The decision to outsource key sales functions can have a profound impact on the success of your company. After all, any step you can take that will move prospects through the sales funnel more quickly or readily will help boost your sales overall.Read More
I love playing softball. It’s a game we can play long into our later years, but it still requires skill and precision. The key to a big softball win? Lots of small hits. I’m amazed that when you play a game where it’s single hit after single hit, all of a sudden you look at the scoreboard and it’s 9-0 after one inning! Rarely do you hit homeruns in softball, it’s playing the smaller hits. That’s kind of like playing the SMB market -- smaller hits, but when you add them all up, you get a massive end-result. Small ball in business (SMB) is a winner, but it takes skill and precision.Read More
Hiring outsourced sales professionals can be a quick, cost-effective solution for bolstering your in-house sales team. Whether you’re looking to expand into a new market segment, add specialty sales roles, incorporate Customer Success, or simply empower your in-house team to do more, outsourcing sales is a powerful and proven way to significantly grow your team’s capabilities.Read More
As the B2B buying process has evolved, sales teams have had to continually adjust their strategy to best serve their clients’ needs. Today, the sales process is less linear than it used to be, and it requires a new set of dedicated sales professionals, including sales engineers, to get the job done well.
Of all the specialty sales roles, sales engineers are perhaps one of the most misunderstood. However, it’s important to utilize sales engineers fully because they often play an important part in pre- and post-sales support, delivery and installation, deployment, testing, and even Customer Success.
Let’s explore some of the most common misperceptions about sales engineers to establish a better understanding of how these sales professionals could fit into your team.Read More
As business solutions grow increasingly complex, some buyers require additional assistance to successfully introduce new products or services into their companies. It’s no longer enough for business-to-business (B2B) sales organizations to sell a product or service and leave the customer to their own devices—today they need support and knowledge over the long haul.
The need for longer-term success is why Customer Success teams are becoming increasingly common in B2B sales organizations. However, it’s important for sales leadership to understand that Customer Success is not the same as other sales functions. Here, we take a look at the key ways in which these two roles are different and why a Customer Success team may be exactly what your organization needs.Read More
Today’s business-to-business (B2B) sales organizations are selling to increasingly sophisticated customers who are more informed than ever. The B2B buying journey has changed significantly, but customers still need help making the right buying decisions. That’s why we’re seeing a growing number of businesses incorporate new speciality sales roles to meet the needs of B2B customers at every stage of the sales cycle.
In this blog, we’ll explore how to best build speciality roles in a sales team to help your customers make the right buying decisions, while also supporting customer renewals and upselling customers to increase the value of every engagement.
The ongoing COVID-19 pandemic has had an incredible impact on a variety of industries around the globe. There’s no doubt that it’s been a challenging year, and we’re still not out of the woods.
But that means this summer is a great time to reassess your sales approach, determine what’s working and not working, and consider what your customers need, both now and in the future.
As the economy regains focus amid and after COVID-19, Customer Success in particular should be part of your plan. Today, we’ll take a closer look at the benefits of a Customer Success team and how to best implement one in your company.Read More
Sales as a ServiceⓇ continues to grow in popularity, with more and more companies outsourcing key sales processes to help meet their goals. Still, some sales leaders are hesitant to consider it, especially to support their inside sales needs.
We’ve noticed over the years that there are a few common myths about outsourcing inside sales—objections that many sales leaders seem to share. But we’ve seen for ourselves that these myths aren’t true. And for companies that are already leveraging Sales as a Service, these myths have been debunked in the form of a growing pipeline and increased revenue.Read More
For many sales organizations, small and medium-sized businesses (SMBs) represent a great untapped market. However, these companies require a thoughtful sales approach that may differ from how you treat your enterprise customers. Customer Success is one area in particular that is essential to your SMB sales plan.
The United States is home to more than 30 million SMBs, which account for 99.9 percent of all U.S. businesses. Small businesses are those that generate less than $50 million in annual revenue, while medium-sized businesses sit between $50 million and $1 billion in annual revenue. These figures may be small compared to those of many enterprises, but they still represent a sizable selling opportunity that should not be ignored.Read More
As many companies struggle to stay afloat during the COVID-19 crisis, it’s not surprising that sales are down in a range of industries. Even as states begin to reopen certain segments of their economies, much remains uncertain. Understandably, many sales professionals are unsure how to keep selling during and after this crisis.
A global pandemic, a recession, or any other widespread crisis is not the time for a business-as-usual sales approach. Instead, it’s a chance to take stock of your challenges and opportunities, and reset your sales strategy to address the situation at hand.Read More