When looking for a Sales and Marketing Team what are the main things that you are looking for

[Ben Cardy]

Let me start by saying that I work for a company that specialises in outsourced sales for B2B companies.
This isn't a pitch or self promotion it's more aimed towards feedback and other business owners opinions on marketing teams.

What do you look for in an outsourced sales and marketing team, I am truly interested in your honest reviews.
Is it past experience, marketing examples, values or anything else?

 

[MBE2017]

Personally and probably not what you want to hear, I would never leave such an important thing to anyone else, I always keep it in house.

 

[fisicx]

I’d look for a company whose website wasn’t stuffed with marketing BS.

Not even sure what ‘outsourced sales’ even means.

 

[Ben Cardy]

That is completely understandable, all businesses have different skills and requirements so for some this is the right thing to do.
Thank you, this is genuinely useful feedback!

Personally and probably not what you want to hear, I would never leave such an important thing to anyone else, I always keep it in house.

 

[Ben Cardy]

I’d look for a company whose website wasn’t stuffed with marketing BS.

Not even sure what ‘outsourced sales’ even means.

Thank you, that is helpful.

Outsourced sales essentially means that the team becomes your personal sales team when you need them.
This is helpful for different businesses for a variety of different reasons eg, needing a more experienced team than they have, not wanting to hire in or even only needing sales teams for a set amount of time.

Hope this helps ?

 

[fisicx]

Not really helping as you don’t define where in the process you start. For example, do you step in once I’ve found a lead or when they are ready to place an order. What happens once the order is despatched? Do you stop or do provide after sales service.

 

[Mark T Jones]

My process for buying value services (And to a lesser extent, products) is pretty well defined.

First and foremost I disregard every single promise or claim they make (for now), and listen carefully to the questions they ask, how they process the information given and, above all, how they manage my expectations.

Then, if they demonstrate and actual, genuine interest in my business and needs, I will go back to their claims and seek validation.

Specific to outbound sales, we would have a substantial conversation around how they are defining and quantifying 'leads'.

 

[Paul FilmMaker]

I want to see testimonials from a bunch of companies that you've helped. And not a little '2 minute we're great' testimonial. I want to see something indepth that explains how you dealt with leads for that customer. What the issues were. All that kind of stuff.

 

[Ben Cardy]

Not really helping as you don’t define where in the process you start. For example, do you step in once I’ve found a lead or when they are ready to place an order. What happens once the order is despatched? Do you stop or do provide after sales service.

For us personally we carry out the whole process. Starting from market research where we do the following:
– Database Generation
– Market Strategy
– Competitor Analysis
– B2B Interviews
– Questionnaires
– Focus Groups
– Contract Identification

This generates the leads for us which we then use for a combination of outreach and marketing such as telemarketing, email marketing, campaigns etc.
After we receive leads from these strategies we then see them through until they are a finalised sale.
We also do appointment making, customer support and networking etc.

Alongside this we utilise a digital marketing team to build brand awareness, SEO and website development.

I hope this has given you more of an idea of what we do. If you have further questions then direct them to me personally and I'll be happy to send you some more information or a link to our website if you would prefer.

Have a great day!

 

[fisicx]

I get all that (because it says so on your website), but a lot of that isn't 'sales'.

Your biggest problem is the dreadful website. I have no problem outsourcing all sorts of things but trust is a big part of the decision making. You wouldn't even get past the initial cull.

If you are as good as you say you are you wouldn't need to be asking these questions on a forum. You would have queues of potential clients knocking on your door.

 

[Ben Cardy]

I want to see testimonials from a bunch of companies that you've helped. And not a little '2 minute we're great' testimonial. I want to see something indepth that explains how you dealt with leads for that customer. What the issues were. All that kind of stuff.

Thank you Paul, that is very helpful.
Testimonials are definitely a major insight into a business and how they deal with clients.

I am currently making use of all the testimonials we have received and your comment has validified that this is something that businesses would like to see.

Once again, thank you for the insight.

Kind regards,
Ben

 

[Mark T Jones]

I hope this has given you more of an idea of what we do. If you have further questions then direct them to me personally and I'll be happy to send you some more information or a link to our website if you would prefer.

Have a great day!

The point of a forum is that we all get to see the answers. (I think @fisicx said he's found your website)

 

[Ben Cardy]

I get all that (because it says so on your website), but a lot of that isn't 'sales'.

Your biggest problem is the dreadful website. I have no problem outsourcing all sorts of things but trust is a big part of the decision making. You wouldn't even get past the initial cull.

If you are as good as you say you are you wouldn't need to be asking these questions on a forum. You would have queues of potential clients knocking on your door.

I didn't make the website but personally, I think it is good. SEO is booming and it has a great track record for inbound business.

I can see that your opinion is firm and that there will be no changing your mind, but we have extensive meetings with potential clients before starting with them so we have a chance to build trust and relationships.

Business is currently going well and as I say I am just using this forum to gage other people's perspectives on what they would like to see as there is always room for improvement and bettering ourselves.

Thank you,
I look forward to your reply.

 

[Ben Cardy]

The point of a forum is that we all get to see the answers. (I think @fisicx said he's found your website)

Thank you Mark,

I only said that as this forum is not supposed to be for self-promotion, so I thought it would be better to discuss personal business separately.

But I totally see your point.

 

[fisicx]

If business is booming then you must be doing everything right. You will already know what potential clients look for when choosing a business which is why this thread is a little strange.

Maybe if you posted insights into how your business gets your leads, lessons you have learned and changes made to increase conversions we would all find it a useful resource.

I’m not fixed in my views. But you asked for views and mine is I wouldn’t use a company that only talks about themselves.

 

[Ben Cardy]

If business is booming then you must be doing everything right. You will already know what potential clients look for when choosing a business which is why this thread is a little strange.

Maybe if you posted insights into how your business gets your leads, lessons you have learned and changes made to increase conversions we would all find it a useful resource.

That is a helpful suggestion and exactly what I was looking for in this forum.

Thank you!

 

[Mark T Jones]

I can see that your opinion is firm and that there will be no changing your mind, but we have extensive meetings with potential clients before starting with them so we have a chance to build trust and relationships.

I suspect that you are right that @fisicx isn't about to jump over the fence and sign up - But it doesn't follow that anyone who objects or looks set against your product won't be a prospect. In my world, good business relationships are often formed from uncomfortable or even conflicting scenarios.


Seeing how you handle these situations will define you as a sales person/organisation.