How to Get the Most out of your Outsourced sales people

June 7, 2011 – 9:05 pm

As outsourced sales experts we are often asked how we have so much success with our sales representatives.  We are, after all, representing a myriad of companies, products and services – so how is it that we manage to have successful sales campaigns in so many different areas?

First and foremost – we believe it begins with recruitment.  One of the best gifts we give our outsourced sales clientele is our people.  We have prided ourselves from day one in expert sales recruitment strategies.  We find sales representatives who not only excel in the field of sales, but who are passionate about sales.  It is not unusual for our sales reps to begin in lead generation outsourcing and, over the course of a couple of years, advance to team leader and to eventually be hired directly by our clients.  We pride ourselves in finding raw sales talent early – no bad habits to break or egos to contend with – just raw talent and a hunger to succeed.  This, we believe, is the first step to success.  If you don’t have the right foundation – you will be building a house of cards.

The next step in a successful channel sales outsourcing comes training.  We have a stringent seven week training program that delves into the nuts and bolts of sales.  Ours is a combination of many different training techniques from soft selling to hard selling, from solution sales to technical sales.  Because our outsourced sales representatives all sell for different clients, it is important that they are well versed in a variety of techniques.  From there – we rely on our clients to round out the product training.  Our reps will be expected to train with the client from a day to two weeks.  However long it takes.  We are the experts at sales – we are not the experts on our client’s products.  This is where the true partnership begins.

The other ingredient for success when it comes to channel sales outsourcing is to keep an open line of communication between our client and the outsourced sales team.  Our greatest sales partnerships have grown because of this open communication.  Outsourcing sales doesn’t mean you as the client get to wipe your hands clean of all responsibility!  We need you and your internal support team to insure success.  Making sure there is point person and open lines of communication are imperative to the success of your outsourced sales campaign.

The last – but most important – aspect of a successful outsourced sales campaign is the selection of the right outsourced sales company!  Make sure you do your research and look for a company that has a track record of success.  Check what sort of industries the company has worked with, the size of the companies they have worked with, the types of products they have sold.  All of these aspects are very important to research. Does the company only do lead generation outsourcing?  If so – the might not be the right company to take your product to market.  Do your homework, ask for referrals and – most important – meet their sales people.  If they are a good company they should have nothing to hide.  We often say that most of our deals are closed the minute our client’s come into our offices and meet our sales representatives.  Do your homework, follow our advice, and your outsourced sales campaign will be sure to find success.

Happy Selling!

By admin | Posted in outsourced sales and marketing | Tagged , | Comments (0)

Differences between Outsourced Sales and “Outsourcing”

May 31, 2011 – 9:04 pm

Many people find it difficult to distinguish between “outsourced sales” and “outsourcing”.  It’s a common mistake – but one that we would like to clarify.

Outsourcing – first a foremost is often referred to as ‘subcontracting’.  This is defined as “the economic process in which a particular company moves or goes resources designed to fulfill certain tasks, to an external company, through a contract. This is especially true in the case of the” outsourcing of specialized companies.”  Outsourcing is a generic term that can be applied to any area of business from recruiting to accounting.  Outsourcing sales, however, is the outsourcing of the sales function.  In our business – this can take shape many different ways from lead generation outsourcing to appointment setting to closing deals.  Our outsourced sales representatives can support an existing sales staff or take over the sales function completely.  Despite having a very specific focus, sales force outsourcing here at Acquirent can take many shapes.

Most people when they hear the term “outsource” assume that a portion of a company’s function (for example, customer service) will be performed overseas.  While many very large companies are “outsourcing” to India and Europe in order to remain competitive by cutting costs, our business is done completely stateside.  While we can be a way to cut costs while still growing a business, slashing the bottom line is not our #1 goal.  Our #1 goal is to grow your business through sales.  Assembling sales teams, developing sales processes and closing deals are what we do best.  Our services do not come cheap – but when it comes to outsourcing sales – you more often than not, get what you pay for.

Our outsourcing sales professionals are just that – professionals.  You will not have to worry about your clients being on a merry-go-round of confusion as they talk to representatives who are merely following a script.  We believe robotic sales people are the kiss of death to a sale.  Our representatives are more than simply outsourcing lead generation telemarketings.  Our outsourced sales representatives are sales experts who have learned from us the nuances of taking a sale from cold call to close over the phone.  Oftentimes you do not get this level of professionalism when dealing with “outsourcing”.

Most importantly – when dealing with Acquirent as your outsourced sales company – you will be getting more than just a subcontractor.  You will be getting a strategic partner.  We will be with you every step of the way as we – together – formulate a sales strategy and plan to get the most out of your sales outsourcing campaign.  Beginning with outsourcing lead generation we will expand to develop sales cycles and processes and will be your right-hand sales partner every step of the way.

Don’t let your preconceptions about ‘outsourcing’ mar your view of professional sales outsourcing.  We might be the best decision your company ever made!

Happy Selling!

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

What you don’t know about Outsourced Sales

April 28, 2011 – 11:09 am

Sales outsourcing can be a lot of different things depending on the outsource sales company.  We at Acquirent pride ourselves in going above and beyond when it comes to channel sales outsourcing.  Most people look at sales outsourcing and assume that it is the same as lead generation outsourcing.  While a significant portion of our business relies on a successful lead generation campaign – that is not where our expertise ends.

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!

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

Costly Selling Mistakes

April 18, 2011 – 2:18 pm

As leaders and pioneers of the sales outsourcing industry, we have learned a lot through working with many different clients through the years.  We have performed the sales outsourcing function for small businesses as well as large.  We have worked with our sales representatives to set sales appointments both in person and over the phone.  We have worked with long sales cycles and short.  We have sold both products and services and finally, we have worked in a plethora of industries.  There is little that this sales outsourcing company has not seen!  Most importantly, we learned from our mistakes.  These are a few of the mistakes that are made when people look to set sales appointments and increase sales.

When we take on a new outsourcing sales client, we like to go over their existing sales process and see where they are going wrong.  As experts in providing sales outsourcing solutions, this is the least we can do.  The first mistake people make is not differentiating themselves.  Gimmicks, deals, and shoddy price guarantees do not work in building confidence in you or your company.  These tactics should not be employed when trying to guide a potential customer through a buying decision.  Instead, when it comes to setting sales appointments and closing deals, focus on the value and what your client will be getting.  Really dig hard to discover what sets you apart from the rest.

The second mistake we see when we review our potential clients is that many don’t set a clear objective.  A good portion of our clients are small businesses or start-ups and have been focusing on simply bringing their product to market, instead of envisioning and creating a thorough sales process.  The sales process must be clear and defined and there must be clear objectives to accomplish at various stages.  When working with an outsourced sales and marketing company, you will benefit from the experience of creating many, many sales processes and the rewards that come from that.

The third mistake we see people make often goes hand in hand with the previous mistake – and that is not asking the right questions.  Not qualifying potential clients properly can be deadly to the sales cycle.  A sales representative can waste a precious amount of time talking in circles to an unqualified prospect only to learn way too far down the sales process that they will not be a fit.  Asking the right questions will ensure this does not happen.  Remember, when you are setting sales appointments, the fit must go both ways!  The right questions will move the sale forward with the right clients.

Another mistake we see in our outsourced sales and marketing prospects is that people do not present properly.  We have met with many, many CEO’s who are so well versed in their products that they never, ever stop talking and listen to what we have to say.  We understand this excitement, but it is definitely not the way to close new business.  When it comes to outsourcing telesales, you must listen at least twice as much as you talk.  A goal of the sales appointment should be to get the prospect asking you about your product or service, not listening to you pitch it.

The final mistake we see more often that one would guess is that so many fail to ask for a commitment.  Not everyone is a born salesperson and the ability to “ask for the sale” is often the hardest (yet most important) hurdle to overcome.  Opportunities are too often missed due to weak commitment statements.  It becomes easy to continue setting sales appointment after sales appointment.  Sooner or later you need to ask for the sale.  It is the only way to move forward.  What is the worst they are going to say?  No?

When researching how to increase sales, consider the above and see how you and your business stacks up.  If you find that you can relate to any of the common mistakes above, it might be time to consider hiring an outsourced sales and marketing firm.  Sales outsourcing solutions come in all shapes and sizes and we can certainly work with you to find the best for you!

Happy Selling!

By admin | Posted in outsourced sales and marketing | Tagged , | Comments (0)

Sales Etiquette Can Give You the Competitive Edge

April 11, 2011 – 2:14 pm

They say that acquiring a new customer costs five times the cost of keeping an existing customer.  As outsourced sales and marketing experts we know this all too well.  When working in outsourcing telesales, however, it is the new customers we want.  Sales outsourcing doesn’t focus on maintaining relationships, we focus on ways to set more sales appointments for our clients – in turn bringing on new clients.  Sales outsourcing solutions that do not focus on bringing in new clients are not really selling ‘sales’.  We are working in a very competitive world and one where we have learned we need to put forth extra effort to get the edge, this effort is what we like to call sales etiquette.

There are many ways in which we train our sales people to close new deals a cut above the rest, but the one that often gets overlooked by other companies is stressing sales etiquette.  As sales outsourcing specialists we have learned through the years that customer service and general etiquette are trending to go by the wayside.  Not here.  We believe that proper presentation and etiquette as well as exceptional customer service are what set us apart as outsourced sales experts.

When setting sales appointments, sales etiquette is also what sets our sales representatives apart.  The first step is presentation.  We make sure our outsourced sales personnel are well trained and articulate.  They are prepared with qualifying questions, probing questions as well as pre-rehearsed rebuttals for any and all objections.  Being prepared is the first part of proper sales etiquette.

The next part of sales etiquette that is often overlooked is to learn how customers prefer to communicate.  Some prefer email, some prefer the phone, some prefer webex and some like a combination.  When setting consecutive appointments – learn the method your prospect prefers – and stick with it.  The last thing you want to do is make your prospect uncomfortable.  A simple question of “How do you prefer I contact you moving forward?” might just be enough.

Follow-up might just be the cornerstone of sales etiquette.  There is nothing worse than saying you will do something and then not following through.  We’re not big on under-promising, but we do like to over-deliver.  Our outsourced sales representatives are trained in calendar management and know how to manage their time and sales appointments.  Even if it is a simple question, coming back with a prompt response is critical.  Business is often the result of a string of small gestures that combine to form the big picture.  Every hand written note, every article sent, every question answered will all help to seal the deal.  When it comes to outsourced sales and marketing in a competitive world, your responsiveness will not only help close the deal but insure continuing business.

And finally, basic manners are a must when setting sales appointments to increase sales.  Using your “pleases” and your “thank you’s” as well as respecting the customer’s desires and needs is key.  In business, as in life, just a little bit of manners can go a long way.

Using business etiquette skills as your secret sales weapon won’t cost you a dime. Your only expenditure is the time it will take to listen and learn about your customers, to honor their preferences and to follow up with courtesy and respect.  Call us today to learn more ways in which you can get the competitive edge by using outsourced sales and marketing specialists.

Happy selling!

By admin | Posted in Outsourcing Telesales | Tagged , | Comments (0)

The Journey From Prospect to Client

April 4, 2011 – 9:44 am

The journey from prospect to client can be a long and arduous one.  We, as outsourced sales and marketing experts know this all to well.  Sometimes it can take hours or even minutes, depending your sales cycle and product, but oftentimes it takes weeks, months or even years.  We work with so many different clients with so many different cycles and each one is unique.  We have learned that even the best sales people can burn out of a long sales cycle – but if you are focusing on setting new sales appointments and keeping the pipeline full, this can help you to keep your eye on the prize.  The goal is to shorten the sales cycle and get more out of less sales appointments.

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!

By admin | Posted in outsourced sales and marketing, sales force outsourcing | Tagged | Comments (0)

Top Ten Ways to Make a Successful Cold Call

March 28, 2011 – 9:40 am

1.  Understanding the goal of the cold call:  When you pick up the phone to set a sales appointment, what do you want to get?Where do you want to be? What do you want to learn? What action/commitment do you want your prospect to take? Knowing the goal of the call and visualizing it will ensure you are better prepared.

2.  Don’t send literature if you do not have to: “Send me some information” is often just a brush off to get you off the phone quickly and rarely (if ever) does it mean your prospect will read it.  Too many prospectors accept this as a way to get off the call.  If you want to get the most of your telesales appointment,  you want to find out why your prospect is asking for information and if they are a true prospect. Getting the most out of telesales phone appointments does not translate into “send me some more information”.

3.  Make sure your telephone etiquette is up to speed:Chewing gum, eating, music or television blaring in the background, talking to other people, sounding bored or using zero inflection while you’re on the phone are all ways to turn your prospect off and reduce the chances that you can have a productive conversation.  If you want to set a successful sales appointment – sound articulate and enthusiastic, and don’t forget to smile!

4.  Use your listening skills: Remember the old adage that you have one mouth and two ears and to use them proportionately?  Prospects will tell you everything that you need to know, if you ask the right questions and shut up.  Listen actively so that you’ll hear what your prospects’ are really saying. If you want to set a sales appointment, listen to what your customer needs!

5.   Do not project your fears onto the prospect:  “Mr. Smith is in a meeting” or “Mr. Smith is not available right now” does not mean Mr. Smith doest not want to talk to you.  Do not fall into the trap of reading negative meaning into statements made by gatekeepers and/or prospects. Take these statements at face value, assume they are true and call back.  The average sale is closed after more than 5 cold calls.

6.  Ask Good Qualifying Questions:  This is most arguably the most important aspect of setting a successful sales appointment over the phone.  It is critical you gather information about your prospect. Make sure that you have great qualifying questions ready to ask that will tell you what you need to know. Divide your questions into “Need to Know” and “Nice to Know” categories. Make sure to ask all of your “Need to Know” questions first.  Good questions will equal more sales appointments.

7.  Be Prepared! When sales appointment setting over the phone, you have about 10-30 seconds to grab your potential clients interest.  A professional wouldn’t go into an important meeting with a top customer and wing it, yet that is exactly what far too many sales reps do when they get on the telephone.  Because the phone is less “threatening” people think it is “easier” and then they fumble and trip over their words.  Make sure you prepare and don’t get caught in this trap!

8.  Ask for what you want! Do not be afraid to ask for what you want!  Too many reps get cold feet when it comes to asking for the sale or the sales appointment.  You must eradicate this fear!  Have your goals for the call clearly outlined (as in #1), and have a fluid way to work the final “do we have a deal” part of the call into the conversation.  Do not get caught in the web of overselling when sometimes, all you need to do is ask for what you want.  Try it, you might be surprised.

9.  Do not create objections where not exist:  Have a good call opening and be clear, concise and articulate.  Otherwise, you will not instill confidence in your prospect and they will have an objection before you even begin.  Anything that you say to a prospect that does not resonate deeply with them will create an objection. You want to be prepared with a good call opening and good script that will create interest so you don’t get the old, “I’m not interested”.  Creating interest creates a successful cold call which will lead to a successful sales appointment!

10.          Leading with value:  Remember to look at the call from your prospects’ point of view.  Think “what is in this for them” and make this your focus.  This what will gain their attention and show them you care about what is the best avenue for them, and not just looking to set a sales appointment.  Always lead with the value if you are looking to increase your sales appointments.

Happy Selling!

By admin | Posted in Outsourcing Sales, sales appointment setting | Tagged , | Comments (0)

Get More Sales Appointments – Turn To Inside Sales Outsourcing

March 21, 2011 – 9:36 am

If you are looking to get more sales appointments – it might be time to turn to an outsourced sales and marketing company, and inquire about inside sales representatives.  If sales help is what you are looking for, why not turn to the people who know it best?

Inside sales often gets a bad rap for being somehow “less” than outsides sales, but nothing could be further from the truth.  The bottom line is – an excellent inside sales person could be worth 5 “good” outside sales reps.  And cost you a mere fraction of the resources.  No cars, no blackberry’s…no gas miles and mysterious lunch receipts…

By turning to inside sales with a reputable outsourced sales and marketing company- you will, most certainly, get more “bang for your buck” when it comes to setting appointments.  “Feet on the Street” are limited by traffic, geography and weather…whereas inside sales people can set sales appointments anytime, anywhere – all they need is a call list and a phone.

At Acquirent, we have an excellent inside training program that ensures you will get the most from your telesales phone appointments.  Where your outside sales representatives might set 1 appointment in a day – we could set 5.  The proficiency of the phone combined with a compelling, assertive and persistent sales representative will be the most likely combo to increase sales appointments.

Outsourced sales and marketing companies are becoming more and more relevant and economical in this changing economy and world.  If you are looking for sales help and looking to increase your sales appointments – turning to an outsourced sales and marketing company with a focus on inside sales might be just what you need.

Happy Selling!

By admin | Posted in outsourced sales and marketing | Tagged , | Comments (0)

Get the Most from Telesales Phone Appointments

March 14, 2011 – 9:34 am

If you are looking to increase sales, you might first start with seeing how well your representatives doing on the phone.  Sales appointment setting is an art and something that has definitive steps and stages if you want to do it right.  This is not rocket science, and these are not secrets that no one else knows…but you might want to check and make sure that you are following the process in order to get the most from telesales phone appointments. By utilizing the help of an outsourced sales and marketing company, you might just find where you have been going wrong.  Read on and see if you are getting the most from your telesales phone appointments…

First, you must start with an attention grabbing introduction.  If your goal is to set sales appointments, you must start your sales appointment call with an introduction that grabs the buyer’s attention.  Take a look at your cold call scripts and give your cold calls a great, attention grabbing start.  You also must clearly state who you are and give your reason for calling.  A good introduction will help you to get the most from telesales phone appointments.

After the Introduction comes the qualifying questions…the point of “qualifying questions” is to motivate your prospect to answer questions.  If you want to set sales appointments, you need to discover what it is they want.  Find their pain points. This is also where you find out if it is worth while making a sales appointment with them by asking the right questions.  Make sure you have at least four or five good, thorough qualifying questions to engage your prospect in a dialogue.

In the meantime, during the sales appointment call – it is likely that you will have to handle objections.  Be sure to know VERY WELL the reasons prospects reject your appointments and come up with compelling rebuttals.  Objections stand between you and your sales appointments and you must learn to deal with them with a cool and level head. Be sure your sales representatives are well versed in rebuttals.

At this point, you have introduced yourself, given your reason for calling, and motivated the prospect to move with you to the next stage of the appointment setting call.

Now, you must gain the prospect’s agreement to an appointment.  This can be tricky.  You must come up with a compelling way to get them to agree to meet you, either via web appointment – or in person.  If you have done the previous steps correctly, it should be much easier to get prospects engaged and interested.

The only thing you have left to do, is close the sale!

Happy selling!

By admin | Posted in sales appointment setting | Tagged , | Comments (0)

Outsourced Sales: Best Way to Grow Your Sales Force?

March 5, 2011 – 7:58 am

If you are considering B2B telesales services, you are probably looking to increase sales in a more efficient manner.  What often comes as an added benefit of working with a professional outsourced sales force is the fact that you actually grow your sales force.

Here are the ways in which b2b outsourced sales forces can actually help you grow a better, stronger sales team:

1)  Recruiting expertise:  B2B outsourced sales companies often have a very efficient and very thorough recruiting process.  They are experts at finding inside sales representatives (no easy feat!) and oftentimes have a pipeline full of expert candidates – leveraging this skill will definitely help start your sales team off on the right foot – and fast! Because we have been in the business of hiring successful inside sales people since our inception, you will benefit from less turnover surprises and a faster ramp-up time.

2)  Sales Management:  When utilizing b2b telesales services, you are getting a turn key operation. We have expert inside sales managers on staff who know how to motivate, inspire and track an inside sales team.  By having an efficient management team in place – your sales representatives will be more successful and growth will be imminent.

3)  Promoting from within:  We are firm believers that promoting from within not only gives sales representatives motivation to succeed, but yields the best results from new sales representatives down the line.  We have had client accounts grow from 2 to 10 people and we have found that by promoting existing inside sales representatives from representative, to senior representative, to team lead and, eventually, to sales manager – we get better staying power, less turnover, and a sales team that has worked from the bottom up and know your product and service like the back of their hand.

4)  Growth:  When the time comes to grow your account, we have the know how, tools and resources to do it swiftly.  Successful B2B telesales companies work like well-oiled machines and if and when your account is ready to grow, we will help you do that.  Do you need more reps to set appointments for senior reps?  Do you need more dials?  Do you need an outside contingent?  We will work with you to develop the best and most efficient way to grow and make it happen!

5)  Lifelong relationships:  As a very successful outsourced sales company we have said it once and we will say it again, we are not merely a service provider – we are a partner and the representatives feel the same.  Our sales representatives will identify with your brand, your culture and your company – oftentimes saying they work for you!  It is not unusual for our most senior representatives to eventually move on to long, lucrative careers with our client companies.  While we do charge a fair recruiting fee, you are getting a successful, professional, and – most importantly – vetted sales representative to continue your growth from within!

There are many, many ways in which an outsourced sales company can help you – be sure to make and appointment to meet with us and see our inside sales team – they could, one day, be working for you!

Happy selling!

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