marketing Engine for New Product Launches – Short Webcast

by | Jul 25, 2016

Watch this short video to learn how to build a high velocity marketing engine.

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New Product Launch Strategy

This 3:20 video outlines new product launch sales strategies and tactics and how outsourced marketing with a outsourcing and a marketing engine may be able to help with:

  • Sales and Marketing Alignment
  • Speed to Market
  • Beating the competition
  • Closing deals faster
  • Market intelligence and feedback loops
  • Metrics that make investors happy
  • Sales Technology infrastructure