Most small businesses don’t have many critical pieces of a successful sales infrastructure and culture which in turn can lead to poor sales results.  Small businesses typically don’t have professional sales recruiting and management on staff and this can lead to hiring the “wrong” sales person.  Even if a company hires the “right” sales professional, without proper sales management and culture that individual has a high likely hood of failing.

Through using a full service sales outsourcing force, small business can leverage the sales recruiting, management and culture/environment that many larger organizations are accustomed to having.

Happy Selling!!

Outsourced inside sales was traditionally thought of as lead generation function or sales support role.  Today, telesales outsourcing refers to a larger segment of the market where a company can outsource all or part of their sales staff and leverage a professional inside sales team to represent their brand.  Part of making this transition, often involves some sales consulting that can help change the sales process or stages for a particular product or service and leverage modern technology.  The use of electronic signatures, flash video, email marketing and other online tools can speed up a sales cycle and allow one person to cover a larger territory.

This type of outsourced inside sales team can also sell consultative or enterprise level solutions using the right approach.  Telesales outsourcing is more than just a telemarketing lead generation house.  It is a total solution for cold call to close sales.  Sales force outsourcing is not a good fit for all businesses or products, but can be an effective way for a company to leverage the professional sales skills of a telesales outsourcing company while focusing on their own core business.

While most of our clients choose us as their outsourced inside sales provider, we have also hired representatives that will travel and meet with clients face to face and employ an outside sales model as well.  Like I mentioned earlier, what is best for one client may not be for another and you can rest assured that your outsourced sales model will be specific to your business and your business needs.  While telesales outsourcing – a strictly inside sales model – works for many of our clients, a more consultative and strategic sales approach might be best for you.  As a tactical partner in growing your business we will work closely with you to come up with the most effective sales force outsourcing strategy for you.  Whether it is a simple appointment setting approach or grooming your future “director of sales” we can handle it and take care of all of your sales needs.  Can a middle man do that? Not at Acquirent!  Happy Selling!

Most small businesses don’t have many critical pieces of a successful sales infrastructure and culture which in turn can lead to poor sales results.  Small businesses typically don’t have professional sales recruiting and management on staff and this can lead to hiring the “wrong” sales person.  Even if a company hires the “right” sales professional, without proper sales management and culture that individual has a high likely hood of failing.

Through using a full service sales outsourcing force, small business can leverage the sales recruiting, management and culture/environment that many larger organizations are accustomed to having.

There are many companies that have great (and highly needed) products and services, but have a hard time getting them to market.  They may find themselves to be subpar in the areas of recruiting, training and managing great sales people.  That said, many forward thinking organizations are aligning themselves with outsourced sales and marketing partners who can become their sales department for them.  These partnerships allow organizations to concentrate on continually building and enhancing their products and services offerings while they have their outsourced partner concentrate on getting it to market.  These partnerships typically prove to be extremely beneficial and can bring new life into an otherwise stagnate sales department.

To see if outsourced sales services are right for your company call Acquirent today!

Happy Selling!

An outsourced sales force can take many different shapes and sizes depending on the specific b2b sales environment for your product or service.  Most providers will tailor your b2b sales experience and strategy based on your input and provide a turnkey solution.  Keys to sales success in this type of a cradle to grave outsourced sales force is total accountability and transparency so both the vendor and client can work together to change direction, messaging and integrate marketing support and activities.  Recruiting sales professionals is often part of this turnkey type solution.

Another way of boosting sales is to consider b2b sales lead generation in support of your sales force.  Often the sales roi for your existing sales infrastructure can be improved with better efficiency and the roi can increase if the sales professionals spend more time where they are productive.  In this model, your top sales person can spend more time in front of a qualified prospect and focus on closing sales in tough times.  Developing a sales strategy where the two teams or sales professionals can integrate their activity and work as a seamless team is key to sales success.  The use of a unified CRM platform is crucial in this blended approach.

In both instances, sales in tough times are possible and can build a foundation that will increase results even more when the economy turns around.  Sales methods can be developed and deployed on a smaller scale in this environment and ramped up when needed down the road.  IN the end, a b2b sales outsourcing company can be great addition to your sales strategy and a great long term partner if chosen carefully and set up strategically.

1. Testing a new product or market (without distracting your in-house team)
2. Allowing companies to chase business that was once deemed not cost effective with the in-house team
3. Increasing or expanding one’s footprint (without having to lay down the capital to do so)
4. Providing lead generation for one’s internal team, allowing them more qualified “at bats”
5. Producing a greater speed to market

Sales Force Outsourcing was once thought of as being a solution for start ups or small businesses that lacked sales infrastructure.  Really, Sales Force Outsourcing can fit within any company’s sales initiatives and can be especially effective as a complement to one’s existing staff!

Happy Selling!

Winning Back Prior Accounts

In other cases, an organization will enlist the assistance of an outsourcing sales company to help them reconnect with former accounts or reinvigorate “dead” ones. In this case, outsourced sales professionals make contact with companies that have worked with the client company at some point in the past to re-establish a relationship. Once the relationship status becomes active, account servicing returns to the client company. This sales method also works for accounts that perhaps “slip through the cracks” of more senior sales reps and go ignored.

New Account Sales

Some companies will use b2b sales outsourcing to develop new accounts. In this case, the outsource sales team will generate and follow-up on leads, as well as making initial cold calls that will ultimately turn into sales. Once an initial sale is generated, the account switches to an in-house representative or account manager. Follow-up and customer service is handled by the client company, freeing the sales professional to continue prospecting for additional business. Activity in prospecting is one of the keys to sales success and splitting these roles.

Full Cycle Sales

Some companies will outsource the entire sales force.  In this regard, the client hands off all sales functions from lead generation to account management to the outsourced sales team.  This method is best for smaller companies who are doing a product launch or are not as familiar with developing a sales strategy and bringing a product to market.

As you can see – outsourced sales services offer a number of different sales strategies that can help your business to fast-track sales. If your business is seeing sales failure and boosting sales is on your agenda, consider b2b sales outsourcing!

Lead Generation/Appointment Setting:

For those organizations that have an existing outside sales force but need more consistency when it comes to “qualified” opportunities, outsourced lead generation/appointment setting is a great option.  Once the lead/opportunity is created, it is the company’s outside sales force responsibility to qualify, pitch and take them to a close.

Face-to-Face Sales Outsourcing:

This solution is great for companies that don’t have sales infrastructure in specific markets and that need face to face sales presence.  Typically this type of outsourced sales solution is perfect for companies that sell different commodities (office supplies, VOIP phone and internet solutions, coffee and water services, etc.) and target the SMB market place.

Full Cycle Sales Outsourcing:

Full Cycle Sales Outsourcing (aka. “cold call to close”) services are ideal for companies that are looking to launch new products, that don’t have proper sales infrastructure (recruiting, sales management, lead services, CRM, marketing support) or to even just complement their internal sales efforts.  With this type of sales outsourcing solution company’s basically get a “turn key” sales solution without having the capital expenditure.

Happy Selling!

Sales staffing takes up such a large quantity of time because there is a lot of extensive training involved. Most business owners want to hire a sales professional that has many years of successful sales experience. Unfortunately though, successful sales experience in one area of sales does not always translate well into another. Not only do you need to hire an experienced sales executive you need to hire an experienced sales executive that can be successful in selling your products.

That is where the extensive training must come in. The most important aspect of sales staffing is making sure that your sales staff are knowledgeable about your products and that they can clearly articulate themselves when discussing the products that your company manufacturers or the services that you provide. Competent and skilled sales professionals will learn everything that they can about your product or service in order to sell it. They will actively seek out any competitive edges that will make your product stand out against its competitors. If you are prepared to take on the responsibility of hiring and training your sales team, make sure that you have the time required to successfully carry out the task.

You must also consistently monitor any new sales team members to make sure that they are performing well and treating all existing and potential clients with courtesy. A sales person is often the first impression that someone has of your business; you want that impression to be the absolute best impression that it could possibly be. Polite manners and a professional appearance are required at all times. Make sure that you clearly communicate your expectations of your sales team and outline what type of conduct that you anticipate. Sales staffing is an important job that must be performed carefully and extensively in order to make sure that your company will continue to be successful.