I work the front end of our sales process, taking Inbound calls from interested companies looking for help with their sales. Inevitably, we see the same scenarios play out and the same issues come up over and over again. One issue that has come up a lot recently is what we call the “self-diagnosis dilemma.”
An executive or SVP of sales reaches out with the core problems of:
- They need a bigger pipe
- They need more leads
- They need faster revenue traction
Often, what we see happen is when companies are looking for kind of outside help, they have some preconceived notions in their mind about what tactics will work. They will say something like, “I don’t need any content; I just need callers,” or “I just need you to set appointments.”
While it is great that people are trying to take some action to improve their sales efforts, self-diagnosing in this way does not always produce the best results.
For example, let’s say you have a runny nose and a cough and diagnosis yourself with a common cold, which you would normally treat with some over-the-counter medicine. However, when you go to your doctor, he tells you that you most definitely have whooping cough and need antibiotics—the over-the-counter stuff won’t cut it.
So, while symptoms may look the same on the surface—whether it be a runny nose or low conversion ratios—a qualified domain expert with years of experience servicing multiple customers successfully on a daily basis probably has a better understanding of what solution is most appropriate.
Experts are experts because they can see big picture ideas that others miss, and they are able to discover new solutions to difficult problems. And while it was somewhat easy to become a marketing expert 10 years ago, the sales and marketing landscape has changed dramatically with the proliferation of digital and is now much more complex on both a social and technological level.
So, if your company’s sales are struggling going at it alone, it would probably benefit you to be open to an expert’s advice before haphazardly concocting your own home-remedy.
If you would like to know more about the value of outsourcing B2B sales, read Scale Your Business for Sales with Sales Outsourcing. Feel free to contact us with any questions.