Most companies today have realized that the b2b sales marketing strategies and tactics that worked 10—or even 5—years ago do not work anymore. Marketing no longer revolves around positioning and impressions, and sales is more than endless cold calls and aggressive sales pitches.
B2B sales and marketing today is about having the ability to integrate your sales and marketing processes with digital tools and technologies to simultaneously improve effectiveness and increase efficiency. For B2B companies who have not yet gone through this integration, the process can be overwhelming and time consuming. For many companies, it can take over a year to implement and see results from a marketing automation platform.
In order to streamline these processes and handle the added complexity that comes with B2B sales today, many companies are currently looking to external resources. Companies have several options when it comes to outside sales and marketing resources, and the rest of this blog will look at the pros and cons of using freelancers for B2B sales marketing.
When Freelancers Work
- You have a specific, one-time project or issue.
- Hiring a freelancer can work when you have something that needs to be done that has a clear beginning and end (e.g. a website redesign or marketing brochure).
- You have a clearly defined gap that needs to be filled.
- A freelancer can be a fit when all of the other puzzle places are already in place. For example, you may have all the marketing technology you need running smoothly, but cannot keep up with the constant demands for content.
- You have project management processes and quality assurance standards in place internally.
- Because freelancers, by definition, are not your internal employees, they do not know how you work and what your standards for quality are. In order to get quality work on time, you need to have clearly defined processes and standards in place for freelancers to adhere to.
When Freelancers Don’t Work
- You are starting from scratch
- If you have yet to enter the world of content marketing, social media, customer relationship management and marketing automation, hiring a single freelancer is not going to get you where you need to be.
- The issues you are trying to solve involve different skill sets
- If the help you need involves both content creation and technology integration, you need an outsourced sales and marketing team, not a freelancer. Freelancers typically have very specialized expertise and cannot wear all the hats needed to set up and run a fully integrated sales and marketing program.
- You need help with strategy in addition to execution
- If you have a strategy and plan in place, it is relatively easy to plug freelancers into it. If you have yet to create a sales and marketing strategy, it is likely you need a more comprehensive solution before you will be able to execute successfully.
To learn more about the option of outsourcing your B2B sales marketing, read 5 Ways an Outsourced Sales Team Can Help Your Marketing Team. Feel free to contact us with any questions.