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!!!

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

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!

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

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!

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

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!

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

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!!!!

By Geoff | Posted in Outsourced Sales, Sales Management | Tagged | Comments (0)

Who Can Benefit from Sales Outsourcing Solutions?

November 29, 2010 – 5:29 am

There are many myths about sales and marketing outsourcing out there, and one of them is that only a small company can benefit from outsourcing their sales force – and this is simply untrue.

Companies large and small can benefit from outsourcing their sales forces.  In our tenure as the leading outsourced sales firm, we have experience working with everything from start-ups to Fortune 500 companies.  There is a place for outsourced sales in almost any company, though it might not always be easy to identify.

Small companies and start ups can obviously benefit from sales outsourcing by getting a “leg up” in the market.  They can benefit from our years of bringing products and services to market as well as our recruiting expertise.  These are small fish in a big pond – and an outsourced sales firm can help them navigate those waters by developing a full cycle sales process, hiring the sales people, and executing that process, yielding sales results significantly quicker than they could themselves.

Mid-cap companies can also benefit from outsourced sales and marketing.  These are companies that have enjoyed moderate sales success, but are looking to take their sales efforts to the next level.  Our experts can come in and identify where in the sales process there are holes or inefficiencies, and we can employ outsourced sales reps to fill and streamline these holes or inefficiencies.  We can work in tandem with your in-house sales representatives and set meetings for them – essentially being a sales appointment setting machine, therefore making them more successful and efficient.  Employing our outsourced sales representatives as cold callers helps to make your business more efficient.

Large companies benefit from outsourced telesales and marketing firms like ours by utilizing our sales partnership as an extension of themselves.  We, as outsourced sales experts, can act as an arm of an existing sales branch.  We can focus and specialize on a specific product or service, or we can specialize in a strategic geographic area.  By acting as an arm of an existing sales force, a large company can continue to run “business as usual” while growing and expanding, without the added costs of growth – like on-boarding of new people and expanding infrastructure. An outsourced sales firm can be just what a large company needs to effect the bottom line and increase sales revenue, but at a fraction of the cost!

Outsourced sales and marketing has it’s place in all sorts of businesses, large and small.  As the sales outsourcing specialists, we have experience working with all sizes of companies and know how to tailor a sales campaign to fit you.  If you are even remotely curious about Sales Outsourcing Company’s, give us a call today and set up a consultation!

Happy Selling!

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

How to Prepare for Your Outsourced Sales and Marketing Campaign

November 22, 2010 – 6:22 am

You have decided you would like to outsource your sales team and you have found a great sales partner in an outsourced sales company…now what?

While we do most of the work, there are several elements from your end that must be in place to run a successful outsourced sales campaign.  Sales force outsourcing – while by nature “passing the buck” – requires a lot of cooperation from you as well.  To run a successful sales campaign you must partner with us – not simply hand over the reins to us.  If you are looking to completely disconnect with your sales force, then we are not for you.  However, if you are looking to partner with us – and work with us – our outsourced sales and marketing solution could be just what you are looking for to grow your sales revenue.  Here is what we like in an outsourced sales client to get up and running smoothly:

1)    A product:  It sounds funny, but we have entertained a lot of companies who are looking for an outsourced sales campaign actually have products “in development”.  If we are going to sell your product or service for you – it is a LOT easier if it is developed.  Selling a product that is not ready is not good for anyone.

2)   Training:  While we are experts at developing sales cycles and outsourced sales campaigns, we are not experts in your product or service.  If you are looking at using an outsourced sales firm, be prepared to train our outsourced sales person (or persons) either at your facility or ours.  Product knowledge is key to run a successful sales campaign, so getting our sales rep up and running will require your help.

3)   A contact:  when we choose a company to work with, we are choosing a partner.  the nature of our business is a strategic outsourced sales partnership.  Therefore, we need to have a contact person within your organization with whom our sales managers and our outsourced sales team can connect with on a daily or weekly basis to answer questions, and stay current.  This person should be dedicated and responsive.  To often we have had clients that just fall off the grid – and this does not yield a good sales partnership.

4)   Enthusiasm! Just like anything – enthusiasm always adds that extra boost to  our outsourced sales and marketing campaigns.  If you and your company are enthusiastic about our strategic sales partnership – it translates all the way down the li

With these three elements – we can get your outsourced sales campaign up and running and start growing your business for you!  Outsourcing your sales force to us isn’t handing over the baton, it’s engaging in a firm handshake to help each other along. Remember, salesforce outsourcing requires YOU to be successful!

Happy selling!

By Geoff | Posted in Outsourced Sales, Sales Management | Tagged | Comments (0)

Interview with an Outsource Sales Representative

November 15, 2010 – 6:16 am

One of our best assets and our greatest selling points is our sales people.  When a company comes to us to outsource their sales force, we always have them come in to our offices to meet our sales people.  They are the true heroes of our outsourcing sales business.  So, with no further ado – here is an interview with one of our own:

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!

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

When to Outsource Sales and Marketing

November 8, 2010 – 8:10 am

Making the decision to outsource your sales campaign can be a tough one.  It’s never an easy thing to hand over a sector of your business to another person – let alone another company – but it might be just what you need to grow your business.

So when do you begin your outsourced telesales campaign?

The answer on when to utilize sales outsourcing solutions depends on the size and tenure of your business.

If you are a start up business, just opening your doors – you might want to consider outsourcing your telesales force from the get-go.  We have worked with a number of start up companies who are experts at their products, but not experts at bringing their product to market.  That is where we come in.  Sales outsourcing for a small business is a great way to get started.  With speed and efficiency we can build your sales force starting as small or large as you like.  We already have a functioning, professional, and sales-focused management team as well as years of market research on our side.  We can help your outsourced sales force get up and running in as little as 4 weeks.  Sales outsourcing is a great way to get up to speed – and fast.

If you are a mid-sized business looking to increase your sales ROI, you should consider outsourcing your sales force if you are not seeing the performance you expected.  So many people do not understand how difficult it can be to run a successful sales campaign.  In fact, most companies are running only moderately successful sales forces.  If you do an audit of your current sales team and realize you are not running on all cylinders, consider an outsourced sales firm.  While we are not ‘sales consultants’, we will come in and assess where we see flaws, and build a tailored sales campaign that will inject life back into your bottom line.  We will hire sales reps, tweak your sales process and employ it – while you focus on product development with the peace of mind that your sales force is in the hands of sales experts.

If you are a large business with an existing large sales force – the decision to outsource sales might come if you find your current sales force stretched too thin or perhaps when you launch a new line or product, and want to test the market first.  Sales force outsourcing can be a great way to do a beta test without investing heavily on the infrastructure of growing your existing sales force.  Outsourcing your salesforce can also allow your internal sales personnel to focus more exclusively on the larger deals that might be their “bread and butter”.  An outsourced sales force can focus on the smaller fish by setting sales appointments – while you can focus on the larger ones.  We have been very successful working with our sales partners in sales appointment setting and have found this method to be a mutually beneficial sales campaign.

Salesforce outsourcing is an easy, efficient and proven way to grow your business.  At Acquirent – we have worked for all sizes of companies and developed sales campaigns for all of them.  Give us a call to see if sales force outsourcing is for your company.

Happy selling!

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

Boosting Your Company’s Sales During Tough Times

November 6, 2010 – 6:44 am

Often when times were tough and organizations look to boost sales, they look to a sales consultant.  Today, there are many additional options to consider when you are looking for increased sales in tough times.  Sales outsourcing or b2b lead generation can be two options to consider.  The best way to fix slumping sales in these tough times is through hard work, persistence and repeatable activity that is easily scaled when the economy or slump turns around.

An outsourced sales force can take many different shapes and sizes depending on the specific b2b sales environment for your product or service.  Most providers will tailor their b2b sales experience and strategy based on your input and provide a turnkey sales solution.  Keys to sales success in this type of a cradle to grave outsourced sales force is total accountability and transparency so both the vendor and client can work together to change direction, messaging and integrate marketing support and activities.  Recruiting sales professionals is often part of this turnkey type solution.

Another way of boosting sales is to consider b2b sales lead generation in support of your sales force.  Often the sales roi for your existing sales infrastructure can be improved with better efficiency and the ROI can increase if the sales professionals spend more time where they are productive.  In this model, your top sales person can spend more time in front of a qualified prospect and focus on closing sales in tough times.  Developing a sales strategy where the two teams or sales professionals can integrate their activity and work as a seamless team is key to sales success.  The use of a unified CRM platform is crucial in this blended approach.

In both instances, sales in tough times are possible and can build a foundation that will increase results even more when the economy turns around.  Sales methods can be developed and deployed on a smaller scale in this environment and ramped up when needed down the road.  In the end, a b2b sales outsourcing company can be great addition to your sales strategy and a great long term partner if chosen carefully and set up strategically.

Happy Selling!!!

By Geoff | Posted in Outsourced Sales, Sales Management | Tagged | Comments (0)