Companies of any size can benefit from outsourcing sales. Outsourcing sales for small businesses can often have the most significant impact because these companies often need it the most, especially if success requires modern sales and marketing operations. Below are just a handful of the ways a small business can benefit from outsourcing sales.
Immediate sales and marketing infrastructure
Many small businesses don’t have the most critical infrastructure for modern sales and marketing operations in place. In today’s market success, especially if you are competing against larger companies, they require multiple pieces of infrastructure and technology to compete against larger competitors including:
- Access to databases
- Marketing automation platforms
- A CRM solution
An outsourcing sales company will have both the tools and the expertise in place to give you access to these tools immediately.
Professional sales recruiting and management
Most small businesses don’t typically have professional sales recruiting and management in house or a process to recruit sales talent. This may lead to hiring the “wrong” sales personnel. Even if a business does hire the “right” sales person, without effective and daily sales management, that individual has a higher propensity to fail.
Using a partner for outsourcing sales will allow you to access sales recruiting, management and culture/environment that most of your larger competitors have. .
Quickly focus on specific gaps to accelerate your sales funnel
Most small business owners are wearing multiple hats, and in many cases the owners are also qualifying leads, creating the marketing material, and closing business. They are doing this on top of delivering the solutions and running day to day business operations. They have the knowledge and skill to run sales and marketing but they simply lack the bandwidth. An outsourcing sales and marketing solution can help the small business owner cover specific gaps at specific stages of the sales process. This includes:
Lead Generation – An outsourcing sales and marketing company can quickly turn on a multiple tactics for lead generation including:
- Email marketing
- Outbound calls
- SEO and SEM
- Social Media Marketing
Lead Development – An outsourcing sales and marketing company will be able to implement a content marketing strategy and marketing automation platform to help you develop leads in your funnel digitally.
Lead Qualification – An outsourcing sales organization will be able to staff an outsourcing sales rep or outsourcing sales team to help you qualify and educate early stage buyers and set appointments for your senior team.
Depending on your sales cycle, an outsourcing sales and marketing company can help a small business accelerate sales in as little as 90 to 180 days. A small business can retain an outsourcing sales company and get access to a pool of talent and tools with less risk and more certainty.
To learn more about the problems we help small businesses solve with sales outsourcing and marketing services and how we approach building modern sales and marketing operations we invite you to visit our About Us page.
Outsourcing and cloud computing are still frequently referenced as the two most important business shifts since the turn of the millennium. Both are based on the principal “If it isn’t your business’s core competency, then you need to take that activity, technology or business process and outsource it.”
According to the Outsourcing Institute the Top 7 Reasons a company outsources any function is to:
- Reduce and control operating costs
- Improve company focus
- Gain access to world-class capabilities
- Free internal resources for other purposes
- Resources are not available internally
- Accelerate reengineering benefits
- Limit functions difficult to manage/out of control
And with the addition of marketing automation and CRMs, outsourced sales and marketing are now becoming part of this outsourcing trend. In fact according to Dun & Bradstreet, with the visibility these tools now provide, outsourced sales and marketing is now just behind outsourced financial services and technology services as the third most outsourced function. Below are just some advantages you can now expect with outsourced sales and marketing:
Sales process improvements –An outsourced sales partner will have expertise across multiple products and can typically cross pollinate best practices. In addition executives at an outsourced sales and marketing company live to improve their processes daily and is required to stay current with all the competitive advantages of new approaches and new trends. And probably most importantly a sales outsourcing and marketing company will be able to benchmark your current sales performance, which is necessary for any sales outsourcing program. Your sales outsourcing partner will typically point you in the direction to simple and powerful solutions that quickly remedy any shortfalls you make have. And if you do not have a set of metrics you are constantly trying to improve upon, an outsourced sales and marketing company will help you set them quickly. Bottom line, an outsourced sales and marketing company getting sales processes right is a matter of their businesses ability to thrive, so in turn, you will get an immediate lift to your organization as well.
Sales and marketing agility – Outsourced sales and marketing companies design their technologies and processes to scale quickly. This ability to scale and pivot quickly allows you to test new markets and products within months without the need to build, design and deploy new teams, messages, content and solutions on your own from scratch. An outsourced sales and marketing company is an ideal fit for companies that want to test or scale new products or solutions in the market.
Company needs sales and marketing expertise – Many small businesses are launched by engineers, or operations experts. These executives and founders are able to scales their business to a specific level, but in order to achieve their next level of growth, they need to look outside their organization for sales & marketing expertise.
Tactical focus – Sales outsourcing can range from lead generation, to lead qualification, to lead development to closing. Many companies have one or two areas of these covered and an outsourced sales and marketing can help fill in a specific gap to help you grow your sales funnel quickly.
Speed to market – Another reason companies consider outsourced sales and marketing is the need to get to market faster and more effectively. It is much faster to have a well-trained and managed outsourced sales and marketing team, that already knows how to work well together to take you to market than it is to launch or rebuild a team on your own.
To learn more about Gabriel Sales approach to outsourced sales and marketing we invite you to check out our outsourced sales and marketing services page.
Your buyer now expects you to make it easy for them to buy. So Gabriel Sales now provides both Sales Outsourcing and Outsourced Marketing support for our clients, because content is required to support your sales effort. Here are some rules of thumb and best practices we use to help create powerful content that will support your sales outsourcing without breaking the bank:
Generate Thought Leadership Content – For many companies the production of the content can be tough but the substance of the content is all around them. What we find when doing a content survey and initial interviews is that what our clients believe to be common sense and basic information, is not that common or basic for the buyer. With a series of headshot interviews, we can help them to create a series of blogs, checklists and short informational videos that are authentically educational.
Content Needs to Live Online – You need to make sure your buyers and your sales team can access your content online. This allows your content to be shared easily by your sales team and/or your sales outsourcing team. Your blog is the easiest way to start. And when we work with clients we supply our simple to use WordPress plug-in Digital Demand Center. This allows us to quickly organize content for campaigns to specific buyers. The tools allows you to contextualize all your content for specific buyers and also helps with search engine optimization & email marketing. The more you share the more business you will generate. Below is an example of how you can organize blog posts and videos using a powerful microsite in Digtial Demand Center to automate buyer education.
Use Multiple Formats – Not all buyers like to be educated by the same format of content. Turn this into an advantage for your sales reps and use a mix of video, blog posts, webcasts, checklists, and eBooks. We really like webcasts as anchor content because we find that we can take a well thought through webcast and turn it into multiple pieces of shorter content in different formats. Once again if you take care of the substance we can take care of the production to support your sales outsourcing clients.
Use Automation Technology to Score Your Leads – Automation technologies are here for good. They give you the ability to educated buyers, stay top of mind and prioritize leads for you sales outsourcing team. You should expect any sales outsourcing partner to be using these tools to increase your effectiveness and efficiency.
Don’t Forget Calls to Action – You should end every piece of content with a next step to make it easy for your buyer to buy.
If you would like to learn more about Gabriel Sales and our history please visit the About Us Page or feel free to Contact Us to learn more about how we can help with your sales outsourcing and outsourced marketing needs.