With a market expected to reach more than $220 billion by 2022, the growth potential for B2B tech sales is extraordinary. We all want our piece of the pie, and while it seems there’s more than enough to go around, getting our fill requires a strategic effort to increase sales performance. Finding and closing new business with speed and agility takes a particular set of skills. Skills that many B2B tech companies are finding in abundance when they choose to outsource their sales teams. Whether you’re looking for high velocity or high-quality leads, the right outsourced sales partner can do all ..read more

The organizations that outpace their competitors all have one thing in common: they close more business, faster, without taking unnecessary risks that could stifle growth. The biggest factor in achieving this velocity is effective pipeline management, or how well your combined marketing and sales efforts generate, nurture, and convert high-quality leads. So, how do you align your marketing and sales efforts and ensure your sales team is staffed with top performers? Mitigate the significant risk and long-term expenses of hiring sales development employees. Your sales team has a 56% greater chan ..read more

At Inside Sales Solutions, our sales development representatives (SDRs) set appointments all day long. In generating over 10,000 appointments per year for our clients, we’ve learned a thing or two about how to get the job done. If you’re looking to set and keep more, better quality appointment, check out these seven tips from our experts.   Tip 1: Always be (extra) prepared Every great salesperson knows that being prepared for a prospecting call is important. But most stop short in their preparations. Yes, you must understand the products and services you are pitching to the prospect, bu ..read more

Staying competitive in today’s market is all about closing more business, faster. Increasingly, companies are outsourcing all or a portion of their sales process to do just that. The benefits of outsourcing sales operations can be substantial. Here are ten of our favorites: 1. Outsourcing balances costs and resources Often the reason businesses hire an outsourced sales development team is because they need to grow. Building an internal team can be expensive. The costs — hiring, training, salary, bonuses, and benefits — add up quickly and are often a risky investment because sales development r ..read more

The world of B2B tech is dominated by the pursuit of growth and efficiency. So it’s no surprise that outsourcing all or parts of the sales function is one of the leading trends that’s changing the way sales is done. When you zero in on SDR outsourcing specifically (leveraging sales development representatives from a third party), there are three major reasons B2B tech can reap substantial rewards. 1. It Can Save Time and Money When you’re looking to scale quickly, a long employee onboarding process can delay your go-to-market or growth strategy — and your time to revenue. Here’s just one exam ..read more

Build your pipeline, build your revenue: this is the rhythm of almost every successful product-based organization. In fact, research shows that companies who actively manage their pipelines see up to 28% higher revenue growth. But pipeline management is more than predicting close dates and deal sizes. True pipeline management means tending to your pipeline’s health filling it with high-quality leads and moving those leads to purchase. Outsourced sales makes sense for your company if: – You have large deal sizes (i.e. $15,000+ average annually) – You have long sales cycles (i.e. 3 mo+, but some ..read more

There’s a common misconception among the corporate world that outsourcing sales development requires giving up control. For the most part, businesses are starting to realize that outsourcing actually frees their internal sales team to focus on closing more deals. But how much does it actually cost to gain that freedom? Do companies have to pay a premium for this benefit, or can it also be the less expensive option? On the surface, it usually looks like hiring an outside team is expensive. But hiring a team to handle parts of your sales process has many financial advantages. Deciding whether to ..read more

Sales outsourcing should be a part of every sales leader playbook. Companies can attract high volumes of sales for their products or services using a third party. In this article, learn how to grow your revenue number by outsourcing a portion of your sales efforts. If done correctly, sales outsourcing can quickly ramp up revenue. Related: 5 Reasons You Should Outsource Your Sales Prospecting.  Article Overview: Evaluating fit between market segmentation and outsourcing What sales plan needs can outsourcing satisfy? Trends increasing the rate of sales outsourcing Objectives of sales out ..read more

For a lot of businesses, Q1 is the time to start and implement a fresh strategy for the upcoming months ahead. In 2019, a sales strategy is something you need to pick up if you are going to do sales leadership correctly. This article is intended to guide you from strategy to execution. Keep in mind this is just a framework and nearly every step could be an article within the 7 steps. This will help you go from having sort of an idea, to more of an understanding behind a universal strategy that can be implemented for your B2B company. Related: Sales and Marketing Cookbook: A Recipe for Success ..read more

In the United States alone, marketing and sales departments waste an estimated $1 trillion annually due to lack of coordination. Traditionally, marketing would generate the leads and then send it over to sales hoping they seal the deal. The problem with this? Without true alignment of sales and marketing, isolation across important cross-functional teams is created, ultimately breeding failure. Too often, it’s easy for marketing to blame sales for rejecting leads too readily and sales to blame marketing for bad leads. The more marketing and sales work jointly to align goals and share informati ..read more