Sales Outsourcing Social Media Case Study

Sales Outsourcing Social Media Case Study

by | May 3, 2017

In this sales outsourcing social media case study you will learn how a multi-channel demand generation solution helped a social media technology company scale faster at a lower cost of sales.

The Challenge

Technology Company developed a real time analytics technology had already launched into a non-marketing focused vertical with success but limited growth potential.  The product worked well but the market was not big enough. Initially company needed more capital for growth. Series B investors required new vertical and marque client traction to close round. Company had no internal competency in market research, analytics, solution sales or ad agency sales.

Selling To: Fortune 500 EVPs and SVPs of Sales and Marketing, CMOs, Agency CEO, CIOs and Directors

The Solution

  • Outsourcing Lead Generation – Staff three lead generation reps for first 120 days to fill the pipe
  • Sales Consulting and New Product Launch –  Simultaneously worked with client executives and  took existing technology and sales repackaged new verticals
  • New Product Launch – Staffed inside rep and sold initial low end intro packages.
  • Outsourcing Sales – Cut lead gen team in half and staffed a full time enterprise sales representative to move into elephant hunting mode
  • Sales and Account Management Recruiting – Trained two senior sales representatives hired directly by company as Gabriel Sales blended team filled their pipes. Recruited a Market Research PhD to manage client servicing
  • Sales Process Consulting –  Functioned as temporary SVP of Sales and Marketing

The Results

First 180 days

  1. 18 pilot deals closed.
  2. One of the top 3 players in; CPG, Entertainment, Beverage, Office Products, B2B tech, Management Consulting and Retail closed.
  3. 2 of the top 4 Advertising Agencies running pilots.  5 other smaller agencies piloting.
  4. Series B round closed

Second 360 Days

Helped to recruit a President to oversee entire business development, client services and sales operations.

Transitioned Gabriel Sales team over as employees of the company

  • 12 additional pilots
  • 2 Agency relationship scaled leveraging solution across 5 or more Fortune 500 clients per agency as recommended solution
  • 5 Fortune 500 clients renewed and scaled from pilot to annual deals – 3 to 200K plus, 1 to 300K plus, 1-500K plus.
  • Helped to recruit a President to oversee entire business development, client services and sales operations.
  • Transitioned Gabriel Sales team over as employees of the company

Outsourced Marketing for Product Launches Case Study

Outsourced Marketing for Product Launches Case Study

by | Apr 10, 2015

product launches

Outsourcing Product Launches for Fortune 500 Companies

 

 

The Challenge

A heavily siloed organization was aggressively developing new online and offline lead generation and brand awareness solutions for product launches.  Programs were being acquired through partnerships, built internally or through mergers and acquisitions. They found that the programs acquired in overseas markets did not always resonate with U.S. marketers, and existing overseas price points were too aggressive for U.S. marketers. Also, rolling out products to existing sales teams had produced a detrimental effect or wildly skewed existing company plans.

Selling To: VPs Marketing, VPs and Directors MARCOM, Agencies, Managers Internet Marketing

 

 

The Solution

  • Sales Consulting and New Product Launches – Gabriel Sales creates target database, develops value propositions and tests new product or servicing offering to 800 prospects
  • New Product Launches – Every prospect contact is measured as value prop is defined and product is priced
  • Sales Process Consulting-VM scripts, cold call scripts, value propositions and qualifying questions are created and finalized.  Metrics and ratios for forecasts and quotas are created.

 

The Results

8 new products/solutions tested

 

  • 4 gained traction and reached significant sales bench marks
  • 3 are now successful businesses units generating in excess of $500K – $1M plus revenue across more than one geography
  • 1 product failed because of operational overhead

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Professional Services Sales for Data Analytics

Professional Services Sales for Data Analytics

by | Apr 10, 2015

Use Data Analytics for Professional Service Sales

The Challenge

Offshore Marketing Services Provider focused on selling highly complex data analytics solutions to the Fortune 500. Cost of doing business was initially very high because of limited servicing capacity and solutions were still in development. Closing the sale required the engagement of multiple decision makers.

Selling To: EVPs and SVPs of Sales and Marketing, Category Manager, Pricing and Promotions Directors, VPs and Directors of Loyalty

The Solution

  1. Sales Consulting – Customized value proposition, scripts, ROI and collateral designed by vertical by vertical as Fortune 2000  was systematically targeted
  2. Lead Generation Outsourcing – Gabriel Sales staffed full time inside sales representative to generate leads and to provide initial qualification and prospect development as well as data analytics.
  3. Sales Outsourcing – Staffed Senior Sales Executive representing carrying the client’s business card accountable for closing proof of concept deals and then working with Marketing Service Provider’s senior executives and business practice heads to scale revenue as relationships were transitioned from sales to internal account management teams to manage on a day to day basis.
  4. Full Time Sales and Marketing Operations Outsourcing – Gabriel Sales took over U.S. sales and marketing operations including a Senior Resource acting as U.S. VP of Sales and Business Development managing all US sales and marketing efforts.

The Results

Years 1 and 2

Gabriel Sales data analytics generated 60 qualified prospects, closed 16 proof of concept deals and scaled 5 relationships into annuity deals generating $250K plus annually.

Years 3 and 4

Gabriel Sales data analytics closed multiple deals worth over a million dollars annually for a collective annual run rate of $12M plus.

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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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Network SaaS Security Software Lead Generation and Qualification

by | Nov 14, 2011

Outsourcing Lead Generation and Lead Qualification for Network SaaS Security Software

The Challenge

A Series A funded network security risk and policy compliance software had multiple channel partners.  After two solid years channels were becoming less productive and growth was slowing.  Company made strategic decision to build a direct telemarketing and inside sales team to; decrease its reliance on the channel, increase its support of the channel,  target key verticals in Fortune 1000, and understand it’s sales ratios and direct sales business model prior to Series B round to increase valuation for founders.

Selling To: IT Directors,  Network Engineers, IT Managers,  CTOs  for Mid-Market Inbound Leads and Network Security Directors, Network Engineers and IT Directors for Outbound Telemarketing to Fortune 1000.

The Solution

  • Targeting Strategy – Crafted a go-to-market plan to target market.
  • Content production- Created early stage content and screencast demos of the the product to streamline buyer education
  • Outsourcing Lead Qualification – Staffed part time inside sales rep to qualify inbound leads and manage logistics of the sale.
  • Outsourcing Lead Generation – Staffed part time telemarketer targeting Temporary Sales Staffing – Gabriel Sales staffed temporary staff to make 10,500 follow up calls to 1500 inbound leads.
  • Marketing Operations Outsourcing – Took over Direct Marketing and Nurturing.
  • Sales Analysis and Consulting – Identified pipe velocity ratios and top market pains.

The Results

  • Lead Gen Rep made 3200 outbound calls to 49 Appointments – resulting in 11 Sales Qualfied Leads including 7 Fortune 200 Companies.
  • Built additional Nurturing Database of 2300.
  • Identified top 7 pains in the market.
  • Produced 7 short videos integrating company pitch with product demos addressing specific pains.  Established distribution platforms.
  • Integrated digital content into the sales process removing the requirement of the product specialist in the sales process until both the technical and business qualification of the prospect was complete.  This saved company one full day a week of products specialist time.
  • Company was acquired post execution of Gabriel Sales pilot program.  Sales pipeline, analysis and insights were leveraged in final negotiations.

 

We Are Passionate About Helping Entrepreneurs Committed to Sustained Sales Growth 

 

We Specialize in Building Outbound Marketing Engines To Consistently Fill Your Funnel with Real Sales Opportunities 

 

Contact our team and evaluate in detail if our solution can help drive your success and remove barriers to growth.

 

 

 

 

Marketing Consulting and Outsourcing for Fortune 500 Companies

by | Nov 14, 2011

Marketing Consulting & Outsourcing for a Security Middleware and Hardware Company

The Challenge

A Fortune 500 hardware and software provider was launching a new security middleware solution. Two divisions were merging. Sale was very complex requiring the participation of product specialists and a great deal of buyer education. Company was integrating a marketing automation platform and needed to establish marketing work flows and set baseline call metrics as part of implementation. Additionally company wanted to test scripts and messages without disrupting the existing inside sales team.

Selling To: Directors of Security, IT Directors and Database Architects following up on inbound leads from 3 media campaigns

The Solution

  •  Temporary Sales Staffing – Gabriel Sales staffed temporary staff to make 10,500 follow up calls to 1500 inbound leads.
  • Sales Consulting – Gabriel Sales tested multiple scripts, content and messages.
  • Sales Pipe Analysis – Tested a 7 call campaign (vs. previous 3 call campaign) and measured the result of every call.
  • Lead Scoring – Scored 3 sources of inbound leads for value by vertical and decision maker type.
  • Document Process – Documented all calls with verbatim and audio recordings.

The Results

  • Inbound lead performance lift from Marketing Qualified to Sales Qualified of 35% with 2 additional calls in sales process.
  • Profiled 1,200 accounts for future lead nurturing.
  • Scored most successful messages and business pains for educational content focus to reduce involvement of product specialists early in sales cycle.
  • Recommended increasing outbound follow up from 3 calls to 5 calls for optimal return on marketing investment
  • Scored 3 lead sources by vertical and decision maker type to increase the performance of future media buys
  • Process Transitioned – Scripts and process transitioned to existing sales team at end of engagement.
  • Were able to test without disrupting existing staff during the reorganization.

 

We Are Passionate About Helping Entrepreneurs Committed to Sustained Sales Growth 

 

We Specialize in Building Outbound Marketing Engines To Consistently Fill Your Funnel with Real Sales Opportunities 

 

Contact our team and evaluate in detail if our solution can help drive your success and remove barriers to growth.