1. Cost savings in day to day operational costs:

Hiring and housing a sales team is expensive and most don’t realize just how expensive it is. By choosing the outsourced sales route you will not only be saving the money on the infrastructure, computers, and sales tools -but you will be saving on the hiring (and, if necessary, re-hiring) costs as well.  We assume all the risk for you.  We’ll pay the salaries and bonuses, as well as covering the mounting costs of many of the sales tools used today such as CRM’s, lead generation and sales software

2. Fewer departments to deal with:

The biggest benefit of outsourcing your sales force is that you do what you are best at. If your company excels at making IT software, you are free to continue doing that. IT software development is your core job, not selling them. You do what you are best at and we’ll do what we are best at. You make, we sell for you. It’s that simple.  You don’t have to deal with a sales force, sales managers and all that goes with that because we, as your outsourced sales company, will do it for you.

3. Flexibility of Choice:

When it comes to outsourcing your sales force, the power is in your hands! Since you are outsourcing your sales department to a sales outsourcing company, you have a choice of a plethora of vendors.  Do your research and find which company will work best for you; ask for referrals, check track records of success and ask to meet the existing sales teams  – you will learn a lot about a business just doing an office visit.

4. Better Quality of service:

Don’t forget that you may be the best at developing IT software, but accept that you may not be the best at selling them. When you outsource your sales department to outsourced sales professionals, you are outsourcing to the experts.  Our core business is selling.  It is what we do every single day, all day long.  As outsourced sales professionals we will be putting our very best foot forward when it comes to selling your business.  Remember, if you don’t win – we don’t win!

Happy Selling!

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

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

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

Happy selling!

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

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

The key reasons many companies look to outsource sales are:

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

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

Happy Selling!

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

Positive Attitude

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

Ability to Ask Great Questions

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

Listening

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

Great Product Knowledge

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

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

Some common problems (and potential solutions) include:

Having the right sales team, but not the right sales process:

• Organizations that suffer from this issue often times can be helped by Sales Consultants.  Sales consultants can come into an organization and assess the strengths and weaknesses within their sales process and sales infrastructure.  Once assessments are made, they will create game plans on how that organization can improve on those processes.

Having the right sales process, but not the right sales team:

• Companies can be crippled by hanging onto non productive sales people.  Often companies benefit from getting rid of sales reps that don’t produce and replacing them with top sales talent.  Your chances of hiring top producing sales talent greatly increases when you use professional Sales Recruiting firms (who hire great sales people for a living) who understand and can identify people with “sales DNA”.

Not having the right sales process or sales team:

• When this problem occurs, companies tend to look towards outsourcing their sales to a professional sales outsourcing company.  Professional outsourced sales companies are ones that normally have professional sales recruiters on staff who help their clients’ identify top sales talent.  Once the talent is identified, that outsourced sales partner will hire, train and manage that sales professional and help create/execute a sales game plan which in turn will allow your organization the ability to focus on its core competencies.

Happy Selling!

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

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

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

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

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

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

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

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

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

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

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

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

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

One of the best ways for companies to increase sales now and always is to have extraordinary management of the sales team – management that recruits the best, encourages the best sales practices, and rewards good performance fairly. This expertise, unfortunately, is uncommon at best. That’s why outsourced sales companies like ours provide a great answer to the multi-billion dollar question – how to increase sales – for both good times and bad.

Competent management of an experienced sales force translates into increased sales in a number of ways. First, in the recruiting process, industry veterans with broad contacts – sales is the business of networking – oversee attracting the best-suited people for the position, with cost and retention at top of mind. Next, they instill valuable sales wisdom and skills that serve to actually close deals. And since they are experienced in the management of human capital, they know best how to reward talent to retain it, and how to replace it if necessary. This aspect – skillful management of compensation and turnover – is alone enough to increase productivity and overall sales by healthy double-digits.

While skillful management of a sales force is good practice in good times and bad, bad times have made it obvious to more and more businesses that they need to do something about their sagging sales. While much of sales weakness can be attributed to the economy, it is still possible to outperform competitors and to even grow during difficult times. Enlisting the help of professionals whose job it is to grow their clients’ business – and who will have to prove their worth to justify their expense – is a smart business decision at any point in the economic cycle.

Hiring services are employed by companies that want to reduce the overhead associated with recruiting and vetting a sales staff. For smaller and medium-sized firms, the expense of a dedicated sales recruiter and manager can’t be justified by economies of scale. Because an outsourced sales staffing company has many clients, it can offer recruitment for less than it would cost in-house, and because companies like ours have been doing it for years, we have access to a better and more diverse pool of talent, scouted and grown over the course of combined decades of experience.

Most sales outsourcing companies won’t offer training services, either. Companies dedicated to selling and growing their clients’ businesses have the wisdom and experience that comes from selling the products and services of dozens of firms over the years. That expertise can be leveraged for improving in-house sales programs, in addition to its usability for outsourced sales.

Because many outsourced sales companies all take an all or none approach to clients – either clients surrender most of their sales activities or none – they don’t offer the administrative support for selling that is so useful in improving efficiency and effectiveness of the sales force. Administrative support can also be too expensive for smaller businesses who would have to employ a dedicated individual to compile reports and analysis that organize and track sales data, so this unique capability of better outsourcing companies can be instrumental in small and mid-sized businesses’ success.

Finally, many companies that offer services to the sales industry are little more than cold calling firms. Does the company your business is considering have veteran salespeople, and decades-long relationships within all industries across the economy? Relationships can open doors (and set appointments!), so it should be obvious that there is something special about a company that can take advantage of opportunities to translate trusting relationships into sales and business growth in both new and existing markets.

While there are a multitude of reasons for outsourcing, one of the most significant incentives is the risk management that the outsourcing company takes on. A sales outsourcing company will come in and hire and manage your entire sales force. They will also provide you with total sales management, meaning that they will take care of all of the sales staffs’ needs. They will negotiate salary or commission and manage these deals. The sales outsourcing company will also furnish all of the resources required for your sales team to operate. Your company could entirely eliminate all of the costs associated with maintaining a sales team and you can save yourself the time required to do so by dealing directly with an outsourcing company. You can make one monthly payment covering all of these costs related to sales instead of writing dozens of checks for payroll, supplies, and resources.

Another great reason to outsource your sales team is that they can provide you with the precious gift of time. As a business owner, you will have more time to focus on production or on improving the services that you provide. You will also have more time to oversee the day to day operational aspects of your company. You will not have to waste time meeting with your sales staff and coming up with different ways to motivate them. And, you won’t have to spend time hiring and training new salespeople. Many business owners wish that they had more time to devote to other aspects of their business, by taking advantage of a sales outsourcing company, you will be giving yourself more time and increasing your sales.

There are a number of reasons for outsourcing your sales team. As a business owner it is a smart decision to leave the sales component of your business to professionals. A sales outsourcing company will provide you with the most efficient and highly-trained sales team that is available.