Marketing and sales are the heart of any company. They’re essential to securing customer loyalty, which is what will keep your business afloat in tough times or when competition becomes too intense for you (and others) to survive without their help! This type of job calls out specifically those with creative talent as well as technological know-how; not everyone can do both but they should be able to find someone who could if needed – even on short notice.
For example, the accounting department is responsible for making sure that the numbers match up with the goals and objectives of the business and the funds are allocated to the marketing department. The sales and marketing departments work together to determine how much has to be spent to market or sell a product persuasively and effectively.
Your engineering department is responsible for designing and manufacturing products. They don’t have to contact new leads directly, but your sales team does – they collect opinions from them about the product before passing on what people think should be improved upon.
Therefore, the company’s main profit and revenue source are from marketing and sales. Without marketers and sales professionals, there would not be any sales.
A company cannot survive without an effective sales process. In this blog, we will cover the following:
- What is an outsourced sales and marketing firm?
- Why work with an outsourced sales and marketing company?
- Who needs marketing and sales outsourcing?
- Tips to help you evaluate an outsourced sales team
What is an Outsourced Sales and Marketing Firm?
Outsourced marketing is when a company decides to hire an outside marketing team or hire marketing professionals from a marketing firm to handle their business marketing activity instead of hiring an in-house team. An outsourced marketing team can be used as a supplement to an in-house marketing team, or it could replace the need for in-house marketing staff entirely.
An outsourced sales and marketing firm is a company that performs some or all of the tasks involved in revenue growth, including customer research, outreach (contacting potential customers), building targeted lists, data mining for identifying prospects/customer data, campaign management (campaign creation, media buying, tracking success metrics), analytics (reporting), outbound calling, website development/optimization, social selling, appointment setting, and email marketing.
Oftentimes, this service is outsourced by companies that cannot justify hiring their people to do the number of lead generation necessary, or they simply don’t have the time to dedicate to it. The process is similar to having an in-house sales team.
The sales team will go out and find the leads, but sometimes they can’t handle all of them on their own. That is where you should outsource sales and marketing to a company that can handle your sales for you. They will do things like follow up with leads, find new ones, analyze behavioral data and even provide a sales team for you. Some of the other benefits of outsourcing sales and marketing are as follows:
Why Work With an Outsourced Sales and Marketing Company?
1. Outsourcing marketing and sales may assist with the introduction of new goods or services
When a company lacks the manpower to introduce a new product, an outsourced firm can take on those responsibilities. This includes creating a campaign that will generate awareness for the product, as well as developing targeted lists of potential customers. The outsourced firm is also responsible for contacting the customers and suggesting they try the product.
The company can review results and provide feedback to the outsourced firm, allowing them to refine their efforts until they hit on a successful campaign.
At times, the outsourced sales team will determine how the product or service should be positioned in the market. Thus, it assists how the sales cycle will remain for the product as well as determine the best price point.
2. A sales outsourcing model can assist you in breaking down silos
It’s not unusual for different departments within a company to function as independent entities, especially when it comes to sales and marketing.
However, this often leads to duplication of efforts and miscommunication. Outsourced sales and marketing experts can help break down these barriers, allowing the different departments to work together as one cohesive unit.
This is because sales outsourcing firms often combine the functions of marketing and sales into a single department, making it easier for them to play off each other’s strengths.
Moreover, when an external team works cross-functionally with your team, it can provide new perspectives that might not have been considered before. This helps to foster innovation and creative thinking, which can be beneficial for the company as a whole.
The outsourced team may have the potential to work with short deadlines, which may be challenging for in-house teams. They can also work with the company on an as-needed basis, which may be helpful when there is a surge in demand or when specific expertise is needed.
3. Outsourcing your sales may help you reach new or under-served segments of the market
It can be difficult for companies to penetrate new geographies and sell to customers who are not already familiar with their products. An outsourced sales team can help identify these potential customers and create a strategy to reach them.
They have a wealth of experience working with diverse companies in different industries and understand how each one operates differently. Because they’re not limited by the constraints of your organization, they can look at things from a different perspective and come up with solutions that would never occur to you. As such, they can help generate new leads and open up new markets for your business.
Companies can also utilize experienced outsourced marketing teams to experiment with new approaches to product positioning and sales.
Speech analytics and advanced sales analytics can assist in fine-tuning your approach and maximizing sales. An outsourced team, such as a call center, can help generate new leads for your products or services by calling prospective or qualified leads directly.
They are highly trained in how to speak with potential clients about what makes your product unique and why it’s better than other offerings on the market.
4. Outsourcing cuts down the sales cost
Hiring an in-house team can be expensive, especially when you factor in benefits, salaries, and training costs. By outsourcing your sales operations, you’re able to reduce these costs significantly. An outsourced firm typically charges a flat fee or a percentage of total revenue generated, which is a more cost-effective solution than hiring and training your team.
Additionally, you don’t have to worry about paying for benefits or vacation time, which can add up quickly. And since the firm is experienced in sales and marketing, you don’t have to spend time or money training them on how your company operates.
An outsourced team can be a cost-effective way to increase sales without having to make a significant investment in additional personnel.
They are familiar with all aspects of selling, from making connections, generating leads to closing deals, so you can be assured that your investment will be put to good use.
5. Outsourcing offer valuable data insights
An outsourced sales force can use analytics and data to help you understand your customers’ needs better. This information will be useful when creating new products or services that are more relevant for them, as well as improving existing offerings so they meet their expectations. The data provided by an external agency is not only valuable in terms of identifying trends but also in identifying opportunities where there might be gaps within your organization.
For example, if you want to launch a new product but don’t have enough resources internally to do so on short notice, an outsourced agency can help with everything from creating the marketing materials and preparing samples for testing to handling all production aspects. They are also well-versed in market research, which means you won’t have to spend time or money doing it yourself.
6. Outsourcing saves time
Outsourcing your sales team saves time, which means more of it can be spent on other parts of the business.
The firm will do all administrative tasks for you so that employees don’t have to worry about these things and instead focus their energy elsewhere — like growing their clientele!
And since they are experts in this area, you can trust that all of your sales efforts will be handled efficiently and correctly.
Who Needs Marketing and Sales Outsourcing?
Any company that wants to focus on its core business and leave the sales and marketing tasks to an experienced outsourced team can benefit from this arrangement. It’s perfect for businesses that are expanding into new markets or want to increase their market share but don’t have the time or resources to do so internally.
Additionally, if you find yourself bogged down by higher-level tactical tasks that take away from your day-to-day operations, outsourcing will help free up some bandwidth for you to focus more time on other important aspects of running a successful company. By working with an experienced sales team who knows how to use data effectively, all companies can benefit from this type of service. Outsourcing can help businesses save time and money while still achieving their sales goals.
Tips to Help You Evaluate an Outsourced Sales Team
If you opt to use outsourced sales and marketing teams, what are some of the best ways to ensure that their performance matches or exceeds that of an in-house sales team? First, determine the key performance indicators (KPIs) for your sales team. How are you going to measure the success of an outsourced sales and marketing team?
Be sure to consider all types of metrics when evaluating their performance, not just revenue generated.
Revenue is often used as a proxy for measuring the effectiveness of a sales department. If you’re trying to determine whether to outsource your sales functions, revenue is just one piece of the puzzle.
Some of the most important metrics to consider are also harder to measure but have more explanatory power when looking at your company’s overall health. Consider setting up automated tracking or even hiring a third-party firm to monitor these KPIs on an ongoing basis so you can measure your team’s performance in real-time.
Key Takeaways About Working With Outsourced Sales and Marketing Team
Outsourcing sales and marketing activities to an external agency is a great way for businesses who need help in these areas but don’t have the time or resources internally. The firms can provide expertise without having to hire staff onsite, which means that they are more affordable than hiring someone full-time.
Outsourced sales teams are also adept at using data effectively and efficiently to help businesses reach their goals more quickly than if they were doing all the work themselves. They’re experts who know exactly what it takes to meet sales pipeline targets, so you can be sure that your investment will pay off. This also means that by working with them, any company can see positive results within just a few months of starting an outsourced sales campaign.
When considering sales and marketing outsourcing, look for a company that has experience in your industry. They should be able to provide references from past clients so you can get an idea of how well they perform their services before making any commitments.
It’s important that you find an agency that understands what makes your business unique and will work with you to create a sales and marketing strategy that is tailored specifically for your needs.
By utilizing the skills of experienced outsourced sales reps, you can focus on what you do best while still seeing positive results in terms of sales and growth.
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