Sales Help – Ask and You Will Receive

February 9, 2010 – 11:32 am

Being too proud to ask for help isn’t just the tragic hubris of Greek tragedy; it is the mode of operating for too many business owners and managers, and one that is more dangerous in hard times than in any others. Many decision-makers shy away from consultative services or even basic reform or restructuring during hard times because in most cases these require an investment – an investment that seems to just add an immediate cost without any immediate benefit and, as such, a drain on much-needed cash needed to ‘weather the storm.’

But some help actually does quick returns and, in fact, can quickly pay for itself. Selling help can get an in-house sales program back on track with new strategies, salespeople, contacts, and leads. In these tough times, couldn’t everyone use a little help with sales? Isn’t now the perfect time to take share away from that pesky competitor once and for all?

Sales help can come in a variety of forms. Most basically, lead generation services and sales consultants can provide leads and set up meetings with hard-to-reach or hard-to-identify target market constituents. These can be enormously helpful for businesses that are able to convert consistently on leads. Of course, leads are only one part of the equation: leads x conversion ratio = sales. Improving conversion among existing salespeople is feasible with the help of sales coaching, or through an outsourced sales team. Help is also available in recruiting, training, and motivating in-house sales teams for those businesses whose size doesn’t justify the expensive infrastructure required to recruit, train, and administer a sales team. And for those companies that would rather leave every aspect of sales to the professionals, outsourced sales solutions are available that handle all aspects of recruiting, training, leading, motivating, paying, and retaining salespeople to keep sales on track.

If they’re honest with themselves, most business owners and decision-makers will realize that they could use a little selling help. What form that help takes – recruiting services, consulting, outsourced sales, lead generation, or some combination of all of these – depends on the circumstances: some businesses need more help than others, or could benefit from help more than others. For instance, businesses looking to expand into new markets benefit immensely from outsourced sales solutions. While not every case has a panacea, one thing is for certain: getting help is a sign of modesty and shrewdness, not of weakness and incompetence and is a step that will allow businesses to refocus on what they do best – growing their businesses through innovation.

By admin | Posted in Increase Sales | Tagged | Comments (0)

Outsourced Sales for Small Business

January 27, 2010 – 8:32 am

Many companies that research sales outsourcing tend to think that it could only benefit large organization.  This common misconception couldn’t be farther from the truth though.  Outsourced sales for small business is often more valuable than it is for large corporations.  The reason for this is that these small businesses typically don’t have the resources, infrastructure or culture that caters to building a highly effective and successful sales department.  This is why working with a turnkey outsourced sales organization could be extremely beneficial.

Through working with an outsourced sales partner these small businesses get to leverage a professional recruiting, sales training and management infrastructure for factions of the cost of building the whole thing out themselves.  In addition, these sales firms bring years of sales experience, best practices and techniques which can prove to be invaluable and nearly impossible to replicate.

If you are a small business owner that would like to grow their sales without growing their head count, payroll or infrastructure, you should investigate outsourcing your sales.

By admin | Posted in Increase Sales | Tagged | Comments (0)

Lead Management

January 24, 2010 – 8:28 am

Lead Management as a part of sales can be controlled through a number of systems, but is key to developing a sales strategy.  The first step in developing a sales strategy is choosing to sell on your own or outsourcing the sales function.  Outsourcing can take on the form of a b2b sales consultant; full b2b sales outsourcing or b2b sales lead generation.  If you choose to outsource sales team, then choosing a vendor with a transparent system, best practices in hiring, training and management is essential.

One good measure of this type of b2b sales outsourcing company is their ability to develop a sales strategy that takes everything from lead generation through Lead Management and all the way to the close. The use of a central CRM system that allows for transparency and constant feedback in the sales process is key.  Outsourced sales services should be experts in this type of reporting, lead tracking and sales process development.  Otherwise, you will still find yourself doing the majority of the work and heavy lifting.

Consultative sales or a consultative sales process is also dependant on this central sales process idea.  Starting with Lead Management, best practices include developing a comprehensive approach to contacting the lead.  Most effective and experienced outsourcing companies will use a combination of touch points to include the phone, physical mail, email and voicemails throughout the sales process.  Lead Management depends on tracking these activities in a CRM and trying to automate as many of the connections as possible.  However, while technology can help in the efficiency of how we contact a lead or prospect and develop them into an opportunity, it can not replace individual b2b sales experience.

By admin | Posted in Sales Tips | Tagged | Comments (0)

Outsourcing a Consultative Sales Process/Sale

January 21, 2010 – 8:14 am

One apprehension we still see in the market is around the idea of an outsourced sales force executing a Consultative sales process.  However, there are a number of outsourced sales companies in the market that are only focused on this type of sale.  Previously, most outsourced sales companies were seen as a means to do b2b sales lead generation or to handle customer service and account management.  However, as the market has matured and people are looking at every part of their business, outsourcing a consultative, needs based sale is more common place.

One thing that has allowed for or contributed this type of sales outsourcing is hosted CRM solutions and more adoption of technology across the sales function.  More companies are moving to a transparent and hosted CRM for both cost and efficiency reasons.  As a result, companies interested in offloading part or all of their consultative sales process are able to still control the message delivered, monitor progress in the sales cycle and be part of the lead management with their vendor of choice.

In addition, the economic challenges that have faced business over the last 18 months have forced companies to look in all areas for savings and efficiencies.  Where they may not have previously considered their revenue generating sales team as a potential area for review, they must now look at more efficient means of achieving their goals.  Whether you have a sales force that travels the country, meets face to face in a specific geography or uses technology and web based demonstrations to sell your product, there is a b2b sales outsourcing solution to meet your needs.

A large part of vendor selection must be based on that company’s b2b sales experience, client history and what outsourced sales services they offer.  Make sure to look for a company that has a focus and only executes one of these outsourcing models, one that matches your company culture and beliefs and will uphold brand strength and integrity throughout their target markets or verticals.

By admin | Posted in B2B Sales | Tagged | Comments (0)

Keys to Sales Success – Continual Sales Training

January 19, 2010 – 11:19 pm

There are many keys to sales success.  One such key is the nature, topics and method of sales training.  Best in breed sales training never stops and is a combination of sales strategy training, product training and continued technology review.  Too often today, outsourced sales team will be given initial product training, perhaps some scripting or objection handling and then are left to their own habits to execute a sales strategy.  In order to have b2b sales success and develop a strong outsource sales force, the outsourced sales services must include some ongoing training and more sales strategy.

We employ a number of training techniques from class sessions, ongoing call monitoring, call recording and play back as well as informal training through mentor programs and all company meetings.  The topics of these training sessions can range from Consultative sales strategy to Lead Management, developing a sales strategy, closing and how to get past a gate keeper.  In addition, we work to bring an outside voice in to the company once a quarter and talk about a sales related, but often non-work oriented topic such as health and wellness, stress management or philosophy.  Through this effort, we have more rounded and educated sales force who can handle every sales situation.

Another huge success in the past two years has been the formal and developed mentorship program we use to train and coach younger members of our outsource sales team.  This program allows each team member to meet with a more experienced peer who is not in management and discuss account issues, sales strategy and other related topics.  The channel has provided real time feedback to management, another voice for the younger sales team and a means to develop and alter some of our sales training.  In fact, we have added topics such as Lead management and developing a sales strategy to our initial training course as a result.

In the end, to have a successful outsourced sales force, a good vendor must offer outsourced sales service to include training.  Within that training, one keys to sales success it to never loose focus on the training and encourage ongoing learning.  Whether it is through a mentor program, tuition reimbursement, monthly training sessions or the occasion lunch and learn, sales training is one of the many keys to sales success in executing an outsourced sales force.

By admin | Posted in Sales ROI | Tagged | Comments (0)

Underperforming Sales Force?

January 19, 2010 – 8:27 am

Do you feel if your business is guilty of having an underperforming sales force?  If so, you aren’t alone.  Many businesses have the same problem and there are many reason why this could happen to your businesses.  Some of the reasons include:

 

  1. Hiring the wrong person!
    • Many know the saying “Slow to hire, quick to fire” but have a hard time abiding by it.  Hiring the wrong person causes many companies’ sales departments to spin their wheels.
  2. Not having the right sales environment in place.
    • Cold calling is a necessary evil in today’s sales environment and many companies don’t have cultures that are conducive to this practice.
  3. Lack of sales training and/or management.
    • Companies (especially small to mid-sized businesses) often lack the proper sales training and management needed to take their sales force to the “next level”

 

All of these issues could be taken care of by partnering with a professional outsourcing sales company.  These outsourced sales partners bring the necessary sales recruiting, training and management needed to have a world class sales department, without having to invest large capital expenditures to accomplish such a feat.

By admin | Posted in sales help | Tagged | Comments (0)

Sales Force Augmentation

January 17, 2010 – 10:06 pm

As a new decade unfolds, companies are looking to increase their sales in every way possible.  These same companies are starting to realize that sales force augmentation (also know as sales force outsourcing) is a great way to increase it’s reach without having to add additional head count, management, infrastructure, benefit costs, etc.

Sales force augmentation allows companies with an existing sales force to target clients that traditional have proven not to be cost effective to chase with their internal sales force.  It also could provide an “inside sales” quarterback for companies with an internal outside sales force.  The outsourced sales partner can cold call, qualify, learn the landscape and schedule an appointment for a company’s outside sales force.

For those without a sales force, sales force augmentation can act as a company’s sales department without having the owners/partners be involved in the day-to-day sales recruiting, training and management.  Many smaller companies have a hard time building and maintaining an effective sales culture/environment and recruiting/hiring and managing effective sales representatives.

By admin | Posted in sales force outsourcing | Tagged | Comments (0)

Sales Tip – “Sales is about Focus and Momentum”

January 8, 2010 – 8:23 am

In today’s technology dominated world, many sales professionals (young and old) are getting too caught up with the researching and prospecting of potential clients and not enough time selling to these potential clients.

With such fantastic tools as Hoovers (www.hoovers.com), Jigsaw (www.jigsaw.com), Linked In (www.linkedin.com), Zoom Info (www.zoominfo.com), and many more widely available to us, we are now able to get the direct contact information of top level decision makers quicker than ever before.  These tools are an extremely valuable part of a top performing sales representatives’ arsenal, but many of us (me included) tend to fall into the rut of utilizing them for research during top selling hours.

Instead, try using these tools at the end of each day as you set up your next day’s calls.  Taking an extra 30 minutes at the end of a day to do all your research will undoubtedly produce far greater sales results than if you research each prospect before each call.  This technique will allow you to go from one call to the next with all the information and confidence you need to be extremely effective and efficient on your calls.

As stated to me by one of my most respected mentors:  “Sales is about Focus and Momentum”.

By admin | Posted in Sales Tips | Tagged | Comments (0)

Software Sales Outsourcing

January 5, 2010 – 8:05 am

In this age of doing more with less, software sales outsourcing is becoming an extremely hot topic.  Many small software companies find themselves with an amazing Software as a Service (SaaS) offering, but many times realize they don’t have the right sales management and/or sales infrastructure to appropriately get it to market.

That is where utilizing an outsourced sales company can help with an increased speed to market and a quicker market penetration without having to invest in huge capital expenditures (sales management, recruiting, training, etc.).

Many outsourced sales companies utilize the most current Sales 2.0 tools to close deals faster and with more regularity for their clients.  Some of the tools include:

Lead Sourcing Tools: Through the use of lead tools like Hoovers, Jigsaw, Zoominfo, Salesgenie, etc. outsourced sales representatives reach decision makers quicker

Online Meeting Tools: By utilizing such tools as GoToMeeting, LiveMeeting and WebEx outsourcing sales representatives can perform live demonstrations of their solution.

Search Engine Marketing (SEM): In today’s world, software companies need to be visible to the online world (i.e. Google, Yahoo, Bing).  The right sales partner have relationship with SEM companies that can help your organization rank (organically and pay per click) at the top of all major search engine.

Moral of the story, is that software sales outsourcing can help small software companies ramp up their sales and sale pipeline quickly and very cost effectively.

By admin | Posted in Increase Sales | Tagged | Comments (0)

Outsourcing Sales for Small Business

January 3, 2010 – 8:07 am

When companies think of outsourcing their sales, many fall under the misconception that it only works for mid-sized to large organization.  Although this is a great option for those sized organization, outsourcing sales for small business is an option too.  When mid-sized to large organizations outsource their sales, it usually is to complement their existing sales force.

When outsourcing sales for small business, many times the outsourced sales partner becomes that organization’s sales force/department and is extremely intrical to that organization’s success.

That is why it is extremely important to do your research when choosing an outsourced sales partner.

Some important criteria when choosing an outsourced partner should include:

  1. Make sure that the company has been establish and has reference-able sales experience within your industry
  2. Be careful on choosing a company that works off of a 100% variable compensation…. Typically you get what you pay for.
  3. Do a site visit! Make sure the company that is going to represent your business passes your standards test.
  4. Many companies will allow you to be a part of the hiring process…. Take advantage of that!
    1. If a company shifts sales professionals from account to account or if they sell part-time…. Be careful!
  5. Remember, they are sales people… not miracle workers.
    1. If your sales cycle takes 6 months, working with an outsource partner is not going to shorten that.

Once again sales outsourcing can be extremely beneficial for companies of all sizes.  It just takes a little due diligence on your part to get the right one for your business.

By admin | Posted in sales force outsourcing | Tagged | Comments (0)