The River of Doubt

The River of Doubt

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

The great ex-president, a self-made bull moose of a man lay against a fallen log, his face gaunt and pale. “Leave me and save yourselves!”

In 1914, Teddy Roosevelt and his son, Kermit, were nearing the end of an epic trip to explore the most mysterious and daunting tributary of the majestic Amazon River. Originally named Rio da Dúvida (River of Doubt in Portuguese) before being re-christened the Rio Roosevelt, the river’s winding waters snaked through nearly impassable jungle, with imposing rapids and waterfalls.

The expedition was lost and running out of supplies; the situation was dire. Just days ago, Roosevelt had slipped on the riverbank and sustained a gash on his leg, which was now infected. He was weakened to the point of being unable to go on. But his son Kermit was forged of similar steel as his father and refused to let him perish in the “Heart of Darkness.” With Kermit half carrying his father, the intrepid pair limped their way back to an inhabited area, where Teddy was able to receive care for his wound.

There’s a good lesson in this fascinating story for your business: When you’re ready to give up…don’t. There’s always a solution to virtually any problem, even the solution involves reaching out for help. For example, you may have lofty goals but a humble marketing budget. Reaching those goals may seem out of reach, but what if you could find another business to go in on some advertising with you? Perhaps a print ad is too expensive for your business, for example, but could afford to split the cost on a co-branded ad campaign? Working together, companies can achieve more than they can alone!

After Teddy and his son returned to the U.S., some were skeptical about the River of Doubt account they shared. Teddy took on his critics in a presentation sponsored by the National Geographic Society and proved their doubts misguided. In 1927 American explorer George Miller Dyott led a second trip down the river, independently confirming Roosevelt’s discoveries.

Make your marketing an adventure and don’t be afraid to explore options that can take you further than you could imagine! Be resourceful, don’t give up and seek ways to collaborate with others, and you’ll navigate your way through the jungle of business success.

To read the full story of this adventure, you can read T.R.s account of the expedition, Through the Brazilian Wilderness or the excellent River of Doubt: Theodore Roosevelt’s Darkest Journey by Candice Miller.

Call SalesFish today and our high-touch, dedicated team will assist you in assessing your strategic sales goals, and the marketing and sales tactics best suited to your specific needs. And, yes, we will also advise you on the best A.I. tools that actually work and complement the real people in your business!


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales
The Screwtape Emails XII: How NOT to Sell

The Screwtape Emails XII: How NOT to Sell

Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

There are right and wrong ways to go about marketing, and the pitfalls are many. A lot can be learned by seeing how not to manage your marketing. This original blog series weaves together an entertaining story that will help you navigate 21st-Century marketing with a view from “the dark side,” as “Screwtape” teaches his apprentice “Wormwood” via email how to sabotage your marketing. Enjoy…

To: Wormwood

From: Screwtape

Subject: How NOT to Sell

My Dear Wormwood,

There is a way that seems right to a salesperson, but in the end it leads to the death of the sale. The art of selling is critical to the success of any and every business, which is why you must work hard to ensure your Patient’s selling is done wrong.

So here, my apprentice, are some points on how NOT to sell!

  • Use the “power of persuasion.” Trying to persuade someone to buy your product or service usually means you are spending valuable time with someone who’s not very interested. It’s much better to spend one’s effort qualifying or disqualifying a prospect (something we don’t want the Patient to know), and then moving on quickly if it becomes apparent that a prospect isn’t a good fit.
  • Sound like a salesperson. This is the best way to get hung up on or walked away from. Yes, it’s deceptively comfortable to use that sales voice so many others are using, but only for the salesperson. The best way to engage a prospect is to be genuine, as if talking to a friend or colleague. These days, people respond to realness and shun smooth talk.
  • Pump up the enthusiasm! If you’re excited about your product or service, the prospect will be too…or not. Getting zealous can come across as disingenuous and frighten people away. I mean, really…how excited can you actually get about getting your teeth cleaned or buying software? In actuality, more people respond to a more measured and realistic approach.
  • Pitch, pitch, pitch! But only if you want to be ignored. The truth is, your prospects don’t care about your product or service, they care about what you can DO for them. What problems can you solve? How can you make their life more enjoyable or pleasant? They don’t care that you’re now using the latest X35 bug spray, they care that you’re giving them peace of mind by ensuring those carpenter ants aren’t eating the frame of their house!
  • Target everyone. You’re not going to sell to everyone, only to those who actually want or need what you’re offering. Maybe you’re a good enough salesperson to sell air conditioning to an Eskimo, but that doesn’t mean you should try. Truly good sales people target their sales to the most likely audiences and focus on those likely to buy without too much persuasion.

By all means, push these outdated sales techniques, my ward, and you will succeed in sabotaging the Patient’s selling efforts. Fail, and you will have problems of your own to deal with that I would not envy.

Your affectionate Uncle,

Screwtape

Call SalesFish today and our high-touch, dedicated team will assist you in assessing your strategic sales goals, and the marketing and sales tactics best suited to your specific needs. And, yes, we will also advise you on the best A.I. tools that actually work and complement the real people in your business!


Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

SalesFish B2B Telemarketing Services

SalesFish Net of Sales Services:

  • B2B Direct Sales, Channel Sales and Marketing Strategies
  • On-Site B2B Presentation, Negotiation and Sales
  • B2B Telemarketing and B2B Telesales Services
  • Cold Calls and Appointment Setting
  • Online Presentations and Webinars
  • Product Awareness and Announcement Calls
  • Primary Research: Quantitative and Qualitative Surveys
  • Experiential Event Marketing
  • Pre and Post-Event Calls
  • Audience Acquisition, Exhibit Sales and Sponsorship Sales
Can Outsourced Sales Help My Business?

Can Outsourced Sales Help My Business?

Businesses around the world continually look to streamline their operations, with the ultimate goal of saving money on overhead costs. Cost-effective strategies can improve profitability, and nowhere is this more important than in sales. Outsourced sales operations are being adopted by companies of every size and type, allowing them to reach new audiences, reduce risk, and generate leads.

With this cost-saving opportunity, an outsourced sales team can transform sales operations, leading to improved revenue streams and new customers by leveraging the power of a dedicated, full-time staff.

In this guide, we’ll explore the concept of sales outsourcing, including outsourced telemarketing services, Then, and how a sales outsourcing company can save money, improve efficiency, and stimulate business growth.

How Outsourced Sales Companies Help

In simple terms, sales outsourcing or “outsourced sales” is turning over the sales process operations (or a part of them) to an outside agency or individual. There are many outsourcing service providers, each with their own unique way of conducting these operations. Such providers have extensive training and protocols, and many employ advanced technologies to track customer engagements, providing detailed data to the clients they are working for.

Scenarios That Can Benefit from Sales Outsourcing

Sales outsourcing can be a major step for smaller businesses. It can be hard to determine if — and when — a company can gain the benefits associated with outsourced sales. To better understand how third-party sales professionals may benefit your organization, consider the following scenarios:

  • Smaller internal sales teams that simply cannot handle the volume needed to generate sales efficiency and revenue growth.
  • Expansion into a new market where the internal team does not have the necessary experience to capitalize on emerging opportunities.
  • Lack of experiential resources to leverage sales functions for closing deals.
  • Internal budget limitations that do not allow your company to hire a sales leader or other top talent.
  • Sales reps overwhelmed by administrative obligations, limiting the time needed to conduct sales intelligence, adopt proven sales strategies, or generate quality leads.

Internal teams must be able to move quickly to exploit emerging sales opportunities. If the team is too small, too inexperienced in a new market, or too overwhelmed by maximizing the sales funnel, sales outsourcing companies make economic sense.

Can Third-Party Resources Really Improve Sales Processes?

When one thinks of using a third-party sales team to improve the operation, many companies tend to misunderstand the value inherent in this type of arrangement. Trying to revamp the sales process without farming out to a third party can often lead to trouble. Examples of potential pitfalls companies may experience when trying to save money on costs include:

    • Utilizing indirect providers and services, such as product/service resellers or so-called “solution partners”.
    • Handing over sales to employees not qualified or experienced enough to handle the unique tasks. Imagine what would happen if your product engineers also handled sales functions , including reaching out to potential customers – doing so could be a recipe for disaster.
    • Trying to create new opportunities by adding commission-only professionals or agents to the mix. In a loose sense, the above examples are forms of outsourced sales, but the reality is that these three examples are situations a smart company will avoid whenever possible. Effective providers have the experience, the tools, and the tactics needed to handle the most critical aspects of operating a business: Engaging with potential customers.

Challenges in Sales 

Many small business operations struggle with the challenges of reaching new customers. The process of sales – attracting new customers and converting contacts into transactions – is already challenging enough. Small companies can face significant hurdles in this department. These hurdles may stem from a lack of experience on the sales team, especially in lead generation and marketing techniques, or may require expenditures a company and its staff are unprepared for.

Advancing Technologies and Sales Verticals

Advances and shifts in technology can also create complications in the sales and marketing arena. New technologies and ever-changing sales activities become available on a constant basis, and these new features may force a company to adapt its selling approaches quickly. For example, changes in communications tools or evolution of customer preferences may necessitate a revised sales practice to leverage successfully, and many companies do not have the flexibility or experience needed to do so.

Social media marketing is an illustration of shifting consumer preferences; using social media channels effectively has been difficult for many business operations unfamiliar with the tools and techniques needed to succeed in this arena. A professional sales outsourcing organization, by contrast, often has the experience in social marketing and promotion, giving you competitive advantages.

The sales approach for engaging with new clients is far different than the techniques needed for existing customers. Existing clients have specific needs, and account executives on your own team may not always be able to shift seamlessly between these pools of customers new and old.

In-House Sales Team Costs

Costs represent significant challenges companies face in selling. Overhead costs are always a concern, regardless of the size of the business in question. Having a rep or two in the office is not cheap. Account executives are even more expensive. Doing more with less has become the mantra in the modern business world, and this has dramatically altered the sales process.

Unfortunately, without careful evaluation and overview of practices, costs can run out of control. The direct costs associated with in-house sales efforts, particularly the cost per lead generated, can harm a company’s profitability, especially as these costs increase over time through inefficiency. Cold leads can be an economic drain; it requires advanced sales techniques to get the most out of this potential pool of clients and to understand their purchase intent. It is clear that a solution is needed to rein in costs and to improve efficiency.

That solution is the outsourcing of inside sales. Sales outsourcing companies are instrumental in accelerating growth, improving sales channels, and streamlining marketing efforts in B2B sales. In simple terms, the value proposition of working with an outsourcing partner for the full sales cycle can have dramatic effects on revenue generation and business growth.

Which Companies Can Benefit from Sales Outsourcing?

It can be argued that any business can benefit from sales outsourcing. This system tends to help improve efficiency, reduce costs, and leverages sales expertise and sales development. Still, there are certain business categories that receive greater value from the outsourced model than others. These include:

  • Emerging growth and start-up companies
  • Technology firms
  • Medical device
  • B2B business ventures
  • Financial Services etc.

Each of these business types do not typically have a focus on sales. For smaller ventures, a lack of experienced sales staff or staff focused on daily operations can sometimes get in the way of business growth. Taking on sales initiatives can prove overwhelming. For these companies, outsource sales makes a lot of sense and can help produce the desired results at a fraction of the costs of an in-house sales team.

Lead Generation: The Key to Success in Outsourced Sales

The generation of leads is a critical component and end-goal of any sales team. Locating and targeting potential new customers is always the goal for businesses that wish to enjoy continued growth. The process of lead generation, unfortunately, can be expensive in terms of funding as well as in time, and that is where outsourced sales partners can provide distinct benefits.

3 ways outsourced sales initiatives can help lead generation

According to HubSpot, 85% of top B2B marketers say that lead generation is the most important goal. Over 60% of all business owners indicate that generating traffic and leads is the biggest challenge that sales teams face in their work operations. How can sales outsourcing produce the leads needed for companies to thrive in competitive marketplaces? There are three outsourcing sales factors that influence lead generation:

  • Outsourced sales teams are adept at cold-calling and appointment booking initiatives. These sales and marketing teams have the skill needed to provide a great return on investment.
  • Sales providers typically have proven strategies for producing leads, and these strategies have been honed to produce the best possible results time and again. The best service providers and sales partner will share their results and histories with potential clients.
  • Many companies simply do not have the resources to establish an in-house team. Outsourced sales agents take the headaches out of the equation, providing the expertise needed to identify and reach new customer bases in the most efficient manner possible.

Benefits of Outsourcing Sales & Marketing 

b2b outsourcing sales Boosting Efficiency While Reducing Expenses

Sales and marketing outsourcing can improve both lead generation and execution for businesses. Highly-trained outsourced sales team professionals use the latest tools and technologies to improve efficiency. An outsourced sales team is just that: a team of people working for a company that manages these practices all day, every day. With that kind of focus and that blend of training, tools, and results-driven performance, handing over sales to a third-party provider begins to make a lot of sense and can make a significant improvement in achieving your sales and marketing goals.

Convert Sooner

The first cost-saving advantage lies in this capability; while sales and marketing teams in a given business may need to experiment with techniques or strategies as a marketing campaign begins and before the desired goals are achieved, an outsourced sales provider is ready to produce results right away. This slashes overhead costs, particularly when ramping up a new initiative for a company.

Tracking & Tools

Leading service providers also use rigorous tracking and reporting tools as a means of providing detailed information to their clients. This is a tremendous advantage in terms of direct costs such as cost per lead. In-house teams sometimes suffer from an inability to pinpoint leaks in the sales funnel, or may not be able to understand why certain leads are lost at different points of the campaign.

The outsourced team, such as an outbound telemarketing team, collects and analyzes data in the sales funnel to improve customer touches and generate leads efficiently. A related advantage is the safety net of responsibility: in order to succeed, an outsourced sales partner must produce results, and that means bringing in new customers and closing deals. To achieve these results, your sales partner takes on a significant portion of the heavy lifting in outsourcing sales and marketing and is thus responsible for delivering results.

Other Advantages of Third-Party Sales

There are many more advantages companies can enjoy when choosing to farm out sales to a third-party partner . Outsourcing sales development offers significant benefits. To summarize the many advantages of outsourced marketing and sales practices, the benefits include:

  • Time and Cost Savings – outsourcing teams are equipped with the tools and knowledge to get campaigns up and running quickly, ultimately saving money over in-house operations.
  • Reduced Risk – by outsourcing some or all of its sales, it is also outsourcing some of the responsibility to a third-party sales partner. This can be an effective risk management strategy, especially for smaller businesses in competitive market sectors.
  • Improved Performance – outsourced telemarketing professionals and teams have the experience, the focus, and the training to deliver results. A dedicated sales team and its sales team members know what it takes to generate qualified leads.
  • Market Expertise – there are many third-party partners that have unique insights into specific markets, giving them an advantage for specialty sales. These insights can spur new ideas and new ways of connecting with customers in a given market niche.
  • Safe Business Growth – many smaller firms do not have the budget or the resources for a dedicated in-house sales and marketing team. By engaging with an outside provider, they can gain the advantages of a dedicated team without the overhead and training costs associated with creating their own department. These sales partnerships provide tremendous value for the investment. This can help the business grow safely, without unnecessary risks or expenses.

Should I Outsource Sales or Not? Potential Drawbacks

In any sales venture, there are advantages and drawbacks to be aware of. The same applies to the concept of outsourced sales and marketing. It is important to note that the advantages of outsourcing greatly outweigh the potential drawbacks, but business owners need to understand that certain pitfalls may negatively impact business prospects.

An outsourced sales team (can be) not a full-time resource

The first drawback is that most outsourced sales resources are not dedicated. Larger, more established businesses typically have their own sales departments, sales force, and processes that have been refined over time. It may not make sense for these companies to use sales outsourcing models but still may provide benefits. Smaller companies, particularly startups, do not have this drawback and are not typically equipped with experienced sales professionals.

Sales process

Sales outsourcing service providers, then, provide great value for these ventures and can help advance their marketing effort. Another drawback lies in the methodologies used. In-house sales teams may have developed marketing tactics and strategies over time, and these strategies produce the desired results. An outsourced sales team may apply different tactics, and sometimes these do not mesh well with the methodologies the company already has in place. To help overcome this potential drawback, it can be beneficial for the two entities to meet and to learn each other’s sales and marketing methods to ensure continuity.

SalesFish is 100% dedicated to our client engagements and our tenured Inside Sales Executives are only devoted to one client at a time. Learn more.

Choosing the Right Outsourced Sales Services

Now that we understand sales outsourcing and have explored a few of the many advantages of adopting this model, the question becomes: How does one choose a provider?

Different companies have different needs and varying goals. Some companies may find a benefit from outbound telemarketing options, while others need a full suite of inside sales services. Many companies can benefit from a dedicated customer service department tied to the sales operation, such as a call center.

Sales outsourcing pros, particularly in B2B sales, tend to outperform an internal sales team. The outsourced sales partner handles all of the sales functions in a cost-effective and efficient manner, contributing sales intelligence to generate revenue growth in existing markets as well as new markets. Sales outsourcing companies typically use higher level tactical tasks that keep prospects engaged while building brand awareness.

Identifying Sales & Marketing Needs

The first step in evaluating a sales partner is to take a close look at the specific services the outsourced sales companies offer to their clients. Some may offer customized sales solutions, while others may incorporate a range of services into one package including email marketing strategies. Make sure that whichever partner you choose for your company’s growth has the services you need to make the sales development as efficient and as effective as possible.

Specialty Sales Teams

Some sales outsourcing companies specialize in specific fields, such as healthcare, technology, agriculture, or defense contracting. These providers can be invaluable in taking sales to an entirely new level and have industry knowledge that is critical in connecting with customers. If your company occupies a unique niche in your market, it is a good idea to seek out specialty providers to help do the work for you, if available.

Capabilities

Capabilities are the most important consideration, yet too many companies focus solely on the costs associated with outsourcing sales work. While settling on the lowest-cost sales outsourcing services sounds like it makes sense, the reality is that budget-oriented service providers rarely have the technology, the experience, or the mastery to achieve the desired results. Remember: it is more important to partner with the sales outsourcing companies that can deliver the work product.

Create A Partnership

Finally, understand that in order to achieve the results you want from your sales services partner, it is important that the provider is able to create an active partnership built for the long-term. Demand interaction from your partner, especially in terms of regular data collection and reporting practices. The stronger the business relationship, the more capable and successful the partnership between both businesses will be. Many will ensure customer success if the agreement is done properly.

Contact SalesFish today to speak to a sales executive expert.