- Posted by Steve Gruber
- On July 12, 2018
- 0 Comments
Outsourcing is a natural facet for any business. Whether it be as simple as outsourcing your website hosting, or as complex as outsourcing the manufacturing of a product or key component, outsourcing has a natural fit in almost any business.
Smart business owners know that doing everything themselves is not always the most cost effective or realistic thing to do. Utilizing resources that can do the particular job better, more efficiently, with less risk, and at a lower cost makes sense. For a B2B company, particularly a start-up, outsourcing your sales and marketing may at first seem a bit risky or something you believe you would rather keep internal but there are a number of solid business reasons to consider outsourcing these functions to a trusted third party.
Lets look at the key reasons why outsourcing your sales and marketing makes sense:
Hiring Excellent Sales & Marketing Talent is Challenging
Many entrepreneurs, especially the very technical ones, have no personal experience working in sales. So to hire an exceptional sales person is a bit of a black box of uncertainty. It’s hard to rate someone on their skill set if you have no idea what that skill set should look like. In addition, the hiring process can take significant time on its own, along with the time and sales infrastructure required to set up your hire for sales success: sales and marketing process and methodologies, target market identification, value proposition development, sales collateral creation, sales CRM usage, website and graphics design, content writing, social media management and the list goes on.
There are many moving parts that have to be organized and managed and take a significant investment. If this is not your background and you have no skill set to support it, don’t. Look to outsourcing, at least as you start your journey.
You as the owner are being pulled in all directions. Product development, customer implementation, fundraising, grant writing, networking, financial planning…these are all important pieces to grow your business. But having an outsourced sales and marketing team can help you ramp up your web and social presence much faster and more effectively than you could yourself.
This will allow you to generate leads faster and drive revenue faster. Just recently, we did a blog for one of our clients on a new offering they have. Within 1 month, we had our lead and order total of $10,000. Not bad for the cost of a blog.
On the sales side, the same premise is true. If you are tied up doing a wide variety of other things, what will get missed? Your sales prospecting and following up. If you are not out doing this consistently, you will struggle to grow. Your sales funnel needs to be continuously fed: with it taking 6 to 18 months to close any new business, you need to be selling all the time and building the largest funnel possible.
Definitely outsourcing a part-time sales and marketing resources is less expensive in many cases than hiring a full-time body. There are added benefits too, such as no employment burdens, no vacation pay, no WSIB, no benefits, and no severance. These add up and can make a significant difference to a companies’ cash flow. In addition, when leveraging an outsourced sales and marketing resource(s) you often will get access to a more experienced team across a wide range of functions versus just one person good at one or two specific things.
An outsourced sales and marketing resource should be much more flexible in their engagement with you and able to move from project to project or skill set to skill set much easier than you could on your own or with a full-time hire. I know at VA Partners, we often utilize sales and marketing skills on an engagement for a client because that it is what it takes. There could be a component of content writing, then a component of graphic design, then a prospect pitch meeting or an RFP response…the needs of businesses are fluid and your outsourced sales and marketing resources need to be fluid as well.
I believe the core reason you outsource your sales and marketing is to engage a specialist to assist you with something that you are not the best at. Bringing in outsourced resources that have a proven methodology, believe in using tools to assist in tracking and managing the engagement, are responsive and can dedicate the time on a monthly basis, over and over again, while tweaking the strategy, value proposition and targets on the fly (with your consultation) gives you an edge in the market.
If you’re looking for outsourced sales and marketing assistance, please don’t hesitate to contact us. For greater insight into startup sales and marketing, feel free to sign up for our newsletter or follow us on Twitter.