Sales Outsourcing and Marketing is unique when compared to other types of outsourcing. With the recent tools that are now at a company’s disposal, successful lead generation and real opportunity development and sales success is now a blend of:
- Content marketing
- A buyer centric approach to calling
- Both sales process and marketing process expertise
- Systems implementation expertise
- Best Practice experience
Even three years ago it was our position that successful business and marketing was in-line with Pareto’s principal that sales was 80% science and 20% the art of the close. We now believe that successful sales now requires 90% science and 10% closing skills and can be achieved with:
- Strong thought leadership and authentic content marketing support
- And the right lead scoring technology
That being stated, we typically start every engagement with a conversation centered on hard targets and strategic success criteria. Below are a handful of questions that you should expect a sales outsourcing company to be curious about during your initial dialogue.
What revenue results do I want to transform with sales outsourcing partner?
With the exception of startup companies, no one comes to an outsourcing partner because they are already thriving. If that were the case, you would be able to build a team at your own at a lower cost. More closed deals and more revenue are obviously the top goal and a requirement of any sales outsourcing relationship. But we also encourage buyers to share additional information. Do you need expertise taking a new product to market? Do you want better margins from customers that are a better fit? Do you want customers that can scale? Is this about pipe velocity – more deals faster, better, more profitable?
Are you looking for sales and marketing management experience?
Many SMBs are grown through the passion and grit of their founders. Then at some point there is a plateau because the rolodex runs dry or teams capacity is exhausted? At that point we find that many companies then hit a decision point:
- Do I hire a sales rep and manage them myself and commit to becoming a sales manager?
- Do I hire a sales executive to build an in house team?
Or does it make sense to delegate that management to a partner that is accountable for hitting targets with their team?
We find that many companies would love the control and stability of an in-house team, but need to short-term building and advantages of an executive.
One of the unique advantages of Gabriel Sales is that we can actually help a company accomplish any of these three goals. With the advent of marketing automation technologies, it is now possible to build a repeatable system that automates specific areas of your sales process, makes it easy for the buyer to buy digitally, and then scores their digital footprint. By its very nature this process is highly data driven and process oriented. Once built and in motion, it gives your company the flexibility to both fully outsource on transition some or parts of the engine in house for greater control and flexibility long term.
Are you outsourcing sales and marketing to manage risk?
Sales outsourcing organizations are bound contractually to targets, reporting requirements, and feedback requirements that you never get from employees. So these companies will have the tools required to do this. Building on the point above in the short term this type of outsourcing company will give you better metrics and a cleaner line of sight than you may experience building on your own. This will also get rid of fixed costs and move them to a variable expense on your P&Ls. It will also get rid of your need for hard infrastructure investments in technologies and marketing platforms. With sales outsourcing, you will get a sales engine ran by a blended team of marketing professionals often at the cost of one senior enterprise rep. So in the short term, you may lose a little of the comfort of onsite control, but with the right level of visibility and the other items mentioned above outsourcing can be a solid way to manage risk.
Gabriel Sales help you to transform sales and marketing with custom sales outsourcing and marketing solutions. One of the things that makes us unique is that we build repeatable sales systems and once they are producing revenue you have the option to bring all or parts of that engine in house. To learn more about our approach we invite you to visit our pages or learn more about our philosophy and sales outsourcing philosophy and approach here.