In the world of B2B sales, many people are starting to notice that the sales and marketing strategies that worked a few years ago (trade shows, cold calling, etc.) are no longer as effective as they used to be. With no visibility into how and why this is, it is hard to determine how to rectify the issue. However, Outsourcing Sales Reps can be solution.
As a sales and marketing outsourcing company with over 13 years of experience helping B2B companies jumpstart their sales and grow their revenue, we have been on the front lines of these changes and can therefore offer some insight into what has happened and how to proceed.
From our perspective, selling is no longer as effective as it used to be because more and more products are “bought” then “sold” everyday. This is because the democratic and participatory nature of the internet put power into the hands of the buyer, who now controls the sales process from start to close. B2B buyers now educate themselves about their buying options online and only engage with sales reps when it is absolutely necessary.
In order to adapt to the way B2B leads now like to buy, many companies are choosing to look into outsourcing sales reps who have experience with this new kind of selling. By taking on an outsourced sales force, you gain the knowledge and expertise of a team that lives and breathes sales as well as their experience selling to consumers in a digital landscape.
Here are several instances when outsourcing sales reps from a sales and marketing outsourcing company can be an effective strategy:
- Your core competency is something other than sales/marketing (i.e. manufacturing, new product development, etc.)
- You haven’t updated your marketing strategy since “branding” and “positioning” were the hot buzzwords
- You have yet to look into how a marketing automation platform impacts sales
- Your top employees are currently stuck focusing on sales instead of innovation or serving customers
- You are a startup who has yet to break into the market
- You have a new product to launch and need help getting it in front of your ideal customers
While there are many more instances when outsourcing sales reps can help, these are some of the most common. If you are considering an outsourced sales team to help your B2B sales, there are several things you need to consider to make sure you choose the best team for your business.
If you would like to learn more about how the rules of B2B buying and selling have changed and what you need to do to adapt, you can download our white paper. If you are interested in learning about the sales and marketing outsourcing services we offer, you can visit our Services page.
If you have any questions please feel free to contact us.