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.