How Outsourced Sales Can Help A Small Business

February 28, 2011 – 7:56 am

Are you a small or start-up business that has a decent bottom line – but you know you could be doing more?  Do you have a handful of sales people who are more or less on their own and not pulling in what you think they should?  Do you have a somewhat disjointed and ad-hoc sales process that you think could benefit by being more clearly articulated?  Are you tired of managing your salespeople instead of focusing on company growth?  If you answered yes to any of the above, it might be time to consider a professional outsourced sales force.

While we do have clients in the Fortune 500 category, many of our partners are just like you.  By turning to an outsourced b2b telesales model you might be able to solve many of the headaches of running a small business, while benefitting from an upsurge in sales.

First, by switching to an b2b telesales company – you will be partnering with an expert at inside telesales.  If you are like our other partners, you probably lack a clearly defined sales process, sales scripts, and proper objection rebuttals.  We will work with you every step of the way to develop these as well as proper marketing materials.  You don’t start a business without a business plan – and too many small companies start a sales force without a sales plan.  By utilizing a telesales company, you will get this, and it will be yours.

Are your sales representatives in a rut of calling on the same people and same types of businesses day in and day out?  Do they object when you suggest them to try other avenues to close business?  Deals come in all sorts of packages and by partnering with a professional outsourced sales force, you will get to experiment in these new markets.  Outsourced sales forces are experts at lateral thinking when it comes to closing deals and we are oftentimes more aggressive…don’t’ forget, if we are not successful – we’re out of job!  A professional outsourced sales force will be motivated to leave no stone unturned.

If you think you fit into the above category, go ahead – give us a call!  We charge nothing to meet with you – and you might just learn a few things in the process!

Happy selling!

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Cost Savings Resulting From Outsourced Sales

February 22, 2011 – 7:13 am

Companies tend to consider outsourced sales forces when looking to either grow revenue or cut costs associated with a sales force.  Here is a look at some areas for potential cost-savings associated with hiring a B2B telesales company:

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!

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Benefits of Outsourcing Your B2B Telesales Services

February 15, 2011 – 7:09 am

Your company needs more sales – and fast.  You have a great product/service, you have the right leadership, but something is just not right.  You know you need  to hire a telesales team – but you aren’t sure if outsourcing is right for you.  Here are a few things to consider.

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!

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Outsourcing B2B Telesales: In House or Out of House?

February 8, 2011 – 7:05 am

The world is growing a lot smaller, more tech-savvy, and more accessible – as this happens, more and more people are trading in their company cars and airline miles and closing sales over the phone.  Soon the days of WIllie Loman and the traveling salesman will be over as more and more companies realize the value and cost savings of a b2b telesales force.

If you are one of the many companies who have decided to move your operation inside, you are probably trying to decide on whether to bring your b2b telesales campaign in-house, or find a company to partner with who will provide you with an outsourced sales force.  If this is the case – consider these seven aspects and ask yourself “am I willing/ready to implement this”?

1)    Proficiency – telesales representatives are not easy to hire.  In fact, many recruiters tout these folks as not only the bread and butter of an organization, but among the hardest to find.  You must be ready to find telesales reps who are not only articulate, intelligent and well-educated – but they should speak with poise and clarity and be able to think very fast on their feet.  In addition, they must have a thick skin and be able to “dial with a smile” day in and day out.  Just because these folks are “inside” does not mean you can cut corners in recruiting them.

2)   Familiarity with product – when considering b2b telesales services, you must be aware that familiarity with your product or service is critical for a successful campaign.  In-house telesales teams have the inside track here – however, if you designate an in-house liaison to act as a life-line for the outsourced sales force, great success can be had.  Make sure you have a plan on how you will keep your inside telesales force “in the know”.

3)   Scripted conversation – not all successful sales people or sales managers are familiar with scripting calls.  A professional outsourced sales force is.  In fact, outsourced telesales companies will tell you that it is the script (and sticking to it) that leads to a successful campaign.  However, not all scripts are created equal!  The script must be carefully designed to evoke a certain response from the client.  The mark of a good caller is one who can work of a script, while still sounding fresh and natural at the same time.  Outsourced sales forces are experts at this and if you do decide to go the ‘in-house’ route, make sure you hire a sales manager with an outsourced sales background who will be able to bring this to your telesales campaign.

4)   Incremental approach – just because the sales process is one that is engaged over the phone, it does not mean it should be handled with any less finesse than an outside call.  Most deals will not be closed in one call.  There must be steps of the sales process and these should be clearly outlined.  Sales representatives should not rush the sale, and yet they should not take no as an answer either.  There is a fine balance and developing the right sales process for a successful b2b telesales force to thrive is critical.

5)   Take rejection in stride – by nature cold calling yields a lot of rejection.  You must be realistic and understand that your sales reps will not close all of their calls.  It is not unusual for a representative to make 100 cold calls in a day and only talk to 5 interested parties.  Keep in mind, they are calling on roughly 10x more prospects than your outside representatives – so keep your expectations realistic and become familiar with the industry standards.

6)   Sales management – this is by and far the most important aspect of an inside telesales force.  Partnering with a professional outsourced sales force will help to insure you have the right management in place (as long as you find the best partner!) for your b2b telesales force.  However, if you are to bring your telesales campaign in-house, you must be sure to find a sales manager who is not only familiar with inside sales forces, but has success managing them.  Inside telesales forces often require more support, more inspiration, and a little more hand-holding than outside sales forces – so make sure you have the right team in place!

B2B telesales services are growing astronomically these days – and the debate on whether to bring them in-house or to outsource is a valid one.  Make sure you do your homework and understand all the nuances of an inside sales force before making the leap, and be sure to consider services of a professional outsources sales force as well.  If nothing else, they might give you a lot to consider!

Happy selling!

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5 Steps to a Successful B2B Outsourcing Telesales Campaign

February 1, 2011 – 8:04 pm

1.   Consider a b2b telemarketing company in United States if most of your business is US-based. While it might be more expensive than outsourcing telesales to a developing country, your outsourced sales business will benefit from working in the same time zone as your clients/customers.  Have you ever called United’s customer service? Exactly.  Offshore might be cheaper, but rarely does it mean better.

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!

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Outsourcing Sales Can Lead to Great Sales People

January 10, 2011 – 7:33 am

One of the perks of outsourced sales services that is secondary to increased sales is the development of excellent sales professionals.  Outsourced sales companies not only excel at increasing sales ROI for their clients, but they excel and recruiting sales professionals to fill their sales needs.  Because the focus of an outsourced sales team is strictly sales, their recruiting focus is similarly targeted to sales people.   Many companies would clone their top sales person if they could, but the reality of the situation is that excellent sales people are hard to come by.  Outsourced sales services will not only find the top talent – but will further develop it.  Many companies who see decreased sales loose focus on their sales and try to lift the bottom line.  An outsourced sales team will focus not on downsizing sales talent, but getting the most from their existing sales team.  Because outsourced sales teams are laser focused on consultative sales outsourcing and developing a sales strategy for clients – the sales process is constantly being refreshed and updated and the sales representative constantly developed and challenged in what is a very specific and sales-focused environment.  There have been numerous occasions in our outsourced sales business where we have essentially bred top sales people in our sales environment to be ‘bought’ by the client company.  This ‘development’ is a great perk of outsourcing your sales force.  You get a strategic partner and, in the meantime, a top sales person who can be utilized for the future.

Happy Selling!!!

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Does “Outsourcing” mean Lower Quality?

December 29, 2010 – 10:32 am

I read a comment in a sales forum the other day in which the commenter said, “The whole point in sales outsourcing is in cost cutting. Usually that means a lower quality or relocation of the department to a cheaper country.”  While this person’s sentiments might be true in some circumstances, not all sales outsourcing solutions are synonymous with cheap and they are certainly not lower in quality.  This is the stigma that many outsourced sales companies have had to contend with as the industry grows, develops and gains more momentum in the business world.  If you Google a definition for “Outsourced sales” the web doesn’t provide an answer, so let’s try to define it.

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!

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Sales Outsourcing – More than Just a Sales Person

December 22, 2010 – 7:28 am

The world of sales outsourcing is vast and has grown and changed considerably over the past 10 years.  “Outsourced sales” is often confused with “outsourcing” and the two terms can be very, very different.  While the later is synonymous with “offshore”, outsourced sales and marketing firms are no longer solely based in developing countries and the clients who seek sales outsourcing companies are no longer looking to simply save a buck.  Sales outsourcing has gone through a paradigm shift – now, sales outsourcing specialists aren’t just offering a sales person – but sales outsourcing solutions – complete with hiring, training, management, infrastructure and continuity.

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!

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Preparing to Outsource Sales

December 15, 2010 – 11:19 am

There are a lot of companies out there today that do outsourced sales, but few are outsourced sales specialists.    If you are looking to increase sales, you must decide as a business if you want to hire your own sales force or look to an outsourced sales solution.  When looking to increase sales, sales outsourcing is a natural option – but one that you must prepare for and think about carefully.  If you have decided on the outsourced sales route, congratulations – but now your work is just beginning.

There are many merits of outsourcing telesales.  Because we focus almost exclusively on inside sales, you will enjoy a wider distribution coverage and relatively speedy profits.  We as an outsourced sales firm are up and running and ready to go – we have the lead generation tools, we have the lists, the resources, the people, and the sales expertise to get up to speed quickly.  This is invaluable when sales outsourcing for a small business or a start-up.

While it may not seem like it – sales outsourcing can also save you money.  While we are by no means a “low cost” solution, often times in the long run we will save you money.  Recruiting alone is an incredibly laborious, costly and, if you are not good at it, fruitless labor – which we as outsourced sales specialists will take care of for you.  In addition, training in-house can also be cost prohibitive – and this is another area in which a sales outsourcing firm excels.  In addition to these costs, infrastructure, computers, software, phones…etc. all add significant cost – whereas with an outsourced sales firm, you get all of this for one monthly rate.

One aspect that makes us different from other sales outsourcing companies is the fact that we do pay our salespeople base salaries.  We firmly believe that when it comes to sales you “get what you pay for” and we have taken over for many of our clients who had previously attempted and failed at the 100% commission sales models. Our salaries, however, are not high – and our inside sales teams are commission driven and therefore motivated to sell.

When hiring an outsourced sales company you must be incredibly prudent – as many have sprung up in recent years that do not have the qualifications, skill or merit to be successful outsourced sales solutions.  Look for an outsourced sales company that has been in business for 5 years, and has worked with many different products and companies with good results.

The salespeople at the outsourced sales company should also resemble people you would hire yourself.  We would strongly encourage anyone looking to outsource their sales force to visit the outsourced sales company and spend a day or two learning about the business, their people, their clients and their culture.  These are all elements that are crucial to your sales campaign.  We are proud to say our deals are closed the minute prospects come to our office and meet our inside sales team.

Much thought must go into hiring a successful outsourced sales company, but with a little work and effort, you will find the right partner for you – and sales success will quickly follow!

Happy Selling!

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The Benefits of Outsourcing Telesales

December 9, 2010 – 12:15 pm

The changing landscape of sales and the technology that supports the modern salesperson has allowed for the growth of telesales services.  Selling via the phone and the use of web based demonstrations allows today’s salesperson to generate leads, garner interest, qualify prospect, build rapport and close many sales without leaving their office.  The greater efficiency of selling a national territory without traveling to see a client has also allowed for the growth of telesales outsourcing.

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 sales 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.

Happy Selling!!!!

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