1. Cost savings in day to day operational costs:

Hiring and housing a sales team is expensive and most don’t realize just how expensive it is. By choosing the outsourced sales route you will not only be saving the money on the infrastructure, computers, and sales tools -but you will be saving on the hiring (and, if necessary, re-hiring) costs as well.  We assume all the risk for you.  We’ll pay the salaries and bonuses, as well as covering the mounting costs of many of the sales tools used today such as CRM’s, lead generation and sales software

2. Fewer departments to deal with:

The biggest benefit of outsourcing your sales force is that you do what you are best at. If your company excels at making IT software, you are free to continue doing that. IT software development is your core job, not selling them. You do what you are best at and we’ll do what we are best at. You make, we sell for you. It’s that simple.  You don’t have to deal with a sales force, sales managers and all that goes with that because we, as your outsourced sales company, will do it for you.

3. Flexibility of Choice:

When it comes to outsourcing your sales force, the power is in your hands! Since you are outsourcing your sales department to a sales outsourcing company, you have a choice of a plethora of vendors.  Do your research and find which company will work best for you; ask for referrals, check track records of success and ask to meet the existing sales teams  – you will learn a lot about a business just doing an office visit.

4. Better Quality of service:

Don’t forget that you may be the best at developing IT software, but accept that you may not be the best at selling them. When you outsource your sales department to outsourced sales professionals, you are outsourcing to the experts.  Our core business is selling.  It is what we do every single day, all day long.  As outsourced sales professionals we will be putting our very best foot forward when it comes to selling your business.  Remember, if you don’t win – we don’t win!

Happy Selling!

It’s simple, really.  You hire an outsourced sales firm (like Acquirent) and it is up to us to put polished, professional sales representatives in front of your target clients.  Not all outsourced sales forces are alike – some focus on telemarketing, others on lead generation – but we take over the entire sales process.  No need to outsource lead generation – we’ll take care of it.  No need to outsource a recruiting firm – we’ve got you covered.  No need to hire a consultant – we’ll do that too!  We, as the sales experts, will look at your existing sales force, sales processes, sales plans (whatever you have in place, really) and we will look for cracks, flaws, (and most importantly) opportunities and possibilities.

When you are outsourcing your sales force, most likely what you are currently doing is not working – and that will be our first goal:  to find the missing piece.  We will first look at our past experience to see if we have worked with a similar client, product, or industry.  We will apply what we know already and move forward.  Our sales representatives will conduct market research, initial cold calls, highly specified lead generation and the like.  We are highly trained and experienced in building sales processes from scratch – and we will do the same for you.  Our outsourced sales professionals will build scripts, timelines, and a sales process that works for you.  Our sales professionals will do market research and hit the phones running.

Just as you would turn to an attorney for legal advice – you should turn to sales outsourcing for sales advice.  We are the experts.  We live, eat, and breathe sales.  It is our core business and our main passion.  Our office hums with the buzzing of conversations, the ringing of phones, the excited yells of closed deals.

Outsourced sales might be just the answer you need to take your company to the next level.  Give us a call today and find out the many ways we can help you and your sales efforts grow!

Happy selling!

Outsourcing your sales force is not going to make your product work.  When we first began in this business – we did not have the luxury of being choosy.  We we charting new territory and sales force outsourcing was a new field and we were the new kids on the block.  We had to take what we could get in terms of clientele.  Some of our clients, we learned, had products that were not ready to come to market.  We would begin a sales campaign and hit the phones only to learn a product was not ready to be sold.  Bottom line – if you’re product isn’t ready or doesn’t work – we cannot sell it for you.

Sales force outsourcing will not solve inner-company issues and disputes.  In working with a vast array of clients – from large to small, from old to new – we have found that if there is a disconnect among the leaders of the company internally, we suffer.  Some clients would turn to sales force outsourcing to try to solve an inner-company problem – thinking an increase in sales will make everything better.  Unfortunately, more often than not these problems would negatively effect our outsourced sales representatives and the outsourced sales campaign.  What is even worse is when there is a discrepancy at the top in regards to whether to outsource sales or not.  When everyone is not on the same page – our work is hindered.  Sales outsourcing can be a lot of things – but we are rarely the answer to inter-office politics.

Outsourcing your sales force will not, necessarily, lower your costs. While sales force outsourcing and lead generation are often viewed as a cost-cutting measure – we do not like to view ourselves as merely a budgetary move.  We have learned, when it comes to outsourced sales and sales force outsourcing – that you get what you pay for.  We are professionals and believe we are worth every penny we charge our clients.  While we can offer a budgetary break due to the fact that we charge a flat, monthly rate – our services do not come cheap.  In some scenarios – we are the cheaper option.  In others – we are not.  The focus should not be on saving a penny – the focus should be on growing your business and new client acquisition.  And that is what we do.

If you are interested in learning more about outsourced sales – give us a call!  While we cannot do everything -  as illustrated above – we can do a LOT.  Our number one goal and our single focus is to bring you more business as best we know how.  Give us a call today and see what we, as the outsourced sales force experts, can do for your business!

Happy selling!

There is always a high that follows setting your first sales appointment with your prospect.  However, deals are rarely closed on the first meeting.  Sales appointment setting is only the first step and sales appointments can seem to pile up like old magazines after a while.  When will this prospect convert to a client?!  It can seem like a never ending cycle.  We know, we’ve been there.

First and foremost – when you are setting your initial sales appointment, you want to make sure you have all the information you need.  This means learning who the decision-maker is.  Typically, this is not one person.  You can help cut down on subsequent sales appointments by finding out ALL of the neccessary people upfront when you set your first sales appointment.

If you are looking for sales help and want to convert more prospects to client – you might take the approach that some use – which is to treat the prospect like a client from the get go.  Imagine how different your sales approach would be if, on your first sales call, you treated your prospect like a client.  Everytime you contact your “client” you offer them an article they might be interested in, an event they might like or an introduction to someone they might find beneficial.  Taking this approach from the very first sales appointment might just take some of the pressure and you may find you learn something.

Also – make sure you are listening to what your prospect/client needs.  When sales appointment setting you must be sure to listen to everything the client says.  Take adequate notes and make sure to adequately and efficiently follow up with any questions that were asked or buisness that was discussed.  If you are listening actively – you might be able to cut in half your sales appintments by getting more out of less.

By utilizing the help of an outsourced sales and marketing force, you will be getting the competitve edge.  We are familiar with the sales cycle blues and have worked with sales cycles from one day to two years.  Over the years we have refined the art of shortening the sales cycle by utilizing efficient sales appointment setting skills.  If you are looking for sales help – or just want to see what you could be doing better.  Give us a call!

Happy selling!

Reduction in direct expenses: A salesforce outsourcing company almost always leads to a reduction in the direct cost of sales.  B2B telesales companies can usually leverage existing relationships, use dedicated sales representatives, leverage systems and infrastructure over multiple clients and employ other strategies that reduce the cost of sales.

Reduction of indirect expenses:  Recruiting, training, managing, monitoring all make figuring out the cost of sales force difficult.  By working with an outsourced sales force – you can eliminate some, but not all of these costs.  An outsourced sales company might reduce the cost of hiring a salesperson, but it might not reduce the cost of an in-house recruiter (which you might need to fill other, non-sales positions).  On the other hand – a B2B telesales company most likely will reduce the overhead cost associated with getting an inside sales team up and running.

Lower cost of client acquisition:  In many sales force outsourcing cases, an outsourced sales company can leverage existing relationships, broaden market exposure, implement new strategies and ideas, and close more sales as a result of having a “bigger pool” of prospects.  Particularly if you are engaging in a B2B telesales campaign after an outside sales campaign, you will see your cost of acquisition lower.

Fixed cost:  when looking at B2B telesales companies, look for one that will charge a fixed rate.  We charge our clients a flat, monthly rate based on services rendered that allows flexibility in spending and the knowledge that prices will not change from one month to the next.  The only variable cost will be the commission paid out to the sales representatives.

Happy selling!

Recruitment Pains – in all the companies we deal with, this is the #1 reason companies turn to us.  The costs and time associated with recruiting are not small, and unless you are an expert, often yield less than ideal results.  By partnering with a professional outsourced sales team you ensure that not only are you slashing your recruiting costs – but you are getting experts who’s bread and butter is hiring folks exactly like the ones you are looking for.

Training – while we do ask our partner companies to be involved with product training, we will take on all other aspects of training your b2b telesales force.  We have an in-depth 8 week sales training course that is specified for inside phone sales.  We know what it takes to be successful over the phone, so we’ll get your outsourced sales representatives up and running in no time.

Holding Accountable – supervising, motivating and monitoring are critical to the success of a telesales campaign.  By working with an outsourced sales force you are getting a professionally managed sales force who is motivated (and monitored) to produce for you.  We will provide you with call reports, taped conversations and any other information you would like.  Remember, when you are successful, we are successful.

Script writing – this is no easy feat.  This requires time and understanding and how to provide answers to questions and objections. We have been writing call scripts since our inception in 2005 and we are experts at creating streamlined and effective presentations using your input and expertise.

Logistics – Space, phones, systems, lead generation software, and management all cost time and money.  We are a well-oiled machine and ready to work for you at a moments notice.

Expenses – payroll taxes, insurance, and equipment are not cheap.  By hiring a b2b telesales company, there are no hidden charges.  We charge you a flat monthly rate and that is all (besides the commission generated by our sales representatives).

Turnover – rehiring, retraining, and redeploying sales representatives is not only demoralizing, but it can put a major stranglehold on a telesales campaign.  Not only is our turnover incredibly low, our hiring and management expertise allows us to add experienced personnel to your campaign to eliminate any surprises, and for-see any impending issues.

The arguments for hiring an outsourced sales force are many – and they are strong.  As in anything – make sure you do your homework and find the best partner for your business.  B2B telesales companies can provide a great asset to a company and business – is it right for yours?

Happy Selling!

2.    While b2b telesales and telemarketing are among the least expensive of all call center services – make sure you find a reputable company to partner with.  It is imperative that they understand your company, your products/services, and your vision for the future.  Outsourced telesales is not an instant fix for poor sales performance, but if you find the right outsourced sales force – your business can benefit ten-fold. Shop and compare among competitive bidders to help ensure that your company will not only be getting the best price, but the best price for services rendered.  Keep in mind that this is not always the least expensive.  As in everything in life – you get what you pay for.

3.    Request proposals from prospective outsourced sales or telesales companies.  A reputable firm will provide you will a full proposal which should include:  target markets and how to attack said markets; a skeleton b2b sales process which should be clearly articulated from start to finish – including call scripts and talk points; a commission structure and how all financials will be handled; a profile of what your potential b2b sales representatives will look like as well as a recruiting strategy; a realistic ramp-up timeline with dates and action items, and finally – goals, objectives and expectations.  Any b2b outsourced sales company that doesn’t provide you with all of the above are most likely not a reputable operator and will cause you more pain than gain.

4.    Make sure that there is some kind of quality control system in place before you outsource your telesales to an outsourced sales force. Look for b2b telesales companies that offer quality control throughout all aspects of the calling process. In many cases, you should be able to check call reports, call volume and monitor random calls to ensure that your campaign script is delivered in the appropriate manner.

5.    Request additional support materials such as campaign reports, past successes and call statistics to confirm the success of your b2b telesales campaign. These services should be included in the cost of your outsourcing contract and should be customized to fit the needs of your company.

If all of the above are covered, you should be ready to begin your outsourced telesales campaign!  Remember, outsourcing is a fantastic way to grow revenue – as long as you partner with the right outsourced sales company!

Happy Selling!

Happy Selling!!!

The term “outsource” means to “obtain goods or services from an outside supplier” and a “sale” is defined as “the pinnacle activity involved in selling products or services in return for money or other compensation”.  So to merge the terms and definitions together, one could say outsourced sales is the act of “selling products or services by an outside supplier”.  It is unfortunate that so many have taken to defining outsourced telesales as a lower quality cost cutting necessity, when so often it is not.  We at Acquirent are big proponents of the adage, “you get what you pay for” and companies looking to increase sales will be hard pressed to get the ROI they are looking for if they start slashing their budgets.

By working with a sales outsourcing specialist – you will often get better quality than what you have been dealing with – for sales outsourcing companies have but one singular focus, and that is: to sell.  Research has shown that organizations that are best at selling generally don’t do anything except sell.  They typically don’t make products – but only focus on selling them.  This is the modern day sales outsourcing model. Outsourced sales and marketing companies have only one real goal – and that is to sell your product or service by building a tailored sales outsourcing solution around it.

We do more than simple sales appointment setting, we do more than answering phones or telemarketing – we are a full-cycle sales firm.  We will learn about your business in our pre-discovery phase and will hire your salespeople specifically based on your parameters.  Your inside sales team will be 100% dedicated to your sales outsourcing campaign and will act as an extension of your company.  In addition, our management team – who specializes in sales outsourcing for small businesses – will keep your team motivated, inspired, and producing – every single day.  Our sales outsourcing team will take your sale from cold call to close.

This service is not low cost, and it is by no means low quality.  We are professional sales people.  We are sales outsourcing specialists and we work for YOU.

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 their b2b sales experience and strategy based on your input and provide a turnkey sales 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.

Happy Selling!!!