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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Fundraising and Employee Benefits Event Outsourced Sales Case Study

Fundraising and Employee Benefits Event Outsourced Sales Case Study

by | Jul 25, 2017

 

 

Fundraising and Employee Benefits Event and Sales Outsourcing

The Challenge

Company had an independent national rep force with more than 300 sales people. Company was planning to increase the size of the rep force by 25%, and needed to increase the volume of deals for both existing reps and new territories. Company had no database or inside sales and marketing support team to generate new leads.

Selling:   Fundraising and Employee Benefits Event  

Selling To: SMBs and Enterprise Companies

Average Deal Size and Sales Cycle:  Average initial deal size is $2K to $5K with most deals generating an additional $4K to $8K annually for many years once account opened.

The Solution

Gabriel Sales executed a Go-To-Market Research project to:

  • Size the market opportunity and what tactics were best suited to reach the market
  • Identify the Ideal Customer Profile and Buyer Persona
  • Documented Company’s Sales Process

Gabriel Sales developed a comprehensive outsourced sales and marketing campaign to:

  • Build awareness to a broad audience prior to the show
  • Build a database for ongoing marketing
  • Create content to automate early stage buyer education
  • Create content to nurture buyers not ready to transact
  • Implement a marketing automation and CRM system to manage campaign
  • Execute outbound eMail Marketing campaigns to build database
  • Staff callers to qualify leads and set appointment for national rep force

The Results

 

Opt-In Database of Potential Buyers

Ave. Monthly Sales Appointments

Ave. Monthly New Accounts Won

Built an In-House Sales Engine

Opt-In Database

Built an in-house, opt-in database of more than 40,000 potential buyers and counting.

Predictable Growth

Built a steady state process that generates a predictable stream of monthly sales appointments.

I

Automated Process

Built a sales and marketing process that leads to 15 – 20 new accounts, monthly.

BPO Outsourced Sales and Marketing Case Study

BPO Outsourced Sales and Marketing Case Study

by | Jul 25, 2017

Company is a mid-sized outsourced BPO services firm supporting specific financial services functions for the real estate industry with facilities in Manila and India. Company and 20 year sales partner parted ways with Senior Executives retirement. Company needed to take over all account management responsibilities while simultaneously building its own direct sales process and infrastructure.

The Challenge

Company needed a complete sales and marketing solution. Executives had deep industry domain expertise and wanted to acquire sales and marketing strategy expertise and to avoid a 300K investment in enterprise reps with an outsourced sales and marketing solution first.

  • Selling to Fortune 500 SVPs and Management and SMB owners
  • The universe of decision makers for the Company’s solution was less than 6,000 individuals across the United States
  • Company needed to be prepared to sell to both business owners of privately held companies and the Fortune 500
  • Company had no database, CRM and website was 5 years old.
  • Complexity of the sale and solution would require hiring 150K – 200K full comp reps and would take over a year to train.
  • Company had never attempted to develop leads beyond tradeshows and rolodex reps.
  • Typical sales cycle was 2-3 years from first contact.

The Solution: Year 1

Sales and Marketing Strategy, Target Market Research, Content Strategy, Marketing Automation and Website Development, B2B Lead Gen Campaign, Outsourced Sales and Marketing Execution

 

  • Gabriel Sales implemented our agile sales acceleration workshop to develop a comprehensive integrated sales and marketing strategy.
  • Re‐developed website in order to engage key prospect and customer segments by leveraging Company’s deep, industry‐leading expertise and knowledge
  • Targeted entire market of decision makers with comprehensive outbound calling & email campaign and pay-per-click campaign.
  • Implemented Marketing Automation System and Digital Demand Center™
  • Planned and developed ongoing buyer education nurturing program with relevant and valuable content mapped to the buying process
  • Performance reporting: marketing and sales pipeline scorecard (Traffic to MQL to SAL to SQL to Revenue), calling, content engagement, and marketing programs performance management.

The Results: Year 1

  • Targeted and confirmed the entire market was aware of the company and their solution.
  • Developed a database of 3,000 senior decision makers who opted-in to the company’s ongoing monthly “buyer education” marketing newsletter to ensure company remains top of mind.
  • Developed 4 opportunities

Ongoing Solution

  1. One, three-part new lead generation campaign, twice annually
  2. Annual sales and marketing strategy workshop
  3. Staff blended outsourced marketing team to manage ongoing nurturing
  4. Ongoing staffing of part time outsourced inside sales reps to monitor lead scoring engine to set appointments for company’s senior executives and account managers.

Company is now able to close business with existing executives and account management reps

Ongoing Results

Outbound Calls a Month

Ave. Appointments Set a Month

%

Ave. Appointments Moving to Pilot Program a Month

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Sales and Marketing Operations Outsourcing Case Study

Sales and Marketing Operations Outsourcing Case Study

by | Apr 10, 2015

Sales and Marketing Operations Outsourcing

Sales and Marketing Operations Outsourcing

The Challenge

Management Consulting and Industrial Engineering Professional Services firm spun out of Fortune 250 Company and hit $4M in annual revenue within 18 months.   The principals were mired in a cycle where they would sell, service and then need to start pipe from scratch.  Over next 4 years they hired 3 enterprise reps with Rolodex’s and landed one additional deal outside their own network and remained flat at $4M.  Sales cycle for enterprise deals was over 360 days for initial engagement of $20K to $50K, deals then scale to $250K – $500K in year two and $1M plus in year three.  To inject new revenue stream with shorter sales cycle company acquired a smaller practice with entry level solution and sales for that product line also remained flat.

Selling To: Fortune 1000 and Privately Held  Manufacturers’ SVPs and VPs of Supply Chain, Operations, Head of Engineering and Energy Manager

The Solution

  • Sales Consulting and Inside Sales – Scripted,  created content and created an inside sales process for entry level solution.  Took inbound leads from existing telemarketing partner, qualified, engaged and closed.
  • Sales Consulting – Simultaneously worked with client to create a repeatable high velocity sales process, ideal customer profile and collateral for enterprise professional service engagement.
  • Lead Generation Outsourcing – Client migrated telemarketing to Gabriel Sales for enterprise deals as entry level product sales transitioned back to business unit.
  • Digital Content Production and Digital Sales Execution –  Cloned the sales process for Top Producers for enterprise deals with video,  webcasts, blog and success stories.
  • Outsourcing Inside Sales and Marketing Operations – Gabriel Sales took over all lead generation, database management, software implementation and management of  direct marketing efforts to target, engage, qualify and nurture enterprise prospects.
  • Outsourced Sales Staffing – Staff a blended team of lead gen rep, inside rep and senior enterprise sales rep to manage the logistics and close of deals.

The Results

First 180 days

  • 4 entry level new business clients closed from with inside reps eliminating prior sales process which required extensive travel and face to face meetings.
  • Put 6 enterprise deals in the sales pipe.

Second 360 days

  • 3 additional entry-level deals
  • 8 enterprise deals closed
  • Internet Marketing Technologies scoped and implemented and blog launched
  • 4 enterprise deals moved to upsell
  • Sale collateral digitized in webcast, blog, video and customer testimonials
  • Nurturing database of 2000 plus decision makers created and marketing automation implemented.

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