The first distinction to make about our outsourced sales business is that we hire professional sales people.  Our representatives are educated, articulate, sales professionals who excel at bringing products to market both over the phone and face to face.  Not only do we adhere to a very stringent and successful recruiting process that specializes in the recruitment of sales personnel,  we have a very thorough and intensive sales training program that all of our sales people – be they entry level or executive – go through.

Another distinction we are proud to point out is the fact that our sales people work for one client and one client only.  We have found that this is the only way for our salespeople to become experts on our clients’ goods or services.  When channel sales outsourcing – we have learned that it is imperative for our outsourced sales representatives to be singularly focused.  If our sales representatives are expected to take a sale from cold call to close – they must know their client inside and out.

While in many instances outsourced sales is used synonymously with lead generation outsourcing – in our business, it is only a small piece of the puzzle.  Our outsourced sales business is more about creating a partnership with our clients and forming long-lasting relationships that transcend the sales cycle.  Outsourcing sales companies do not always perform the same functions at the same level of professionalism.  Here at Acquirent we will not only hire the best people for the job, we will help you to formulate a plan for brining your product to market, expand your presence in other markets, and develop a growth plan – all while increasing sales.

We would be underutilized if we were only hired for outsourcing lead generation – for that is where our business just begins…

Happy Selling!

When a business wonders how to increase sales in the past – they would usually consider a consulting firm or perhaps a new sales management team.  Nowadays, it is rare if in this situation an outsourced sales solution is not considered.  The reasons are compelling and straightforward, an outsourced sales and marketing firm will help your company increase sales, without you having to hire, train, manage and/or implement new sales tactics.  We will take on all the sales force risk, while you benefit from the reward.  Outsourcing telesales to a professional outsourced sales team allows you to focus on and perfect your core business.

With each company, there is a unique message we must convey and we understand the importance of that.  We have worked in a number of industries and understand that every market and product has nuances that an outsourced sales firm must understand and utilize.  Acquirent will structure our outsourced sales solutions around these messages and convey them to prospects when generating sales appointments. Our inside sales team will have a full understanding of all important aspects of your products and services thanks to our competency-call and pre-launch program which is designed to gather all pertinent information for market research and sales appointments setting. We will pull together a list of qualified prospects which will keep your sales team busy and include a specified and tailored call plan targeted to the companies that will benefit from your products and/or services the most.

The days of offshore outsourcing are not gone – but sales force outsourcing closer to home is on the upswing.  If you are considering sales outsourcing, make sure you turn to sales outsourcing specialists like Acquirent – and make sure you aren’t just getting a sales person, but a sales process – one that is targeting to your company and your market – and one that will go above and beyond for you to achieve the best results.

Happy selling!

Q:  What do you think is great about working for a sales outsourcing company?

I have always thought sales was where it is at, so I knew right out of college that I had to get a sales job to get where I wanted to go.  Working for an outsourced sales company has given me such incredible exposure to so many different industries, it’s a wonderful thing.  In addition, I am not just an “outsourced sales person” – I am a partner with my client.  We speak every week (sometimes daily) and I feel completely aligned with them.  This ability to be ‘connected at the hip’ as we like to say is key.  I have grown my clients business considerably and I don’t think I would have this much impact if I wasn’t at an outsourced sales company.

Q:  What is your day to day activity?

Because I am in sales I sort of run my own business.  The sales management here is wonderful, they are very accessible and yet not micromanagers.  However, they do provide a lot of structure.  I arrive every day at 8 am sharp.  Cannot be late here!  The salesforce has a short meeting to get the day started and then I hit the phones.  I make about 150 cold calls each day and my goal is to set appointments for a web demonstration, which then begins the ball rolling to close a deal.  My goal is to set 4 demonstrations a day, and run 2 – but I always shoot for double that.  When you are an outsourced sales partner you have to not only meet expectations – but exceed them.  That is exactly what I as a sales person aim to do.  It is why I am successful.

Q:  What do you think are the top 4 keys to success in sales?

There are so many factors that play into outsourced sales success and running a successful sales campaign – but here, we believe that there are 4 elements that are critical to sales success and running a successful sales campaign.  They are:

1) Product knowledge – you must be an expert.  2)  Ask great questions – if you ask the right probing questions, the conversation can go right where you want it 3) Listen – oftentimes my prospects will tell me exactly what they want.  When I started out I was so over zealous I would talk like crazy.  Thanks to my great sales managers I have learned to shut up and listen more.  And the last aspect is 4) Positive attitude – this one is the most important.  What I do is hard, and it is not for the faint of heart!  Cold calling 150-200 people a day is tough and I get a lot of rejection.  Activity is KEY.  But that is the nature of sales.  It’s a numbers game and as long as I show up every day, with a great attitude and my “game face” I am good to go!

Sales outsourcing does not equal telemarketing.  We employ articulate, excited, passionate sales professionals for you.  We train them, we mold them and we provide an excellent place to grow a thriving sales partnership.  Want to see for yourself?  Come on over and shake a few of our outsourced sales representatives hands – they will win you over instantly!

Let us show you just how professional a Sales Outsourcing Company can be!

Happy selling!

The key distinction between retail or consumer sales and B2b sales or B2b sales outsourcing is that a business makes buying decisions with a process, with multiple stakeholders and with the business in mind and not on emotion.  While an emotional connection, rapport and/or relationship is still part of the sale, a sales professional must also be able to find a need, highlight the urgency, develop a position and show some return on the investment.  To increase sales, an organization must provide sales help or sales tips to any young professional transitioning into this type of role.

Another benefit of outsourcing sales is that there is typically some sales training where the new sales executives are provided with formal sales help and sales tips in areas like networking, getting past a gate keeper, using social media to develop leads and sources, needs analysis, rapport building and product positioning.  All of these things are critical to sales success and increasing sales when using an outsourced sales provider.

When evaluating a sales candidate or outsourced sales provider, it is important to probe deeper on these points and make sure the person or company has the skills to understand a business.  How strong is their business acumen and training to help position your product?  Will they have the skill to participate and provide feedback to help with product or program development?  Will they increase sales for your channel and provide an ROI, just like you expect your product or solution to provide to your customers?  In the end, just as your business would evaluate a new product investment; make sure to spend the same level of rigor on choosing your sales professional or sales outsourcing partner.

Happy Selling!!!!

This ability to identify great sales people did not come over night and came through trial and error with many different types of sales professionals.  What we have discovered over our years of sales recruiting and management experience is that you have to hire individuals with that “sales DNA”.  Great sales people with that “sales DNA” all exude the following 4 critical sales characteristics:

Positive Attitude

This in our opinion is the most important characteristic that a sales professional must posses.  Sales is not an easy profession and comes with a lot of rejection.  If a sales professional does not have a positive attitude they are bound for mediocrity if not worst.

Ability to Ask Great Questions

Amazing sales professionals have a knack for asking great questions.  They have an uncanny ability to ask questions that get individuals to open up and talk freely about their issues which allows the sales professional the ability to figure out how his/her product can solve their issues.

Listening

This goes hand and hand with asking great questions.  One can ask the best questions in the world, but if that individual is not a great listener he/she will not full understand what their prospects issues are and in turn may not come up with a solution that fully solves their issues.

Great Product Knowledge

Finally great sales professionals have a tremendous grasp on their companies product knowledge and how it applies to every scenario a prospective client may through at them.

As you are looking to hire your next sales professional, concentrate on uncovering whether or not they are strong in the above characteristic areas.

According to Wikipedia:  Sales Outsourcing is the practice of having an external company become a virtual sales force for you – because we (mostly) focus on an inside sales model – we can work for any company ANYWHERE. It is differentiated from value added resale in the usage of a “shared risk” model—that financing model requires both the client and the sales entity to invest in the actual sales program – it is this “shared” risk that makes sales outsourcing really work.  If the client company puts some “skin” in the game, they become a strategic partner and not just a beta test. This is differentiated from telemarketing in that it requires direct recruitment of sales personnel with specific backgrounds for each sales campaign, as opposed to the generalist sales rep (where the sales rep may represent many companies) popularized in telemarketing – this is one area that we cannot stress the importance of enough.  B2B sales recruitment is not an easy feat.  When you are outsourcing to a sales company, you are also finding a partner in recruitment. Finding and identifying top sales personal is a full time job in and of itself, and many outsourced sales companies have a dedicated sales recruiter whose sole purpose is finding and hiring top sales talent.

Sales outsourcing firms provide accountability regarding all sales results and activities while representing the brand of the client – our inside sales representatives are held to daily, weekly, monthly and yearly goals based on both ACTIVITY and PRODUCTIVITY.  All of this information is meticulously kept up-to-date in our CRM system which is then used to report to our clients with whatever frequency our clients see fit. For the end-customer, it usually appears as if the client sold the product themselves rather than the sales outsourcing firm – most sales outsourcing firms who are performing sales channel development act as a transparent.  Meaning, the outsourced sales team will carry the business cards, email, and persona of the client company.  The B2B sales outsourcing company is the recruitment, management and execution team.  The outsourcing firm is, in essence, an extension of the client but is responsible for all operations associated with direct sales activities (often receiving sales engineering and initial product/service training support from the client.) – We are what we like to call “Strategic Partners” – because you are the “experts” on our product, you will train our representatives (along with one of our managers) and we will give you valuable market research and, best of all, increase sales.

The key reasons many companies look to outsource sales are:

1. Speed to market; – we recruit great sales people FAST and have all the necessary tools to get a sales team up and running
2. Improved ROI as opposed to building or extending an internal force; – building a sales force is expensive, utilizing the tools of an outsourced sales firm is almost turn-key
3. Ability to access markets unavailable to client; – we have vast sales experience in numerous industries and verticals and can leverage those relationships for you!
4. Improved systems and process to better capture a marketplace; – we stay on top of sales trends and software for you and utilize the latest sales tools
5. Providing a litmus test to compare internal sales resources – our inside sales team will be on the front lines and will report valuable market research back to you
6. Test a new product/service without distracting current in-house sales team  - leave your people to what they do best, and let us test out a new product or market so that you don’t loose ground.

Hopefully this clears up some of the confusion that surrounds outsourced sales.  Outsourcing sale is a fantastic way to grow your business.  Contact us today for more information!

Time efficiency is one of the biggest reasons small businesses turn to sale outsourcing. It just simplifies the whole process because your outsourced sales team already has the tools and the markets in place to get your campaign successfully underway and adding up to increased sales and substantial profit. With outsourced sales, you get immediate implementation. Considering how dramatic the market has been lately, time efficiency is key. Wait too long, and you’ll be dealing with the contingencies of an entirely new marketplace. Everything is ready for use at a moment’s notice.

You also save considerable money on overhead. There are no hiring costs, and you don’t have to pay for extensive training programs. You also avoid extra payroll or insurance costs, not to mention money saved on equipment such as computers, phones, and other infrastructure. Sale outsourcing provides you everything you need without the extra overhead cost.

Nothing is predictable, especially the marketplace. Often, it’s hard to judge how much of a selling team you’ll need until you are in the thick of it. With outsourced sales, you also have the capacity for more resources. Experienced personnel can be added to your campaign as needed. This avoids pitfalls, roadblocks, and dead ends that often happen in the face of today’s difficult markets.

Outsourced sales get your campaign up and running optimally as soon as you leave the gate. You begin with the capacities of an experienced professional sales force working for you, earning their pay through your increased sales that result from the partnership. It simplifies the whole process, putting you down the road to increased profits and expanding markets without the added preparation time.

Business is complicated enough. Why not simplify your sales force by outsourcing it to the professionals?

So when business owners think of the topic, many misconceptions come to mind.  Some outsourced sales misconceptions include:

1. Lose of Control
2. Hiring the “Wrong” Person or Team
3. Improper Brand Representation
4. Having a Vague and Unclear Sales Pipeline or Funnel
5. Lack of Sales Results

By properly researching and partnering with the right outsourced sales company these misconceptions should be completely erased.  The right outsourced sales partner will act and feel like your own sales force (or at least an extension of your current force).

To eliminate the feeling of lose of control, the right sales partner will work with it’s client to identify your ideal client profile and will collectively build and execute on a sales game plan to effectively acquire those ideal clients.

The right outsourced sales company will hire specifically for each new client engagement, as opposed to shifting a bench of utility sales representatives from account to account.  In addition, most firms will prefer that you are involved in the final candidate interviews which further reduces the chance of hiring the wrong person.

Professional outsourced sales firms will take on the persona of its client (with client specific business cards, email addresses, auto signatures, marketing material, etc.).  In addition, its clients are heavily involved in the training (company, industry and product specific) for the outsourced sales partner and sales professional(s).

Lack of clarity regarding one’s own sales pipeline can often frighten a potential outsourced sales client.  With the right CRM (Customer Relationship Management) tool in place and proper utilization of the tool by the outsourced sales professionals a potential you will know exactly what stage each opportunity is in at all times.  Also the use of weekly sales meetings between all parties prohibits the chance of an opportunity “falling though the cracks”.

Finally a lack of sales results may be the #1 reason for a company to second guess outsourcing their sales.  This fear can occur no matter if an organization uses an outsourced sales partner or if they build their own sales team internally.  The benefit of sales outsourcing is that it takes very little upfront capital and your organization has turn key access to a proven best practice sales system and processes and an experienced sales recruiting and management team, at a fraction of the cost of building your own.  This winning combination greatly enhances your organizations chances and speed to seeing fantastic sales results!

The first and most important of the reasons to outsource is that an outsourcing company can provide you with the absolute best sales advice and assistance that is available. Sales outsourcing companies specialize in sales. They know the market as well as you know your product. They will have access to all different kinds of sales statistics and information. An outsourcing company will be able to assess your current sales and find ways that you can boost your sales and grow your business. They can either pass this information down onto you, or they can provide you with a sales staff that will be happy to work on increasing your sales for you.

The second reason to outsource is that it is actually the most cost-effective way to handle your sales needs. There are high costs associated with maintaining a full-time sales staff. You have to pay for their wages, their benefits, and you have to furnish them with office space and equipment. All of these costs can add up. If you decide to let an outsourcing company take care of all of your sales needs then you won’t have to worry about managing a sales team because they can do that for you and you will end up saving money in the long run.

Finally, the third reason to outsource is that they can provide you with short-term or long-term solutions to meet your specific needs. If you are having a grand opening or a new product launch they will be able to come up with creative and effective ways for you to get all of your information out there. Or, if you are looking for some long-term solutions to your sales needs they can provide you with an entire sales department that is focused on selling your products or services. Whatever your sales needs are, there are many reasons to outsource.