Sales Outsourcing


Sales Operations Outsourcing and Sales Consulting Case Study

Sales Operations Outsourcing and Sales Consulting Case Study

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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BPO Outsourced Sales and Marketing Case Study

BPO Outsourced Sales and Marketing Case Study

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

Outsource Sales and Marketing Solution for Start Up SaaS Technology

Outsource Sales and Marketing Solution for Start Up SaaS Technology

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

Outsourcing Sales and Marketing Automation Performance

Outsourcing Sales and Marketing Automation Performance

The combination of outsourcing sales and marketing automation is a key to success.

As a sales driven company, marketing automation software is one of the key technologies that we implement to help businesses modernize their sales and marketing operations.

As important as planning campaigns and the implementation of the software is to the success of your outsourcing sales and marketing automation lead generation success, it’s also important not to drop the ball after you get started. You cannot expect to simply turn the system on and have it drive itself.   Optimizing your system after it goes live is one of the key areas where an outsourcing sales company can really accelerate your transition to building modern sales and marketing operations.

Here are several ways an outsourcing sales and marketing automation company can help ensure your success after the initial 60 to 90 days of your first marketing automation campaign.

Expertise on when to transition leads to your outsourcing sales team

The results of lead scoring campaigns are ultimately realized when the sales ready leads get into the hands of your business development reps and sales qualifiers at the right time and as quickly as possible. Establishing reports and notifications to the right person at the right time will ensure that the leads are acted upon quickly before they go cold.  An outsourcing sales and marketing automation company will have the best practices to program the right workflow based on their depth and breadth of experience.

Analysis to help you decide what content to create next and how to refine lead scoring

After the initial 90 days you should have your first wave of Sales Ready Leads in the hands of your closers.  Depending on sales cycles you should have enough information to make informed decisions about what content needs to be added to you content calendar.  To do this your outsourcing sales and marketing partner can work with you to review the commonly consumed content by people who convert to buyers or are deeply engaged prospects.  You can then assign higher value scores in your system to prospects when that content is consumed.  You can then have your outsourcing sales and marketing automation partner create similar content to use in future campaigns.

Analysis of email campaign performance

Just like the content you need to analyze the drip campaign performance.  Look for high performance click through rates (CTR) and unsubscribe rates and adjust your campaigns accordingly.  If there is a piece of content that people commonly unsubscribe from, remove it from your campaign.  If there is an email that has a high CTR, optimize the respective landing page and consider using it as part of an inbound campaign.

Keep creating content intelligently

Among the biggest bottlenecks many marketers face is trying to source good content while keeping it updated, fresh, and relevant. With data from your automation campaign you can now start to leverage your sales outsourcing and marketing partner to plan ahead. And because an outsourcing sales and marketing automation partner will understand both the front end and the back end of your sales funnel they will be able to help you with both the strategy and the actual content production required to help you keep the right level of content flowing at the right level of investment.

Conclusion

Gabriel Sales provides outsourcing sales and marketing automation services for companies after we transform their sales and marketing operations to meet the needs of today’s digital buyer.  If you are new to lead scoring and marketing operations we invite you to check out our whitepaper “Drive More Sales Ready Leads in 60 Days”  How to build a sales system to consistently generate more sales ready leads at a lower cost.

ORCHID BAY – Outsourced Sales and Marketing Case Study

ORCHID BAY – Outsourced Sales and Marketing Case Study

outsourced sales and marketingOutsourced Sales and Marketing at Orchid Bay

A Real Estate LLC developing an eco-conscious community in the Caribbean that blends the infrastructure of a town based on the principals of “New-urbanism” with the amenities of a resort. Company had extremely talented inbound and brand marketing executive and seasoned sales professionals working remotely across the United States. This case study outlines how outsourced sales and marketing helped their business.

The Challenge

Company wanted to build a systematic outsourced sales and marketing engine to nurture and develop qualified sales opportunities.

  • Company selling to high net worth individuals
  • To attract top sales talent company needed to keep their pipe full with qualified leads.
  • Orchid Bay attracted a great deal of tire kickers that would never actually buy.
  • Orchid Bay attracted another segment of buyers that were genuinely interested but could take years before making a final decision.
  • The final purchase decision could be driven by multiple needs and financial goals.
  • Company needed to segment buyers early in sales process to prioritize where to focus closers time.
  • Sale requires gaining a deep understanding of the goals and needs of the buyer.
  • Sales requires building a high level of trust between the buyer and the seller.

The Solution

Marketing Automation and Content Management Systems Integration, Lead Scoring Strategy and Outsourced Sales and Marketing Execution over 18 months.

  • Defined buyer persona, buyers journey, business need and unique value props for 7 specific buyer segments.
  • Created a nurturing strategy to automate the buyer education with digital content..
  • Implemented Marketing Automation and integrated Digital Demand Center™ into existing website to create a system to prioritize leads based on digital engagement.
  • Staffed inside buyer education to point buyers in the right direction and to further segment based on needs profile
  • Set appointment for senior reps
  • Staffed part time rep closing deals for $5K educational/sales tours
  • Managed integration of automation systems to build automated lead assignments in easy to use lead portals to prioritize calling efforts of sales team
  • Staffed blended marketing team to manage ongoing nurturing and marketing automation campaigns
  • 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

  1. Gabriel Sales implemented an outsourced sales and marketing engine
  2. Gabriel Sales set appointments and maximized the sales time of a team that scaled to 5 closing reps
  3. Gabriel Sales doubled and then quadrupled buyers visiting destination per sales event and company doubled the amount of sales events
  4. Gabriel Sales participated directly in the development closing of 5 transactions
  5. Transitioned systems to internal marketing team and inside sales reps to Denver based location.
  6. Company has been able to develop three more areas of the resort

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Reasons to Consider Outsourcing Sales and Marketing

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Read More

What is Modern Sales and Marketing

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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...
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Network SaaS Security Software Lead Generation and Qualification

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.