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
    Outsourced Sales: Costs, Benefits, Challenges & More

    Outsourced Sales: Costs, Benefits, Challenges & More

    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 sales staff.

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

    Sales Outsourcing: An Overview

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

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

    • Utilizing indirect sales providers and services, such as product/service resellers or so-called “solution partners”.
    • Handing over inside 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 sales professionals or sales agents to the mix.

    In a loose sense, the above examples are forms of sales outsourcing, but the reality is that these three examples are situations a smart company will avoid whenever possible. True sales outsourcing providers have the experience, the tools, and the tactics needed to handle one of the most critical aspects of operating a business: engaging with potential customers.

    The Sales Picture: Changes and Challenges

    Regardless of the company, 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 when it comes to sales. These hurdles may stem from a lack of experience on the sales team, especially in lead generation, or may require expenditures a company and its sales staff are unprepared for.

    Advances and shifts in technology can also create complications in the sales arena. New technologies and ever-changing practices become available on a constant basis, and these new features may force a company to adapt its sales 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 simply do not have the sales flexibility or experience needed to do so. Social media marketing is an illustration of shifting consumer preferences; using social media platforms effectively to boost sales has been difficult for many business operations unfamiliar with the tools and techniques needed to succeed in this arena.

    Costs represent a significant challenge companies face in sales. Overhead costs are always a concern, regardless of the size of business in question. Doing more with less has become the mantra in the modern business world, and this has dramatically altered the sales landscape. Unfortunately, without careful evaluation and overview of sales practices, costs can run out of control. The direct costs associated with sales, particularly the cost per lead generated, can harm a company’s profitability, especially as these costs increase over time through inefficiency. It is clear that a solution is needed to rein in costs and to improve efficiency. That solutions is the outsourcing of inside sales.

    Outsourced Sales: Boosting Efficiency While Reducing Expenses

    outsourced b2b sales Boosting Efficiency While Reducing ExpensesInside sales outsourcing can improve both lead generation and sales execution for businesses. Highly-trained sales professionals use the latest tools and technologies to improve efficiency. An outside sales team is just that: a team 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.

    The first cost-saving advantage lies in this capability; while inside sales units in a given business may need to experiment with techniques or strategies as a sales 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 sales initiative.

    Leading sales service providers also use rigorous tracking and reporting tools as a means of providing detailed sales information to their clients. This is a tremendous advantage in terms of direct costs such as cost per lead. Inside sales 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 sales campaign. The outsourced sales team, such as an outbound telemarketing team, collects and analyzes data to improve customer touches and generate leads efficiently. A related advantage is the safety net of responsibility: in order to succeed, an outsourced sales provider must produce results, and that means bringing in new customers and closing deals. To achieve these results, the provider takes on a significant portion of the risks involved in sales, and is thus responsible for delivering results.

    There are many more advantages companies can enjoy when choosing to farm out sales to a third-party provider. To summarize the many advantages of outsourced inside sales practices, the benefits include:

    • Time and Cost Savings – sales outsourcing teams are equipped with the tools and knowledge to get sales campaigns up and running quickly, ultimately saving money over in-house sales operations.
    • Reduced Risk – by outsourcing some or all of its sales, it is also outsourcing some of the responsibility to a third-party provider. This can be an effective risk management strategy, especially for smaller businesses in competitive market sectors.
    • Improved Sales Performance – outsourced telemarketing professionals and sales teams have the experience, the focus, and the training to deliver results.
    • Market Expertise – there are many third-party sales providers 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 simply do not have the budget or the resources for a dedicated in-house sales team. By engaging with an outside sales provider, they can gain the advantages of a dedicated sales team without the overhead and training costs associated with creating their own sales department. This can help the business grow safely, without unnecessary risks or expenses.

    Choosing the Right Outsourced Sales Provider

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

    Different companies have different needs and varying goals. Some companies may benefit from outbound telemarketing options, while others need a full suite of inside sales outsourcing services. Many companies can benefit from a dedicated customer service department tied to the sales operation, such as a call center. The first step in evaluating a service provider 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. Make sure that whichever provider you choose for your company’s growth has the services you need to make the sales operation as efficient and as effective as possible.

    Some outsourced sales 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 sales providers if available.

    Capabilities are the most important consideration, yet too many companies focus solely on the costs associated with outsourcing sales. While settling on the lowest-cost provider 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 a provider that can deliver rather than to save a few dollars in fees.

    Finally, understand that in order to achieve the results you want from your sales services provider, it is important that the provider is able to create an active partnership. Demand interaction from your provider, especially in terms of regular data collection and reporting practices. The stronger the business relationship, the more capable and successful the partnership between business and outsourcing sales provider.

    Contact SalesFish today to speak to a sales outsourcing expert.