Your company’s growth depends on sales, but it takes a considerable amount of time and resources to do it right. Small business owners don’t have the luxury of the type of time and resources that larger businesses enjoy. Many small businesses have begun to outsource their sales to take advantage of the benefits of using third-party sales experts.
In the 2021 small business survey by the Small Business Trends Alliance, small business owners revealed:
20% of small businesses are solo enterprises
44% of small businesses have between two to five employees
41% are implementing changes in their business methods such as adding new product lines and digital or outsourced marketing and sales.
While the COVID pandemic has been the most significant challenge, small business owners revealed their top 5 challenges associated with running their business.
Lack of capital or cash flow 23%
Recruiting or retaining employees 19%
Marketing, Sales & Advertising 15%
Time Management 14%
Administrative Work 13%
Most small businesses do not have the staffing, the time, or the capital to hire a salesforce. However, every small business needs to increase sales to grow.
Benefits of working with an outsourced sales company
1.Faster time to deal closing.
There isn’t an average amount of time it takes to close a sales deal. It depends upon many variables such as the type of product or service sold, the type of sales prospect you sell to, their need for your products or services, and your sales experience.
Sales is not an easy process.
85% of companies consider lead generation their biggest sales challenge.
Only 10 to 15% of B2B sales opportunities become deals.
It takes an average of 18 calls to connect with a buyer.
The average sales pro will spend 7.5 hours cold calling to secure one appointment.
80% of sales require five or more follow up calls after the initial appointment.
60% of customers say NO four times before saying YES.
The right outsourced sales company, such as Tailwynd Consulting, will take on the responsibility of finding leads that are a match for your products and services. We do the background research on leads, outreach to get hold of the decision-makers, and determine their interest in talking to you about your products and services, with the final goal being a booked sales appointment.
The B2B market is a crowded market that requires an outbound sales strategy.
Gone are the days when advertisements brought in clients to sell your products and services to. Today’s B2B customers expect more from salespeople.
According to a recent Demand Gen, 2020 B2B Buyer Behavior Study, the five most important factors for B2B buyers evaluating solutions providers were:
Features or Functionalities of products and services
Pricing
Reviews
Ease of use
The seller’s ability to solve a pain point
The value of what your company has to offer no longer relies solely on the quality of your products and services. Your business’s sales depend on your ability to go out and develop a trusted relationship with the buyer to determine their areas of concern. The buyer needs to see you as a trusted advisor to help them find a solution to their problems.
An outsourced sales company cuts through layers of research and legwork to get you to the sales table quicker.
An outsourced sales company such as Tailwynd Consulting will:
Help determine your target market
Lead research
Lead qualification
Cold sales outreach
Determining who the final decision-maker is
Open up an initial conversation with the prospect
We go further by:
Learning your products and services
Understanding your business and value proposition
In short, we help you accelerate your sales process by taking over the upfront sales research and legwork. We partner with you to build a repeatable sales process to move every sales prospect from an early-stage lead to a closed deal.
We know a robust sales process helps small businesses consistently close deals by giving them a sales framework.
Affordable Sales Expertise
What would it cost you to hire and build an in-house sales team?
The average sales professional’s base salary is $60K.
+ Insurance and retirement benefits
+ Commissions and bonuses
+ Sales tool subscriptions
+ Training time
How quickly can a new salesperson be ready to begin calling on your customers?
It can take the average salesperson six months or more to get up to speed on your products and services. Most salespeople started with a larger corporate firm, so they will require some time to re-orient their mindset to working with a small business. They may or may not have a background or understanding of your industry.
How much is your time worth?
You are probably already stretched thin running the business, overseeing the many details involved with running daily operations.
Do you have time to research a list of 100 or more prospective leads for your business every week?
How much time can you devote to cold-calling prospective clients?
When will you be able to set aside time to do follow-up calls and set appointments?
If your answers were No, Not much, or I don’t know, you cannot afford to overlook the benefits an outsourced sales company like Tailwynd Consulting can provide.
Outsourcing with Tailwynd Consulting gives your small business access to a proven lead generation experience.
We save you hours of work by building large, targeted, custom prospect lists so you can focus on what you do best.
Tailwynd Consulting has years of consultative sales experience in the industries you operate. All of our clients are small businesses, so we understand the challenges you face trying to balance your need to grow sales with limited time and resources.
An outsourced sales company can save you the time and expense of hiring, training, and managing a dedicated sales team while providing you all the benefits of having one.
Zero disruption of your current business process.
You took a long time to become an expert in your industry and business. You aren’t looking for an external third-party to come in and evaluate your business processes and make changes.
The outsourced sales company you would benefit most from will become an extension of your business, that will:
Leverage a trusted body of research and years of hands-on experience to help you meet your sales growth goals.
Help you increase sales with minimal risk.
Help accelerate your company’s growth at a manageable rate without having to add headcount.
Book your calendar with qualified sales appointments that turn into closed deals.
Outsourcing your upfront sales functions frees you up to streamline your operations.
What would you be able to spend your time on if you had a sales partner that develops your outbound sales campaign strategy, sources new business opportunities, and qualifies sales prospects?
~Manage your business.
~Develop ways to present your products and services as solutions.
~Negotiate with vendors or current clients.
~Or just enjoy the absence of uncertainty
The possibilities are endless.
At Tailwynd Consulting, we believe outsourcing your sales process should give you access to sales expertise that improves your business process by making it easier to grow your business.
Freedom from reliance on unreliable revenue sources.
All business growth comes from increased revenues. There are only four ways to improve your revenue:
Increase the number of customers.
Upsell to your current customers.
Increase how often customer customers purchase from you.
Raise your prices.
All but one method of increasing revenues requires increasing your sales efforts.
Every small business owner knows this, but they may lack the time, resources, or expertise to increase their sales lead generation efforts. Often the business has just one person in each business role, or the owner is a solopreneur doing everything themselves.
Many small businesses rely on referrals from existing customers, suppliers, or friends.
Referrals from customers and people you know are a good, first-hand recommendation of your products and services. Unfortunately, they do not provide a predictable, consistent source of revenues. Some months you may receive a lot of referrals ,but other months you may receive none. That uncertainty makes it hard to project revenues for any given length of time.
A referral is a lead, but a lead is not a sales prospect.
A lead is a business that may eventually become a client, but they are an unqualified contact. They may have expressed an interest in a product or service, but you do not know whether they are a qualified sales prospect.
Do they fit the profile of the type of customer your business would service?
Is the company size sufficient enough that they would likely have a budget for your product or service?
Do they need, or would they benefit from using your product or service?
Are they the person that can make the final purchasing decision?
A sales prospect is a qualified lead that has a high probability of becoming a customer.
Some small businesses develop their lead lists but struggle to get the right message across.
Developing leads and conducting the sales outreach is one part of the upfront sales work necessary to get clients. Crafting the right message is another.
Your subject lines, sales copy, and call to action need to be carefully crafted to get the prospective client’s attention.
Keeping their attention while they are reading your value proposition requires using short, to-the-point messaging that says precisely what that prospective client needs to hear.
The call-to-action must be compelling enough to cause that prospective client to respond positively.
Copywriting is an art form that focuses on getting prospective clients ready to talk to you. Tailwynd Consulting excels in crafting the right sales message. We write sales pitches that get appointments.
You need a more predictable, consistent source of qualified prospects than a few sales referrals or unqualified leads will give you.
Tailwynd Consulting has a proven lead generation sales process that will provide you:
Custom-developed, qualified prospect lists
Carefully crafted sales pitches that gets prospective clients to take notice
Consistent sales outreach efforts that result in sales appointments.
A uniform sales process that predictably and consistently brings in new business would provide you a better predictor of sales revenue and liberate your business from the stresses of unreliable revenue sources.
According to the Harvard Business Review, B2Bs with sales processes in place generate 28% more revenue.
It could take years to find an outsourced sales company with the right experience and resources to work with you and represent your business, OR you can partner with Tailwynd Consulting.
Tailwynd Consulting has years of experience partnering with small business owners like you.
We are the #1 Outbound Lead Generation service for:
~Marketing, Advertising, Creative, and PR Agencies
~AdTech, MarTech, Saas & Software Development Companies
~HR, Risk & Compliance, Operations, & General Business Consultants
~ Other Small Business
Our principals have years of sales experience. We’re B2B lead generation experts for small businesses with under 20 employees.
We know how to prospect, get appointments with qualified leads, build sales pipelines, and guide interested prospects to your business.
We take over the time-consuming upfront sales work so you can focus on doing what you do best.
We have developed outbound sales processes for many small business owners who have little time to devote to lead generation and cold calling.
Our work is deeply rooted in ongoing research and trends that evolve in the marketplace, so our sales tactics are cutting edge.
Our service provides you high ROI by connecting you with sales professionals to provide access to target accounts that will help grow your business.
In collaboration with our clients, we co-create sales solutions that result in repeatable sales successes and business growth.
Our results speak volumes for our services:
We can craft sales messaging that generates 5x the responses of the general market.
70% of our calls end up in proposals
Our small business clients close over 25% of the sales calls we source
Over $250M in sales opportunities sourced last year.