How Outsourcing Sales Works: A Comprehensive Guide for Modern Business Owners
As the founder of Wingmen, I’ve witnessed firsthand the challenges business owners face when they’re deeply entrenched in their day-to-day operations, especially in the sales arena. Many are so busy working in their business that they don’t have time to work on their business. This is where sales outsourcing becomes a game-changer, offering a strategic way to streamline operations, scale efficiently, and ultimately drive revenue growth. Our core service – Sales as a Service (SaaS) – is designed to help you transition from the daily grind to a more strategic role.
The Sales Outsourcing Process: Lead Generation, Lead Qualification, and Sales as a Service
As the founder of Wingmen, I’ve witnessed firsthand the challenges business owners face when they’re deeply entrenched in their day-to-day operations, especially in the sales arena. Many are so busy working in their business that they don’t have time to work on their business. This is where sales outsourcing becomes a game-changer, offering a strategic way to streamline operations, scale efficiently, and ultimately drive revenue growth. Our core service – Sales as a Service (SaaS) – is designed to help you transition from the daily grind to a more strategic role.
The Sales Outsourcing Process: Lead Generation, Lead Qualification, and Sales as a Service
Lead generation is the lifeblood of any sales operation. It involves creating a steady stream of sales-qualified leads (SQLs) that your Sales Development Representatives (SDRs) can engage with. Effective lead generation can be achieved through various channels such as:
- Content Marketing: Leveraging valuable content to attract and engage potential customers.
- Paid Advertising: Utilizing platforms like Google Ads, Facebook Ads, and LinkedIn to target and convert leads.
- Cold Outreach: Reaching out to new prospects who haven’t yet interacted with your brand.
- Warm Outreach: Engaging with existing contacts and past clients to reignite interest.
By outsourcing lead generation, you ensure a consistent flow of high-quality leads without overwhelming your internal team.
Lead Qualification: The Crucial Next Step
Once leads are generated, they need to be qualified. This is where the Sales Development Representative (SDR) steps in. The SDR’s job is to:
- Initial Contact: Reach out to potential and marketing-qualified leads (MQLs) via phone, email, or social media.
- Appointment Setting: Schedule meetings between the lead and your Account Executive (AE).
- Initial Presentations: Conduct web presentations to introduce your products or services.
- Lead Qualification: Assess whether the lead fits your ideal customer profile (ICP) and is ready to move further down the sales funnel.
A well-qualified lead, known as a Sales Accepted Lead (SAL), is then passed on to an Account Executive.
Sales as a Service: Closing Deals and Driving Revenue
Sales as a Service (SaaS) encompasses the entire sales process, managed by an experienced Account Executive. Upon receiving a Sales Accepted Lead, the AE will:
- Manage the Sales Journey: Guide the potential customer through the sales funnel, from initial contact to closing the deal.
- Needs Assessment: Understand the client’s requirements, decision criteria, budget, and timeline.
- Proposal Creation: Develop customized proposals tailored to the client’s needs.
- Handle Objections: Address any concerns or pushback from the client.
- Close the Deal: Finalize the sale and ensure the client is satisfied.
- Upselling: Identify and seize opportunities to offer additional products or services.
The AE’s role is critical in converting leads into loyal customers, ensuring that your business hits its revenue targets.
Key Roles in the Outsourced Sales Process
Marketing Team: The Foundation of Lead Generation
Your marketing team is essential in the early stages of the sales process. They focus on:
- Transitioning MQLs to SQLs: Refining the leads so that they’re ready for the SDR to engage.
- Generating Marketing-Qualified Leads (MQLs): Creating content and campaigns that attract potential clients.
Sales Development Representative (SDR): The Qualifier
The SDR’s role is to bridge the gap between marketing and sales.
Their role includes:
- Initial Engagement: Making first contact with leads.
- Qualifying Leads: Ensuring the leads meet your ICP.
- Scheduling Appointments: Setting up meetings with the Account Executive.
Account Executive (AE) or Sales Manager: The Closer
The AE or Sales Manager is at the heart of the sales process.
Their responsibilities include:
- Guiding the Sales Journey: From first contact to deal closure.
- Creating Proposals: Tailoring solutions to the client’s specific needs.
- Overcoming Objections: Addressing and resolving any issues the client may have.
- Closing and Upselling: Finalizing the deal and identifying further opportunities for the client.
Head of Sales: The Strategist
The Head of Sales oversees the entire sales operation, ensuring that all processes run smoothly and targets are met.
Their responsibilities include:
- Team Leadership: Managing and motivating the sales team.
- Strategy Development: Creating and implementing effective sales strategies.
- Performance Monitoring: Tracking the team’s progress and making necessary adjustments.
Our Approach to Sales Outsourcing
At Wingmen, we take a holistic approach to sales outsourcing. When a new client engages us, we start by using the Grow Framework to understand their unique sales needs.
Our process includes:
1. Understanding Client Goals: What are the sales objectives? Do they need more leads, more deals, or more revenue? We assess the current sales pipeline and identify any bottlenecks.
2. Budget Evaluation: We ensure that our solutions are financially viable and align with the client’s budget.
3. Timeline Creation: We set realistic timelines with clear milestones to ensure that we stay on track and meet the client’s expectations.
Based on this comprehensive assessment, we develop a custom sales strategy tailored to the client’s specific needs.
Stay Ahead with Fractional Sales Roles
One size doesn’t fit all, and that’s why we offer fractional sales roles. Whether you need a part-time Sales Development Representative to handle lead generation or a Sales Manager to close deals, we provide scalable and adaptable solutions that fit your business needs and budget.
Wingmen Consulting specializes in building remote-based sales teams, tailored lead generation strategies, and streamlined sales processes.
Book an appointment with us today and let's discuss your unique situation in a complimentary strategy session
