by Carol Springer | Sep 9, 2016
Companies with even a limited amount of quality content now have some distinct advantages in generating more sale ready leads with specific outbound tactics. As an outsourced sales company, we often combine our client’s content, with some specific outbound tactics, our reps and software to produce qualified sales opportunities at a lower cost. What follows are a handful of quick tips and best practices to help you amplify your existing content to:
- Effectively leverage eMail marketing for more cost effective top of funnel lead Generation
- Amplify your existing educational articles and videos to score leads
- Generate more Sales Ready Leads at a lower cost
eMail Marketing is How Buyers Now Prefer To Learn About Your Product
Pendulums swing back and forth as do sales and marketing strategies. According to Marketing Sherpa, with the advent of content marketing, more B2B buyers now prefer to be introduced to new products and solutions through email. This is a financial windfall, especially for SMBs, and needs to be taken full advantage of while it lasts. For less than one month of the fully loaded costs of a cold caller (not to mention the cost of buying their calling list) a company can now generate 2000 to 6000 early stage top of funnel leads. For more info to evaluate the economics, you can visit our eProspecting educational microsite and video here.
Target the Decision Making Unit
According to the Harvard Business Review, 90% of Buying decisions now require both a technical and business buyer (HBR – 2010). The same article goes on to state that the number one purchase criteria for C-Level decision makers was the buy-in of their managers – and the number one criteria for middle management was approval by senior management. This risk aversion and need for consensus is a lasting legacy of the 2008 downturn. Most solutions are now made by committee so it makes sense to initially introduce your solution to everyone in that Decision Making Unit. The takeaway is if your solution hits a hot button with middle management, it will gain traction.
While we appreciate that all marketers want to segment more because different buyers have different needs – when it comes to top of funnel lead generation and email marketing, the economics of this may not make sense. If you can target/engage 25,000 buyers/influencers for $4,000 and 75,000 for $5,000 it just makes sense to introduce your solution to 3X the buyers/influencers for an incremental investment.
You can diversify your messages with your automation platform once you have generated the initial top of funnel leads.
Nobody ever buys a solution after reading one email
B2B products and solutions are not impulse buys. So you should not expect to send one email and instantly have the phone ringing off the hook. For email marketing to work effectively, it requires multiple emails spread out over a period of time. We typically recommend a three-step integrated approach:
- Generate your top of funnel leads with a rented, opt-in e-mail list from a certified vendor
- And then leverage a marketing automation platform with lead scoring capabilities for continued digital communication
- Then focus your callers on the most highly scored leads that are showing a propensity to buy
The content framework below will help to illustrate that point.
First things first – Educational content works better than a great “offer”
eMail marketing is no different than the early stage job that is done by an inside sales rep. The first job of an inside rep is to establish trust and empathy. This can often take 2 to 3 phone conversations – which may take 30 attempts to connect to the buyer to get them on the phone. You can use the same approach with your early eMail communications at a much lower cost. As an outsourced sales and marketing company, we have seen the best results with:
- Leading with a few simple educational blogs, intro videos and articles (especially for top of funnel and early nurturing)
- Then moving to more solution based content like demo videos, webcasts, case studies and testimonials
There are no short cuts to building a relationship and we see that offering more info beats “sign up now” 85% of the time. In most cases, your buyers want you to prove you can be helpful before they want to know the details of how you can help. Don’t sell the product, but rather the content – because in this age of digital engagement, more and more products are first “bought’ then “sold”.
One final note – If you have video, use it! The video doesn’t have to be Clio Award winning. In fact, we have seen the opposite – once the lead has been generated, simple, straightforward headshots, screencast demos and videos that stress benefits rather than features that are substantive are some of the best ways to score buyer propensity.
Don’t Forget to Use Lead Scoring Functions
As an outsourced sales and marketing company that supports SMBs and Start-Ups, Gabriel Sales has a somewhat unique view of the world. While as marketers – impressions, reporting and top of funnel leads are important to us as an outsourced sales company, we are more interested in generating sales ready leads as cost effectively as possible. We believe SMBs initially only need two key features from an automation system – The ability to sell one to many digitally and the ability to prioritize who to call first. To achieve these two goals marketing automation platforms allow you to:
- Build trust with the buyer digitally through nurturing email campaigns
- Score the leads based on a buyers engagement with specific types of content
Ironically, according to the Marketing Automation Strategy Survey published by Marketo in 2016 (see graphic above), the lead scoring function is often the most overlooked by marketers. As an outsourced sales and marketing company, our suspicion is that automation tools are often so focused on inbound marketing efforts that the sales function is overlooked. Don’t forget to score your leads! This is the number one way to optimize your outbound calling efforts. Our best practice is this simple to use formula below.
Why is video so important? Because, according to Forbes magazine, video is preferred over text by 59% of Middle Managers and Executives as a way to understand a solution. And 50% typically move onto another piece of information after viewing. So:
- Buyers prefer it
- It demonstrates authentic interest beyond initial early education
- It shortens your sales and development cycle (they move onto another piece of content)
It has become easy to have optimized and easy to digest on your mobile device.
Design for Mobile
- More email is read on Mobile than on desktop email clients. Stats say 48% of email is now opened on a mobile device and it jumps to 55% for executives – Litmus “Email Analytics” (March 2016)
- 65% of Media Time is now spent on mobile (comScore)
What does this mean for you and lead development? For effective use of content:
- Keep your videos clean and simple
- Landing pages and microsites must be optimized for mobile first
- You should not over design and over code your emails with heavy graphics and complex design. Make getting to your message clean and straightforward. Get them to the website and get them to mobile enabled content
Conclusion
For most SMBs, generating sales ready leads and improving the effectiveness of your callers is not as difficult as it may first appear. This is especially true if you are already starting with a well-designed website, a couple of solid educational offers and a handful of videos and blogs to help with lead scoring. A marketing automation system helps and if you have not invested in a system yet, Gabriel Sales has two cost effective solutions that can be leased on a month to month basis to help you get started and avoid the annual commitment most providers now require.
Who We Are and How We Can Help
Gabriel Sales is a full service outsourced sales and marketing consulting and execution firm that provides outsourced sales and marketing services. We combine sales strategy consulting, digital content marketing, marketing automation expertise and sales execution in order to produce self-sustaining, scalable, and measurable sales engines – all designed to put more sales qualified leads in your closers hands to generate revenue.
We have been building repeatable sales processes with automation tools for long enough to understand that companies are at different stages of sales automation maturity. So we offer solutions for companies at different stages. Solutions include:
- Top of Funnel Campaigns
- Sales Ready Lead Campaigns
- Thought Leadership and Sales Automation Content Production
- Tradeshow Support
- And Full Go-to-Market Packages
To learn more about Gabriel Sales we invite you to check out the About Us section of our website
If you are still a little uncertain if eMail is even right for your business you can check out our eProspecting educational microsite and solution video to learn a little more about how eProspecting can fill your funnel fast.
by Glen Springer | Jul 23, 2016
Magic bullet for sales outsourcing
There is no grey area for Gabriel Sales that sales outsourcing for new product launches is ultimately about closing business. However as a sales consulting firm that has driven millions in closed deals and over 200M in exits with successful new product and service launches over the past 10 years we also understand that we can drive wealth for the entrepreneurs, executives and investors that we serve by empowering the entire organization. This is done with the right feedback loops and insights so our clients can make the right strategic decisions for their business. Below are ten business intelligence and strategic areas that the right sales outsourcing partner for new product launches can and should execute against as sales consultants drive the entire enterprise. For additional resource for new products launches and go to market strategies please visit our Sales Strategies for New Product Launches Resource Page.
Sales Strategies for New Products
Rapid Communication – It’s critical that direct feedback loops are created from the sales team directly back to product development, the marketing team, and the CFO. These feedback loops need to be available all the time. Speed directly from the market back to the team is critical. One of the advantages of a sales outsourcing firm that specializes is new product launches is that we have designed our internal systems to provide these feedback loops and are contractually accountable for them. The right internal feedback loops will improve the product and align sales and marketing for shared success.
Commit to Digital Content…especially Blogging – We are a sales outsourcing firm making 1000s of outbound calls a day. Customers are not waiting for us to call. If we get them on the phone being able to share a quick piece of content (video, landing page, short demo) goes a long way to getting them to spend more time with us on call two and the same content can also be leveraged to disqualify prospects. The average customer leveraged 10.7 pieces of content in their buying decision in 2011 and this is projected to increase in 2012. If you have a limited budget we have strategies and tactics we leverage for our customers that allow them to take advantage of our sales outsourcing for new product launch tactics that turn your blog into a virtual sales rep.
Be Prepared to Educate the Market – Most new products are offering a new solution that is disruptive to the market. Many new product companies are enamored with their technology (since they have passionately developed it) and forget that in many cases before you get to share those technical specs you need to help the customer understand and define the business problem they are trying to solve. You also need to be prepared to educate your customer how to calculate return. Don’t underestimate the value of keeping it simple for the prospect especially in the early stages of the sales cycle. For more info on how to frame your content strategy, please check out our B2B content framework graphic in our blog What is Successful Sales Collateral?
Sell from Scripts – This is one of several areas where a new product launch sales outsourcing firm has some strategic value over hiring individual internal reps or rolodex reps. Outsource sales firms are designed to sell using a repeatable process so selling from scripts is critical. It gives us something to measure and a way to anchor the success of the sale in the message and the story as opposed to the personality.
Commit Focused Energy to your Initial Ideal Customer Profile – If you don’t know what this is we have a short blog series dedicated to this. CLICK HERE TO READ MORE. You need to take your best guess at what verticals and what decision makers will buy and champion your product. And then test those assumptions and measure those results.
Document the Buying Process and the Sales Process – As you take your first customers from MQL or Cold Call through Sales Accepted to Sales Qualified to Closed deal you need to understand the key events in that cycle. As a sales outsourcing firm this is one of the sales consulting functions we offer our clients. We believe it’s critical because when combined with the right sales metrics (see below), mapped to the Ideal Customer Profile (see above) it gives us the ability to start to more accurately forecast dollars in and dollars out investments for the entrepreneurs and boards we serve. It’s also critical to remember that the same digital content we discussed in point 2 at the top of this blog is contributing to the sale. You need to get your sales reps and marketing team to score that as part of the buying process as well. Documenting the buying process allows you to build a sales process that allows the buyer to buy on their terms which means a sales ramp that consistently moves up an to the right and we are all in this entrepreneurial business to build sales machines that turn growth rates into hockey sticks.
Measure the Right Success Metrics – You need to measure the success of your early pipe efforts from day one. A sales outsourcing solution for new product launches has the advantage of having years (at least 10 years in our case) of historical data to benchmark your efforts against similar sales to similar markets and similar decision makers. This is especially critical for new product launches that have no historical data to benchmark against. To learn more about the metrics Gabriel Sales feels are most critical feel free to reach out to us to Learn if you can Build a High Velocity Sales Machine.
Know Why You Win and Why You Lose – If you are measuring the right data you will already be well on the way to knowing why your new product launch is successful. Its also important to understand why you are not winning when you lose. One value-add we provide as a sales outsourcing consulting service for new product launches is that after losing a deal we will call the decision maker if possible and ask “ for own learning, is there anything we could’ve done better?” We will take notes and pass that information on to our clients.
Commit to Marketing Automation and Nurturing Prospects “Not Yet Ready to Buy” – Our clients are investing in more than closed deals when they are choosing to outsource part or all of their sales and marketing operations. We are not going to win every deal the first shot we take especially for new products. Some may not have budget immediately, others may be waiting for our clients to have a couple more customers, others may need to champion into their organization. Data from Forrester states that 70% of Marketing Qualified Leads will buy in a solution area they invest time in exploring within 18 months. If nurtured correctly 25% of your MQLs will hit your pipe within a year according to Aberdeen. If you put 400 MQLs into the pipe in your pipe during your initial launch this means (assuming your product hits the mark) that you will have 100 SALs by year if you invest in nurturing out of the gate. Gabriel Sales provides sales consulting to assist with multiple nurturing from lead scoring, to social media outreach, content testing and marketing automation software implementation.
Lead with Value Proposition but Sell with Differentiators – Selling starts when a customer says “No” and arguments are never made in a vacuum. Value propositions are a great lead but they only take you so far. To close a deal your business case needs to make sense in the context of a category. We take all of our new product launch sales outsourcing clients through a quick and proprietary process that helps us and them to tell that story. This does not mean that you need to sell directly against the competition it simply means that the story will include what the prospect/marketplace has heard from the competition. In many cases we find that that competition is an internal competitor.
To see if our Sales Consulting and/or Sales and Marketing Outsourcing Solution is right for taking your new product to market we invite you to visit our New Product Launch Sales Strategies Resource Page. CLICK HERE
For a custom Go-To-Market Evaluation please feel free to CONTACT US to benchmark the market and see if a High Velocity Sales Machine is a possibility for you.
by Glen Springer | Dec 30, 2015
The world of professional services sales is changing rapidly. Changing with it are the challenges faced by the members of your team. This blog will talk about several challenges and the opportunity they present in selling professional services to clients in today’s environment.
Whether you are considering outsourcing sales or further developing your own internal sales team, the challenges that all of us face in selling professional services and solutions are the same. Gone are the days of discretionary or experimental budgets. If they still exist, they are typically dramatically reduced. You have to sell to both a technical buyer and a business buyer in every organization. Companies are running leaner at top levels, and as a result the decision makers that you need to sell to are picking up the phone 30% less. Once you do connect and start to engage the prospect in your sales cycle and with your content, their schedules are so tight that it takes much longer to move them through your sales funnel.
Here’s the bottom line: lead generation, lead qualifying and sales engagement can take twice the time and energy they did in the past. Markets are flooded with buyers and sellers of all types, and it’s your job to weed through it all. For the professional service firms that we provide sales outsourcing and lead generation services to, it’s more important now than ever that we sell smarter and do our best to maximize top producer’s sales efficiency and effectiveness. We also have to help make the process easier for the buyers we are selling to. They have less time and demand a more efficient way to buy.
When a professional service firm comes to us (as opposed to product sales companies) to have a discussion about outsourcing sales, they often voice additional unique complexities that they are now facing in the professional service market:
- The roles of seller and deliverer are often merging. More time spent selling means less time dedicated to delivery and/or available for sales pipe development efforts.
- The professional service sale is growing increasingly complex, and requires an investment in education and solution selling.
- Education is required because professional services engagements are perceived as high risk investments for buyers, since they can’t hold the product in their hand. Consequently, buyers take longer to make decisions and often want to break up adoption so that there is a pilot or proof of concept stage.
- Professional services selling requires communication of intangible benefits – character, thinking style and personality of lead consultants and top producers – to effectively close deals.
- Top producing professional service executives are predisposed to “solutioning” and solving customer problems, rather than “selling” and sales management.
- Professional service sales are high risk for the Seller due to the need to acquire real return and margins that only stem from long-term engagements, beyond initial pilots
If you take all of these emerging complexities into account, they point to “time” as the single, largest issue. Time is still quite literally money, as they say – and this is especially true for the professional service business model. For us at Gabriel Sales, the challenge in outsourcing the professional service sale lies in identifying how best to customize a program to make your top producers operate at their highest levels of effectiveness and efficiency.
Gabriel Sales has been providing outsourced sales and lead generation services successfully to professional service providers across a wide variety of verticals and target markets – for over 15 years. In the last few years we’ve seen a large market shift in the approach buyers take to engage and make decisions surrounding professional service solutions. This has led to the creation of a viable opportunity for increased efficiency and effectiveness in designing a sales engine and cloning your top producers.
The Opportunity:
Sales and marketing interactions have changed drastically due to the proliferation of the internet and digital communication. Buyers have always actively leveraged content, but now it is being digested specifically through digital and social media. Buyers are streamlining their process on their own time. You now have the ability to leverage lead generation and sales reps that are skilled in communicating your solutions effectiveness and value in the digital space. These reps can manage more of your sale and replicate larger pieces of what was previously required of your top producer. Professional service firms can make it easier for buyers to buy by alleviating the buyer’s time constraints, while simultaneously opening up bandwidth for their top producers. Sales productivity skyrockets by as much as two times within a year, and as high as three times within eighteen months.
This opportunity is significant. But what is even more significant is that taking advantage of this shift does not require completely changing your existing sales process. However, it does require that you effectively align your sales and marketing teams, and get them to stop living in the silos that is typically tradition. This allows for you to be able to engage in a one-to-many dialogue as you generate leads and communicate effectively with both the technical buyer and business buyer. Your sales reps will need to be trained and managed effectively in using these new tools.
Please feel free to contact us or visit “Why Professional Services Firms Use Outsourcing Sales and Marketing” for more information.
by Glen Springer | Dec 9, 2015
It is becoming more and more a commonplace business practice to outsource sales and marketing. However, with so many solution providers out there and the high level of complexity involved with outsourcing sales and marketing, it’s important to have a high level of transparency with any partner you are considering working with. This short blog will present 4 different questions that you should discuss with any potential outsourced provider. Remember that discussing these items should help you gain insight into the areas that outsourcing can help you the most, as well as bring to light where you are succeeding the most.
Does sales need to be a core competency?
This question can only be answered by the owners, executives and Board of Directors/Investors of our clients. This is the question that we typically work with and sweat over the most. Many times when we integrate into an organization for an engagement, we encourage that our clients retain product specialists, sales engineers, client service leads and professional servicing as their core responsibility. We want to focus our efforts on managing and executing the sale. When our clients effectively own that core competency, everyone wins. Most importantly, control of the business and long term customer relationships stay with you, the client. Once the engine is in place, decisions can start to be made towards where you should be focusing effort to close as much business as possible. The question then arises, does it make sense to have a team dedicated to generating new business and closing pilot deals while your internal team can focus on cherry picking the pipe for low hanging fruit?
Do I need to focus on my core business?
Today’s economy is fickle, at best. It’s becoming increasingly important that you have your talent focused on where they can create the most value and have the most success. This includes both closing deals and solution delivery. Do you need to grow delivery alongside sales? How focused will your executives and management team be on client satisfaction and product development? How much time should be spent on biz dev? Keep these questions top of mind while discussing with a potential outsourcer.
Do I have access to the talent I need to ramp up my sales and marketing efforts?
Sales and marketing are evolving rapidly and no longer live in their own silos. Buyers now control the sale. You have to have your sales and marketing efforts aligned to effectively capture the market. This means the right talent needs to be in place to execute campaigns, manage lead generation efforts, develop messages, manage technology platforms, complete the requisite ROI analysis, train reps, and MOST IMPORTNANTLY close the sale! In our opinion, the more complex the sale the more processes you need to effectively manage. An outsource sales provider ensures that you focus and drive excellence in each individual phase of your sales cycle. We can bring a dedicated, dynamic team to the table from day one.
Do I have the knowledge to execute?
Sales execution used to be simple. All it involved was making or scheduling meetings, giving presentations, scoping and closing deals. There are now more decision makers and influencers on the other end of the deal. The expectation is that your company will bring experts to the table and be educated on relevant technology platforms. They need to know you can communicate fluidly and manage process and technology effectively. Understanding the adjacent technologies and how they can be applied is more critical now than ever. Do you have the time to commit fully to stay current and knowledgeable?
For more information on how to outsource sales and marketing can help accomplish your goals, please feel free to take a look at our previous blog.
If you would like more information, or would just like to chat with us about issues you may be having or how we can help, please contact us.
by Glen Springer | Dec 2, 2015
Over the past 10 years over a dozen of our virtual sales and marketing engagements have been supporting the sophisticated sales efforts of call centers, business process outsourcers and knowledge process outsourcers. This has been invaluable in helping us learn how to best provide our clients with operational excellence. We keep our finger on the pulse of innovation, and it has given us a unique perspective of what is necessary to consider on the front end in order to ensure successful engagements.
Outsourcing sales and marketing is unlike any other form of outsourcing or professional service. If done properly, the result looks like a blend of customer service, business process, and knowledge process as well as the creative “art of the close.” It’s our position that sales strategy has shifted, and the focus is on the science and the process, with the art coming second. With that being said, one thing we have learned from working in outsourced models for as long as we have is that there is no universally successful approach. The more you share with your potential partner upfront, the more successful you will be.
So, to kick start this dialogue, we want to focus on the following areas to help those of you considering to outsource sales come to understand our strategy and approach on the front-end:
What am I looking to change about sales and marketing, and how well are they aligned?
More leads, closed deals and more revenue is just the beginning. Am I taking a new product to market? Do I need to improve my margins? Do I want clients that can scale? Do I want to be in a growth vertical? Do I want to sell to the budget makers or the budget spenders? Do I want to be in a new geography? Do I want to empower my channels? Is it about pipe velocity or pipe quality? – All of these questions should already be buzzing about your thought process.
Are my sales team and management currently viewed as a strength or weakness?
It’s tough to bridge the gap between sales and marketing. Everyone likes to sit in their own silo. Sales people especially are often overly optimistic, and marketing has a hard time matching this measurable success and enthusiasm. If you ride them too hard though, they lose confidence and drive. If you don’t hold them accountable than the pipe can’t be expected to bear fruit. A question emerges: does it make sense to delegate that management to a partner that is contractually bound to hit targets and service levels from day one?
Will outsourcing help me to manage my risk?
This is a loaded question, but we find the answer will almost always be yes. Organizations that outsource sales are bound contractually to target, metrics, reporting requirements and feedback requirements most organizations rarely get from their employees. Outsource sales organizations reduce fixed costs and migrate to a variable expense on your P&L’s. Outsourced sales and organizations get rid of your need for hard infrastructure and capital investments in technologies and marketing platforms. With an outsourced team you get a Senior Sales and Marketing Talent, Executive Talent, a functioning sales machine and marketing support for generally the same cost as a senior enterprise rep. For new product launches, outsourced partners provide real time market intelligence right off the bat due to their combination with lead gen activities. You get instant impressions and insight into the marketplace.
For more on Gabriel Sales or B2B sales outsourcing, please contact us.
by gabriel_sales | Sep 23, 2015
This blog was created in order to help companies that are considering outsourcing to determine when sales consulting is necessary to improve long-term results and effectiveness.
Gabriel Sales is an outsourced sales company in the truest sense of the word. Outsourced sales is not always cheaper (at least in the short term). It’s about guaranteeing your investment works harder and smarter. Outsourcing sales should make you more effective, provide access to shared tools, sales and marketing expertise, sales management expertise and processes required for success.
Organizations typically don’t come to us because they are wildly successful on their own, but because they want to close more business faster. In many cases, this requires consulting upfront. This blog is designed to help you be as honest as possible about the potential need for consulting prior to starting a sales outsourcing relationship.
There are many options for companies to drive sales other than simply building on their internal team. Wikipedia has great overviews of your options – from channel sales, to resellers, to manufacturer reps, to outsourced sales companies. When discussing outsourcing sales, where we like to start the conversation is with the word “outsourcing” itself:
Outsourcing involves the contracting of a business process – previously performed in-house – to an external provider.
Outsourcing = Process previously performed transitioned
With this definition in mind, very few companies are looking for pure sales outsourcing, which is why we define Gabriel Sales as a sales execution, sales consulting and sales content marketing company. We execute alongside consultation.
During our initial conversation with potential clients looking for “outsourced sales,” what we discover is that some of what they are currently doing works well, and some of it does not. We look at these issues separately, and discover what they really need. This typically presents itself in a combination of 2 to 5 of the areas below:
- Sales Scripting
- Outsourcing Lead Generation
- Outsourcing Lead Nurturing
- Outsourcing Sales Qualifying
- Outsourcing Sales Closing
- Sales Consulting
- Commission Only Reps
- Contracted Sales Reps
When a prospect is looking for a contracted rep or commission only, they are really not interested in developing a repeatable sales process, which by our definition, is not outsourcing.
When we talk to most companies we work through a formal process to identify how much consulting is needed, so that we can figure out how fast execution can start filling their pipe. Generally, we can start executing and consulting concurrently. We have a formal process called the Gabriel System™ that makes this simple and easy for clients. We can generally get through the discovery process within the first week of launch and be on the phone, filling the pipe within two weeks. What follows below is an abridged overview of what information we extract during the Gabriel System™ discovery process. Unless you are a pure start up launching from scratch, you must have found some successful process. It’s our aim to figure out what is working, so we can improve on that for exponential growth.
Our first set of questions surrounds how mature your sales function and process really is:
- What is the historical sales cycle?
- How accurate was last year’s forecast?
- How many meetings does a typical sale take?
- What is the material presented in each one of those meetings?
- What digital content is being consumed are part of the sale?
- How many cold calls does it take to put a prospect into the pipe?
- How many prospects are currently in their nurture pipe?
- What are their typical conversion metrics?
- Do they have cold call scripts? First call scripts?
- Is the pricing model fixed? When was it last changed?
- Who are the top three direct competitors? Indirect?
- Why do you win? Why do you lose?
- What markets have you targeted?
- What decision makers do you sell to?
- What technology platforms are you utilizing?
- Do you work with a creative agency?
Our second set of questions (really just one question):
- How much of your current process is documented?
- Fully documented? Ready to outsource
- Needs work? Some sales consulting may be required
Our third set of questions is specifically about each stage of the discrete part of the sales process, and whether or not they need improvement:
- Lead Sourcing and Targeting?
- Lead Generation?
- Sales Qualifying?
- Sales and Marketing Alignment?
- Sales Engagement and Sales Pipe Velocity?
- Sales Metrics?
- Sales Closing and Sales Upsell?
Our final set of questions relate to message and content readiness and effectiveness:
- Do you have a positioning document?
- Do you have a messaging document?
- How much collateral do they have and of what type?
What does this all distill down to? The more honest you are upfront with an outsourcing sales partner, the faster increased efficiency and production can be achieved. We encourage you to be honest and clear about what is broken and needs fixing.
The value Gabriel Sales creates for our clients as a sales outsourcing partner is that we don’t hesitate to begin execution. We lead with execution, support, and consulting. Our efforts shorten sales cycles while simultaneously improving your strategy. Doing both in conjunction gives everyone access to the hard data, metrics, and qualitative insights required to create a winning, repeatable, competitive sales engine. We consult and execute in order to double sales growth.
If you are interested in getting to the market with speed and would like to learn more about how we can help, please CONTACT US for a free pipe velocity review.
