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Cost Comparison: The Value of Outsourcing Sales

B2B selling has become more complex. It used to be that B2B sales was a linear process, and a sales rep would own the customer relationship from lead development through final close and onboarding–then repeat the process. 

No longer. 

These days, customers are conducting proactive product research, trying to make sense of alternative solutions that meet their business needs. The process has become more complicated, in some cases making the customer less inclined to buy, fearing that they might make a mistake. As a result, the sales rep has to be a solution adviser that builds product confidence, quickly, with the customers.

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Ingredients of a Successful Foundation

Here is a fun metaphor, “My business is my baby.

Throughout my years working alongside SMB marketing strategists as a sales funnel architect, I heard this metaphor more times than I could count. Additionally, as a touring musician between 2013 and 2017, the same metaphor was heard again, but in different context, “My guitar/bass is my baby.” For years, I assumed I fully understood the message this metaphor implied, but after becoming a parent, I finally get it. Businesses are indeed like children. They are brought into this world without the knowledge of where they want to go or how to get there, but like unto children, with a proper foundation to build upon, they can grow and become successful.

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How to Remain Productive During the Coronavirus Pandemic

We are living in unusual times. The COVID-19 viral outbreak is the worst pandemic in 100 years, and it is having a dramatic impact on people and businesses around the globe. 

Here in the United States, events from concerts to the NCAA playoffs have been canceled. Movie theaters and restaurants are either closed or empty. State governments are taking steps to protect citizens from contagion. 

Other businesses are also taking steps to protect their employees and their customers. Businesses are closing their doors and, where practical, are requesting that their employees work remotely. Thanks to technology, we are in a better position to not only deal with the coronavirus pandemic, but also to continue to work and support our customers at the same time.

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How to Choose the Right Outsourced Sales Partner

Not too long ago, B2B sales was a relatively uncomplicated process. Experienced sales reps would own the customer relationship, from prospecting and acquisition right through to product training. 

Times have changed.

B2B buyers are better educated and more discriminating, competition is tougher, and organizations are scrambling to lower their customer acquisition costs and increase customer lifetime value (LTV). As a result, the sales process has become more diversified, with different job functions for lead acquisition, nurturing, closing, and onboarding customers. 

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How to Design a B2B Sales Team and Optimize Coverage

Times are changing, and so is the way that B2B buyers source new business solutions. This means that you need to rethink your approach to building a sales team. Customers aren’t looking to buy specific products as much as they’re looking for ways to solve business problems. 

As a result, sales territories are fading in favor of selling using vertical market expertise. It’s a buyer’s world, and customers are better educated and want more value and better service, and so building a sales team that can offer better solutions requires a new strategy.

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The Difference Between Selling to SMB vs. Enterprise Markets

You would think that when it comes to selling technology, the same B2B sales process should work for all target customers, right? After all, sales prospects are all suffering from similar pain points and seeking the same types of solutions, and so you should be able to apply the same selling techniques to meet your sales goals. 

Wrong! 

The way customers buy technology differs based on size and budget, and you need to use a different strategy for selling to small and medium-sized businesses (SMBs) than you would for enterprise customers. A successful SMB sales strategy requires you to match your sales approach with the size of the customer.

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5 Leading Brands That Rely on Outsourcing for Profits

There has been a change in tone to the word outsourcing. What was once considered a controversial way of doing business is now a seamless blend into the typical buildout of a successful company. The biggest reason? Outsourcing, particularly in relation to the sales process, allows companies to focus on what they do best, and leave the rest to a trusted  outsourced sales partner

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Outsourcing Sales Continues to Rise: What we Learned in 2019

Outsourcing all or part of the B2B sales process is on the rise as more companies realize the power of outsourcing to increase their sales. 

According to the 2019 Marketing Mix Report published by Sagefrog Marketing Group, 63 percent of B2B companies were expected to outsource sales and marketing in 2019. In fact, 67 percent cited increasing sales leads as their top priority for the year, and 35 percent said their top priority was converting leads.

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Significant Success Secrets For Bulk SMS Marketing

With a phone in almost every hand today, Short Message Service (SMS) marketing's popularity has only been growing from strength to strength recently. Bulk SMS marketing is at the peak of its demand for various reasons today, especially in the e-commerce sector.

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The 3 Keys to Building Expert Sales Teams

If you’ve been working in sales for any length of time, then you know that good sales reps are made, not born. To become a great sales rep requires dedication and perseverance, as well as performance analysis and coaching. When building a sales team, you have to use a measured approach that highlights weaknesses as well as strengths and provides the tools and support needed so that your sales reps can excel.

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