Outsourced Business-to-business (B2B) sales may be daunting for businesses that are considering it for the first time or that are skeptic on the outsourcing practice per se.
B2B sales is more complex compared to business-to-consumer sales. It requires various people with each delegated role and it does not just happen in a single transaction.
Further, B2B sales occur over a certain course of time, usually several weeks through multiple discussions. Not to mention, it involves a much wider sales cycle, with complicated solutions and several stakeholders to close a deal.
As you go through the different development stages of your business, entrusting your B2B sales processes to a third party may be a lot to take in. Considering you will also be handing over certain private information, including your analytical data to your outsourcing provider.
However, it can also be one good step in the right direction as you grow your business.
Why should you outsource your b2b sales?
Business-to-business sales outsourcing is considered as an alternative way of how organizations traditionally perform their sales operations. What you are yet to know is that, outsourcing your B2B sales will gain you the following benefits:
Scalability
As your business grows, so as the challenges in scaling your teams. Outsourcing companies specializing in B2B sales usually have a range of project management models. This allows you to properly manage and control your operations both within your in-house staff and outsourced teams.
On top of that, you also gain expert insights to help you scale your business effectively.
Time
In managing a growing business, time becomes a luxury you cannot afford. B2B sales outsourcing helps you choose the right sales experts for your business.
As your team works on adding more to your target leads, this will give you more time to focus on improving your products and services.
Sales technology
You will need various tools to generate more leads. This is most especially if you have the kind of business that involves a wide range of markets. B2B sales outsourcing providers like OP360 offer a set of tools that you can use specifically for B2B lead generation. These tools also include lead nurturing and prospecting.
Outsourced B2B sales grants you the opportunity to easily scale your business process. It also helps you gain a much better Return-Of-Investment (ROI) as you are working with industry experts who are well versed and experienced.
How to effectively outsource your b2b sales
Now that we have discussed what you have to gain B2B sales outsourcing. Follow these tips to help you do it the right way:
- Play an active role in your outsourced team – be able to create a good business relationship with your outsourcing partner. You also have to maintain a constant communication with your outsourcing partner and ensure that they have a good grasp of your processes, strategies and business goals.
- Focus on capabilities and expertise than costs – remember that you should not sacrifice the quality of work and expertise over a low cost option. In evaluating your options for outsourcing providers, you have to determine their core sales competencies, depth of expertise, as well as sales technologies.
- Make sure that your sales and marketing are able to work together – you have to ensure that both your sales and marketing are aligned so they can achieve the same goals. More so, they have to work collaboratively together to ensure that they are both targeting the same personas.
B2B sales outsourcing is slowly becoming a new trend in terms of sales and marketing outsourcing. This practice has been proven to help thriving businesses to improve their current revenue. More so, add new streams of revenue to their business more effectively and faster.
