Can Outsourcing Sales Accelerate Revenue in 2017?
How outsourcing sales can accelerate revenue for your business
With 2017 just getting started, most companies will be considering how to accelerate revenue production. If you and your sales and marketing team killed it in 2016 congrats…now is a perfect time to consider how you can leverage that momentum and build on it.
If you didn’t hit targets, we encourage you to ask yourself what you can do differently in 2017 to get sales back on track and Accelerate Revenue production.
Here are a just a few tactics that you can implement quickly in Q1 to help get off to a flying start. And if you are a little pressed for resources we briefly explain how outsourcing sales may be able to help with specific functions to help you build more modern and productive sales and marketing operations.
Top of funnel lead gen campaign
As an outsourcing sales company we find that many of our clients have a great solution that fills a need in the market. But many companies fall prey to the misguided notion that increasing sales means hiring more sales people. Instead we encourage you to consider if your closers are getting enough leads into the top of their sales funnel. If not, you may want to consider running a top of funnel lead generation campaign with email marketing and PPC tactics to arm your team with more early stage opportunities.
Sales Function Specialization
Beyond a quality product, your closers are your most valuable asset. Outsourcing sales can allow your closers to specialize on closing and you can leverage an outsourcing sales team to focus on qualifying your top of funnel leads.
Revisit your targeting
When was the last time that you examined if you were targeting the right market or if there are new markets to explore? Have you taken the time to create a buyer persona to understand who your best customers were in 2016 and have you examined why they purchased your solution? As an outsourcing sales company we can run a quick buyer persona workshop and provide quick market segmentation to see if there are markets you could expand to in 2017. We can then help to target those markets will laser focus. To learn more about how to build an ideal customer profile you can check out our blog article here.
Create content that delivers value
If you have not committed to content marketing yet, now may be the time to start. What you consider to be common sense often has tremendous value for potential buyers. Content marketing takes time and effort but in this age when 70% of buyers shortlist vendors with one or fewer conversations with a sales rep, making it easy for your buyers to buy with digital education is now a must have. Once you’ve created your buyer personas and documented their buying process you can create targeted content for each stage of the buyer journey. Make sure you have one or two pieces for each stage of the decision-making process. As an outsourcing sales company, Gabriel Sales can help you get this off the ground with a quick 2 day content production workshop.
Start nurturing and scoring leads
Over the course of 2016 statistics have shown that the majority of leads generated are from prospects not ready to buy right away. The trick to closing those leads is not throwing more budget at phone calls to buyers that aren’t ready to buy. Instead, you can stay top of mind by simply sharing educational content that helps buyers learn more about the challenges they face, how others are overcoming those challenges and how your solution may be able to help to accelerate revenue.
And to send these emails you will need a marketing automation platform that scores those leads so when a buyer is ready to buy you’ll know.
As an outsourcing sales company, Gabriel Sales specializes in helping small business implement and then manage their sales automation processes to accelerate revenue production. We have expertise in managing entry level and more complex software solutions so we can also help you decide on the right solution for your sales targets and budget. To decide if lead scoring is right for your business feel free to download our eBook here.
Be educational, not aggressive
More and more products are first bought through digital education and then sold when the buyer is ready to be closed. Generating great leads is an awesome start but if you don’t convert them into real sales opportunities all those invested resources go to waste. If your close rate is lower than you would like, ask yourself am I being too aggressive with the close?
In this age of digital education, buyers are now in control and hard closing before a buyer is ready to buy no longer works. By focusing instead on being helpful you can stand apart from your competition. An outsourcing sales company can help with your nurturing and we can also staff buyer education reps to monitor the scored leads for timely follow up that keeps the conversation helpful to help give you extra capacity for the middle of your sales funnel. To learn more about how modern business development reps engage buyers you can check out this quick overview here
How We Can Help
Gabriel Sales builds sales automation engines for B2B companies and helps support marketing efforts by also supplying insides sales outsourcing teams that combine both marketers and reps following up with highly scored leads. If you would like to learn about our approach visit our About Us Page or feel free to Contact Us to learn more about how we can help with your insides sales outsourcing and outsourced marketing needs.