10 Key Ways to Optimise your Outbound Sales Engine

Outbound sales remain a vital component of a company’s sales strategy. Or at least it should be. Research conducted in 2019 highlighted that 41.2% of respondents found the humble telephone to be the most effective sales tool at their disposal. Outbound sales drove 55% of leads compared with 27% generated by inbound. That’s a pretty compelling statistic!

But can you supercharge your results further by changing some aspects of your approach, to close any gaps in your outbound sales strategy and delivery plan. With all elements working harmoniously you will see a surge in the quality and quantity of leads in your pipeline.

We’re experienced in helping our clients maximise their outbound sales strategy. In our experience, it takes an initial time-investment, expertise and consistent approach to get your outbound sales engine firing on all cylinders.

Here’s our rundown of the 10 key ways you can optimise outbound and how to bridge the gaps:

  1. Get your CRM working – Tough questions require honest answers: Is your CRM fit for purpose when it comes to being an outbound sales engine? Can your sales team work quickly but effectively with it? Does it lack the capability to deliver the data insights you need? This is a vital component in your outbound sales process, if your team find your CRM clunky and the UX poor they simply won’t use it. Without proper database management, it’s difficult to optimise campaigns and impossible to build a validated pipeline of valuable leads. This is why you need to get your CRM working for you, it’s the foundation of your campaign’s success.

    Many of our clients utilise our custom built CRM which has been specifically developed to optimise our outbound sales engine. We do also work within our clients CRMs when relevant, providing we can see that the platform will give clients a clear view of their data, their prospects and the entire journey throughout the life of a campaign.

  2. Reporting – Do you have access to the reports and insights you need to optimise outbound sales? Reporting should give you as close to a real-time view of a campaign as possible. It should help you quickly pinpoint what’s working and what needs to change. If you’re not in a position to do that, how do you know if your campaign is going well? When using our bespoke CRM, we provide detailed reporting to our clients through our client portal so they can get a speedy pulse-check and a transparent view of progress. Our ongoing reporting uses those insights to adapt and evolve our approach to achieve success.

  3. Call recordings – These provide a vital insight into how customer conversations are progressing, whether messaging is working or needs review. Do you have access to recordings? If you have, do you have the time to listen to them and do you know what to listen for? Listening back to calls is vital in any campaign, it helps you get a sense of a typical conversations, how prospects are engaging with your messaging and whether or not you need to change your script or approach. We have a thorough review and feedback process to ensure consistent improvement. You’ll never get a lead that the call hasn’t been listened to by one of our team first.

  4. Call backs – Having an agreed process for how calls are handled and logged ensures that you are efficient with opportunities and your prospect is getting a smooth experience. You need complete visibility of the most recent point of contact to create a seamless journey to sale. It’s worth the time investment of mapping this process out thoroughly and sharing with your team. This comes back to your CRM, does this have the functionality to seamlessly manage this?

  5. Data tells a story – We use it to find patterns that we can leverage for success, the best of time of day to call, the most successful approach to take with gatekeepers to reach the decision maker expediently plus many more trends can be found from the data. We work with our clients to build that picture and use it to best effect. Again, this is a worthy time investment that will really pay off in the long-term. Ideally, you will have an individual within your team who is able to analyse, process and make recommendations based on the data presented. We know that not every in-house team can have an individual focused on data but making it a priority for your campaign means somebody needs to understand and own this. We have a Data Analyst within our team who is solely focused on optimising client campaigns by utilising data.

  6. Learning and Development – Continual training and support helps sales teams realise their potential and is proven to enhance performance. Do you have a training plan for your sales team? Do you have the tools or partners who will really add value to this training? Research shows that learning and development can really boost sales team performance, with sales training improving win-rate by 15.4%. This is a huge focus for our team, we invest in our sales teams, championing their professional development and supporting them to learn and grow and deliver stellar work across all client accounts.

  7. QA (Quality Assurance) matters – A quality prospect experience, smooths the path to conversions. By optimising your QA processes you’re ensuring a better experience for every future prospect, protecting your brand and building insights to optimise future conversations and future campaigns. We work closely with clients to assure quality of all sales conversation and follow-up process. We ensure their brand is represented in line with their tone and values and their outbound campaigns actively build brand and reputation in new markets.

  8. Scripts that help conversation flow – In our experience, scripts need to rigid enough to effectively communicate the brand and pitch but not so rigid that they stem the flow conversation. Try to be professional but conversational in tone, if you wouldn’t naturally talk a certain way, don’t put it in your script. Prospects are people and will respond far better to a thought-provoking and engaging chat than a list of quick-fire discovery questions. We create scripts for our clients that communicate their brand and service and build the relationships that lead to future opportunities.

  9. Objection handling – How you handle objections is a valuable brand building activity. Doing it well takes training and experience. If you’ve never tackled it before, try to map out some common challenges and listen to calls to find specific ones; then work on your responses and agree your approach so everyone in your sales team is on the same page. For us, it’s woven into our FAQs and provides another opportunity to progress a conversation towards a sale.

  10. Competitor analysis – We’re keen advocates of competitor analysis because by looking at what your competitors do well, helps you contextualize your own value proposition, strengths and weaknesses. When refining and honing your messages to the market, this information is absolute gold. Getting started doesn’t have to be onerous, take a couple of hours to start putting together your insights, even something high-level can prove a useful document, but make sure you use it to inform your campaign strategy. If you’re not sure where to take it next, we can help. We use our clients’ insights from competitor analysis to develop a strategy that accelerates their success and helps them differentiate themselves in a crowded market.

Developing and honing your outbound sales approach is no easy feat and when you’re busy with the daily running of your business. It can be tough to find the time, headspace and the right group of people in-house to make sure your efforts are coordinated, consistent and optimised for results. This is where we can help you bridge the gap. We’re experts in outsourced sales, helping startups to household names to achieve their sales goals and reach new markets.

If you want to supercharge your outbound strategy and accelerate your sales success going into 2021, get in touch today and we’ll guide you through the process: call 0333 250 3217 or email contact@air-marketing.co.uk.

Why it’s never too early for SaaS businesses to invest in their sales strategy

All hype and a lackluster product are a common phenomenon. We’ve all been seduced by a miracle product that promises so much but underwhelms. But what about the flipside? What happens when you spend all your time focused on technology development and neglect to think of the future sales? It’s tempting to believe that a truly fantastic product will sell itself. Sadly, this is a modern fable of the highest order. Every major new tech development of the past 10 years has been backed by a sound sales and marketing strategy because nothing drives new product investment better than a solid first year’s sales figures.

In the SaaS industry, success is largely predicated on those early sales, as an estimated 92% of SaaS companies fail within 3 years. Despite growth and funding, securing pipeline and a stronghold in the market is even more vital.

It’s a tough situation because it’s natural for entrepreneurs to hold back on marketing and sales plans when they feel their product requires further development but it’s also this lack of planning beyond the initial investment that can prove a seriously limiting factor.

So, if you’ve secured investment, found a perfect product market fit and are confident in your value proposition and pricing, you’re way ahead of most of your competitors. But in a high growth and extremely saturated market, that’s not enough to edge the competition. Beige, generic and all-encompassing messaging that doesn’t help your product stand-out, coupled with a less than expert sales approach, isn’t the winning combination that will help you succeed.

Define your market and nurture it

It’s true, there’s a global market out there if you’re an SaaS business, and even if you’ve validated the market need for your product with extensive research, you still need to have a consistent, defined approach to influencing the decision makers in the businesses who have the most need for what you’re selling. Even if you have the perfect product to solve their business challenge, if your sales strategy and approach to prospecting doesn’t include a thorough discovery process, you could be missing out on valuable prospects and upsell opportunities. Our team are experts in guiding and influencing these conversations, gathering valuable insight throughout their conversations.

Invest in lead generation

If you’re new to the market and your organic traffic and enquiries need a boost, investing in lead generation can not only directly feed your pipeline but drive valuable traffic to your website, and can help you build brand and reputation when you’re still trying to expand your reach.

Stop firefighting and trust a sales expert

We’ve covered the issue of allocating a budget to outsourcing sales in our blog How to decide what to spend your investment on. A big part of this is understanding that the right team is essential to success. When you’re just starting to get established, it’s frustrating for team members to lead functions where they have limited expertise. You can be a genius developer with a talent for securing investment but that doesn’t mean you know how to create a winning sales strategy, tailor conversations that convince decision makers to part with their cash or seamlessly adjust the script to keep a prospect warm and interested. That’s what our team can do for you, giving you back valuable time to focus on core business.

The Covid-19 effect

The pandemic has seen SaaS sales rise, thanks to increased digitisation of services expedited by the shift to remote work. Who knows how long the boom will last? What we do know is that when budgets tighten, SaaS services will have to prove their mettle and stay close to both customers and prospects to keep churn low and convince new customers to part with their cash, making a consistent approach to account managing existing customers and nurturing new relationships even more vital.

If you’d like to find out more about how we can help you create a winning sales approach that will ensure a strong pipeline as the market recovers, get in touch: call 0333 250 3217 or email contact@air-marketing.co.uk.

The Power of Multichannel and how we use it for Success

Imagine if you could only rely on one method to communicate the benefits of your product or service. Think of how you would need to simultaneously build brand recognition, demonstrate the benefits of your product, and consistently engage with the customer using that same method of communication whether they were ready to buy or not. Think about your preferred brands – imagine if everything you had learned about them had been as a result of a one-off radio awareness campaign aired over two weeks. Would they still be your preferred option? Would you feel the same investment in that brand if you hadn’t been furnished with tailored product knowledge to influence your buying decisions? Or received an email with an irresistible offer, followed by a social post that made you smile? The answer is, probably not. Multichannel campaigns are arguably your prospect’s preferred choice. Research shows 67% of B2B buyers tend to research content before making a purchase and 64% of B2B buyers will read two to five content pieces before making a decision to purchase.

Creating awareness and maximizing exposure

Multichannel selling is the second approach. It’s promoting and selling your products on more than one sales channel, taking an integrated approach that allows you to increase your prospective customer’s exposure to your product through telemarketing campaigns, digital campaigns, social selling, video prospecting and content sharing. It’s more than reaching out to prospects through traditional methods of communication – it’s generating awareness in the online communities they already use and meeting them where they already are. It’s a smart way to build brand and reputation, communicate a product or service’s benefits and drive interest and enquiries.

A blended and personalised approach

Our team are experienced in designing sales and marketing campaigns that carefully consider all the variables at play. When working with senior c-suite decision makers, or targeting large enterprises with complex organisational structures, our team know that a transactional approach isn’t the most effective. Instead, they create selling sequences of personalised activity that deliver valuable messaging designed to subtly influence and place the service benefits at the front of the prospect’s mind. When our sales specialists follow up with a phone call, they know some of the valuable product benefits and brand credibility have already been seeded. This is particularly valuable for our clients with high value products, which may have longer than usual sales cycles, meaning a longer-term nurture approach is required to keep their prospects engaged – and this has to extend beyond a single campaign.

Why we’re different

Here at Air, we have the in-house skills, technology and processes to execute multi-channel campaigns. As a specialist end-to-end sales agency, we don’t believe in a templated, cookie-cutter approach. For us, no two campaigns are the same. That’s why we’ll work closely with you to understand your sales goals, your target market’s challenges and their customer’s pain points so you can tailor your campaigns and messaging to cut through the noise and strongly resonate with key decision makers in your desired market.

With Air, you can be assured that we’ll design and deliver a multi-channel approach that helps you deepen your brand recognition and increase your customer touch points, in a meaningful way, so that your combined sales and marketing efforts have the maximum impact and reach without creating arduous processes or unnecessary workload for your internal team.

If you would like to know more about how we can help you discover new markets, land high value accounts and improve brand recognition through a multi-channel approach, get in touch: call 0333 250 3217 or email contact@air-marketing.co.uk.

From Start-ups to Enterprises: Why Outsourced Sales can work for businesses of all sizes

One of the questions we get asked a lot is, ‘is outsourced sales right for my business, we’re just starting out?’ On the flip side, we field similar questions from enterprises with established sales team, ‘should I invest in an outsourced sales team, will I see more value than the team we currently have in place?’

The reality is that outsourced sales can work for businesses of all sizes. We’ve had success working with micro businesses and large enterprise clients, it all comes down to tailoring the approach to make it successful for that individual business. Provided the approach is executed well and based on close analysis of an organisation’s desired objectives, their target market and existing sales strategy (if they have one), we’re confident that all businesses can derive genuine value from outsourced sales.

The benefits of outsourced sales for Start-ups

The single biggest benefit of outsourced sales for Start-ups is having a dedicated expert focused on bringing in new business, especially at a time when everyone’s primary focus is getting the business up and running. In most new businesses, the founder is already wearing many different hats, from Finance Director to Head of Sales, and has little opportunity to focus solely on building the pipeline their business will need to succeed and survive.

What we can do especially well for a start-up business, is quickly ramp up their sales expertise and start building pipeline. This gives them back time to focus on the operational elements of their business, growing and retaining their existing client base or even securing investment; safe in the knowledge they are building their brand and reputation whilst generating leads that could convert into valuable sales over the coming months. This is especially pertinent in the current climate, research shows 74% of start-ups have experienced decline in revenue since the start of the pandemic, with the same number (74%) being forced to lay off full-time employees, making them even more resource constrained.

The benefits for established businesses

But the benefits of outsourced sales is not just for start-up’s, enterprise clients can equally benefit from this model. Onboarding new sales talent is often costly and time-consuming and it takes time for new starters to reach optimum productivity.  Compared to outsourcing to an expert, where you can immediately access proven sales resource that can be easily scaled as and when required. Another benefit often found for enterprise businesses is being able to assign a sales specialists to specific campaigns that you have running.  This allows your internal team to stay focused on their pipeline and prospects whilst your outsourced team manage the specific campaign activity – allowing you to keep on top of all sales activity.

Another benefit of your internal team working alongside an outsourced sales team is the opportunity it presents to benchmark your sales team and review sales processes to make improved efficiencies. Many enterprise businesses will have had established sales teams and sales processes for a long time and whilst some are still working perfectly, others could be improved. In these scenarios clients are looking for benchmarks to understand what an external experienced team can achieve vs their internal team and to understand what processes they could change to become more successful.

The Air approach

We deliver a unique experience for every client who works with us, regardless of their size, product or industry. We get to know our client’s business, their strategy, their goals, their market and especially their nuances! From here, we build a bespoke strategy that reflects all the above, considering their product value and sales cycle. We then create a plan that includes campaign content and messaging aligned to their brand, we train and immerse our team in the campaign’s goals and work with the client to clearly define the target market. Our process has been carefully designed to reassure our clients that we’re listening to their needs and committed to delivering a campaign that exceeds their expectations.

Could you benefit from using an experienced outsourced sales team? Whether you’re just starting out or need additional sales support for your existing team, get in touch, call 0333 250 3217 or email contact@air-marketing.co.uk

How SaaS companies are reaping the benefits of outsourcing their Sales Development Representative (SDR) roles – now’s the time to take the leap

In the SaaS market, outbound sales are crucial to scale and grow at the rate needed to remain competitive and deliver that initial return on investment necessary not only to validate their product but to ensure their company’s future.

While an annual growth rate of 20% is a healthy benchmark for businesses in other industries, software companies growing at that rate have a 92% chance of failure in just a few years according to McKinsey & Company. Further cementing the pressure to succeed for tech businesses in those crucial early months.

For most, their product has spent many months in development, they’re confident in their value proposition, their market research and their messaging. With this level of pressure to make it succeed, there is no doubt going to be a level of nervousness in handing over the reins to an outsourced partner to support taking that product to market.

But there are clear and well-documented benefits to outsourcing sales, especially for a high growth model like SaaS. Developing a high-performance sales process takes time and expertise. For companies looking to fast track growth and build pipeline, they may not have months to build a sales culture primed for success. In fact, building an SDR function in-house comes with many challenges; you need to recruit the right people, retain the best performers and spend time training and managing those who don’t come up to the mark.

Fast growth means high churn

Research shows the turnover rates average at 39% for players in the high growth SaaS market, with contributing factors including burnout, poaching from more recognised brands with established career pathways and simply the nature of working in a fast-paced environment. If you consider average ramp-up time is just over 3 months for most SDRs, it becomes clear why it makes sense to work with a partner who specialises in recruiting and retaining talented SDRs. A related benefit of outsourcing is protecting the in-house sales talent tech businesses need to retain, by allowing them to focus on closing deals rather than spreading themselves thinly across prospecting and short-term promotions.

Building a sales culture for success takes time

A successful sales culture is reliant on great team relationships, a comprehensive onboarding and training programme and the right mix of employee benefits and incentives. At Air, we’re proud of our culture and the journey our SDRs have taken from new recruits to experienced individuals with enviable track records. But it didn’t happen overnight, our people have honed their experience through working on diverse and complex campaigns and growing in confidence and experience with each client collaboration. This means they can hit the ground running with new campaigns and are already familiar with the challenges across a range of SaaS clients, so can leverage their experience and insight into industry challenges to build rapport with key decision makers. For more insight on this topic, watch our vlog where we explore the challenges of Growing a team of Sales Development Representatives.

Air’s outsourced model

We help our SaaS clients fast track to success with Air’s outsourced SDR model, removing the burden of developing their in-house sales specialism and giving them back time to focus on their operations, service and product development. If you are a SaaS business looking for support, we can help.

Scale your outreach

We believe that there’s nothing more effective in a sales process than a good, human to human conversation. Our expert team of SDRs will scale your reach, increasing your brand awareness and potential sales opportunities.

Build your pipeline

A healthy sales pipeline of qualified leads that will convert is vital to your plans to scale. Our team of highly skilled SDRs effectively engage with your ideal target audience, to give you the best chance of making a sale.

Convert prospects

We’ll work with you to increase revenue from new sales. Our talented Sales Development team will not only create pipeline but cover the full sales cycle.

To discover more about how we work with SaaS businesses and the results we achieve check out our case studies. If you’d like to start a conversation about how we could work together to help your business grow, call 0333 250 3217 or email contact@air-marketing.co.uk.

How to build rapport in a socially distanced world

Building rapport is essential to creating successful business relationships. It is a well-known belief that body language accounts for 55% of our communication effectiveness. Tonality accounts for 38% and our words just 7%. But in a world where it’s difficult to meet in person right now, how do you make sure you’re communicating as effectively as possible?

Post-Covid-19, people are seeking connection more than ever before; it’s time to capitalise using methods that will keep your prospects engaged and help you build that trust and affinity that leads to longstanding relationships.

Get your body language right: On a video call, presentation matters. Keep your attention on the call, make eye contact and demonstrate your interest in what they have to say through positive body language. Even if you’re on a voice call, endeavour to correct your posture and smile. It will have a positive effect on your communication style, your energy, your tone and even your vocabulary.

Say their name: When you use your prospect’s name regularly, you reassure them of your interest and hold their attention.

Mirroring to establish connection: If you mirror the way your prospect speaks, you will focus more attention on your words and sentiment rather than their surroundings. If they speak slowly, try to replicate it; if they speak quickly, try to keep up with their pace.

Tailor your approach: Try to identify how your prospect approaches business and tailor your own approach to suit. Some people tend to be conceptual and strategic and don’t like getting bogged down in detail. Conversely, detail-oriented people will be reassured by a detailed and analytical approach.

Matching communication style: Identify quickly if your prospect is a visual, auditory or kinesthetic communicator and match their style.  Listen for words like; see and look (visual), hear and listen (auditory), feel and sense (kinesthetic). Your prospect will feel better understood and a stronger connection if you mirror their words back to them using statements like: “let me show you”, “I hear what you’re saying” or “I sense there is an opportunity here”.

Active listening: Listen closely to what your prospect says and reaffirm their thoughts back to them, where you can to show that you’ve listened and are committed to finding the right solution for them.

Ask searching questions: These questions give your prospect the opportunity to talk about their pain points and give you far greater insight than limiting them to a ‘yes’ or ‘no’ response. It also fosters a much more organic conversation, and the more your prospect is involved in the conversation, the more engaged they’ll be.

Demonstrate your expertise: Establish who you are and shed light on the problems you solve for customers, staying focused on the end-user benefits. This is where you can compound your active listening skills by demonstrating how your service could make a difference to their business.

Show empathy: Use phrases like “I understand where you’re coming from”. Showing genuine empathy helps you to gain the prospect’s trust and leads them towards accepting that you really may be able to help.

Communicate the purpose of your call: Always communicate clearly and professionally, the desired outcome of your conversation. Your prospect will appreciate knowing the purpose of your call from the outset and they will see that you value their time. At Air, we’re experienced in building rapport and shaping the right sales approach for our customers. To hear more about how we can help you achieve your sales goals, get in touch today or call us on 0345 241 3038.

Five ways to make sure your sales approach stays ahead of the game

When it comes to successful selling, there are a few universal truths you can’t ignore. Sales success takes persistence and investment in building relationships. And rather more brutally, if you don’t make sales then your business will stagnate. We’re emerging from a period of uncertainty, which adds further pressure into the mix; it’s difficult to take a risk on a new approach when the past few months have been monopolized by more operational concerns.

Statistics show that buyer confidence has taken a hit but hasn’t completely evaporated. Your customers may be changing their behaviour and re-evaluating their spending in non-essential areas, but you can still make sales.

1.  Reconnect and listen to your customers

Authentic conversations are definitely the way forward in the current climate. A renewed appreciation for human connection means people welcome trust and transparency in their business exchanges. It’s essential for you to nurture your existing customer relationships, and stay close to your target market during this time. Buyer behaviour is rapidly changing due to the virtualisation of the sales process. How your brand performs can make or break your reputation.

Insight is power. If you can get a pulse check across your customer base, you can make sure that your offer reflects their changing needs, attitudes and behaviours. You can also find out if your service is where it needs to be and discover any improvements you need to make.

2.  Demonstrate your ability to solve customer pain points

Good salespeople will already be focused on demonstrating this value to customers but now it’s more vital than ever. When you’re talking to clients and prospects that are being forced to make hard decisions in their own business, they need a different approach one that’s sensitive to the current climate, yet pragmatic about their needs. You need to have conversations that are aligned to solving their problems. Ask yourself what your customers need most right now and what’s the best way to communicate that. If a specific element of your service is particularly valuable to them right now, be sure to lead with that message.

3. Don’t panic, just pivot

What do your customers need now? You have to think about how to remove risk for them in the short term and how to ensure loyalty and confidence in the long term. You also need to protect your internal sales people from burnout; they will be feeling the pressure of achieving targets in an uncertain time, coupled with the fatigue of homeworking. For example, outsourcing lead generation or elements of new business to an expert provider could be a valuable way to free up their time to focus on key, high revenue clients. The benefits of outsourcing range far beyond bridging short term gaps and needs, for more insight read our blog ‘Outsourced Sales vs Hiring In-House – The Debate Continues’.

4. Support buying decisions with relevant and valuable content

People will be spending more time reading online and researching products and services than previously. You can influence buyer decisions with well-thought-out product specs, webinars and engaging thought leadership articles. If you empower them with information about your products and how they specifically relate to solving their challenges, they will feel more supported in their buying decisions and you can tailor future campaigns to the content they find most engaging. For ideas on how to better reach your customers through targeted marketing content, check out this case study from Air’s sister company, Roots to Market. It’s also a great example of close collaboration between marketing and sales activity for enhanced success.

5. Stay focused and consistent

In our recent blog, ‘whatever you do, don’t stop selling’, we looked at why consistent activity is essential to sales success. Those businesses that have been quietly nurturing their customer base during a challenging time will be thankful they went the extra mile. This doesn’t mean hammering the phones in the hope of generating leads and filling your pipeline quickly but taking a considered approach to quality sales conversations.

It might seem counter-intuitive to invest budget in outsourcing elements of your sales strategy right now, but there’s a strong rationale for doing so – it allows you to be more flexible and scale your approach with ease without the headache of fluctuating headcount. You can access sales and lead generation expertise that will refresh your approach. Our focused and dedicated lead generation experts will have meaningful conversations on your behalf, aligned with your brand’s values.

At Air, we have demonstrable success in hitting the right note with customers across a range of industries, even in the midst of a global crisis. To hear more about how we can help you achieve your sales goals, get in touch today or call us on 0345 241 3038.

Five reasons you should consider outsourcing sales and lead generation during uncertain times

If there’s one thing we’ve all become a lot more familiar with in 2020, it’s uncertainty. In unprecedented times, only the most creative, agile and willing to innovate will emerge thriving. When the world shifts on its axis you have to be open to change, embrace whatever your ‘new normal’ is shaping up to be and stay focused on your future goals.

Headspace to focus on core operations

Nobody can deny that operational challenges have been the show stealers in recent months; everybody has been rightly focused on ensuring their teams can access the resources they need to perform their day jobs and connect with their colleagues. Social distancing and homeschooling have had a massive impact on how and when people work. The upshot? A different way of working and a greater focus on making things work in the short-term. All of this is undeniably vital work but it does mean that sales and lead generation strategies will not be getting the time and attention required to ensure they’re successful. Outsourcing to a trusted expert, gives you the peace of mind that this is being taken care of while working life resumes to some sort of normality.

Greater flexibility on costs in unpredictable conditions

In what seems like constant change, it pays to be flexible. Maybe you had recently recruited a lead generation team who you planned to nurture and grow, and that’s now been understandably delayed. Maybe you’ve had to deliver serious cost savings to keep your head above water. Through outsourcing sales and lead generation you can scale up and down as you need to, pay for the days and services that are most vital to your strategy at that time. If that changes, you can work collaboratively with an expert to get the mix of services right for your current needs and budget.

Access to expertise

This neatly brings us on to one of the standout benefits of outsourcing: access to proven expertise. The burden of developing and retaining sales talent rests with your supplier, so even if you don’t have the means to invest, you can be sure they have and therefore achieve economies of scale. Experienced sales experts who are used to target driven, fast-paced environments will be able to deliver the quality leads you need to build a healthy pipeline and act as an extension of your in-house teams.

Dedicated resource focused on growing your brand and refining your audience

Refining your target market, finding the correct decision makers and generating high quality leads that convert to sales, require a consistent approach. To get the maximum value out of these activities, substantial time needs to be dedicated to getting them right. Even your top salespeople will struggle to balance converting what’s hot right now, with nurturing those slow burner leads that will pay dividends in the future. Engaging an expert to work with you, ensures this vital but time consuming work is removed from their desks, so they can better focus on converting the big deals that will deliver immediate cash flow.

Reduces risk in an already uncertain time

We touched on this a little earlier. Risk is a big deal for businesses at any time but in the current climate, reducing risk can feel seriously empowering. There’s not much we can control at the moment, so if you can look to someone with a proven track record in delivering successful sales and lead generation campaigns, you can be confident that your investment is protected. At Air Marketing we work with clients to create a tailored, blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success. Get in touch today or call us on 0345 241 3038. Or hear more from our existing customers here.

What to do when the market begins to pick up again

In recent months the world has undergone a transformation. Most of us spent the first weeks of lockdown readjusting to new ways of working and living. Equally, most businesses spent those tentative early days of the pandemic finding their feet, testing systems and remote working arrangements. For many this time was hectic but in terms of normal business operations, decidedly unproductive.

It remains an uncertain time, and even the easing of lockdown rules represents a far cry from the normalcy we enjoyed only a few weeks ago. At some point we will be able to return to work, meet with our colleagues and clients again and return to a more familiar landscape. So, what happens then?

Lessons from lockdown

It’s fair to say that everybody’s perspective will have shifted after living through a global pandemic. We simply don’t know what the world will look like, but we know we’ll have to adapt. When everyone can be in the same room again, it’s important that everyone’s experiences are shared and the lessons learned shape the future of the business. This can be a real opportunity to do things differently and better and help rebuild your culture.

Keep the conversation going

People and culture are such an important part of any business and it’s imperative that leaders are honest and authentic in the way they communicate with their people. Especially when decisions are being made quickly and with less consultation. The current circumstances can negatively impact and dilute even the strongest cultures. People will feel disconnected and isolated and it’s everyone’s responsibility to mitigate this through keeping the conversation going, so after lockdown we can bring a sense of normality back.

This disconnection can extend to current clients. Make it a priority to pick up the phone to have a real conversation. It’s not business as usual at the moment but simply acknowledge that and check in to see how it’s all going – it helps maintain relationships and will be appreciated.

Take advantage of headspace

For those businesses that are experiencing a slowdown in sales, now is the time to take that valuable commodity so often in short supply… headspace. When you’re running at 100mph and are consumed with the fast-paced day-to-day, there are strategic projects that never get the attention they deserve. This is a chance for leaders to be creative and interrogate their processes, be honest about what works and what needs to change.

Work on your pipeline

Nobody knows how the coming weeks and months will unfold. When business is fully operational again and markets open, there is likely to be an element of desperation with everyone clamouring to make sales. Those who’ve strategically prospected and nurtured their contacts and worked on developing relationships will be best placed to sell. There’s lots of groundwork that can be done now, and it’s a truly valuable time investment for your business’ future.

Check out our video where Owen Richards, MD of Air Marketing, and Richard Forrest, MD of Forrest Marketing Group, discuss what businesses can do to prepare for when the market begins to pick up.

Air Marketing are the leading outsourced sales agency in the UK. We design and deliver sales services to deliver the best conversion rates for our clients. To hear more about how we can help your business grow, get in touch today or call us on 0345 241 3038.

Whatever you do, don’t stop selling

It might be something of an understatement to say that 2020 has been a challenging year for businesses across the globe. It’s hard to believe just a matter of weeks ago (although for many of us it feels like much longer), we could work from an office and most of us were largely unfamiliar with the term ‘social distancing’. The impact of Covid-19 has been overwhelming – we’ve seen major changes to the way we work and relate to each other, both personally and professionally.

In times of crisis, it can be tempting to pull back and you may even question whether new business is a priority. Shouldn’t we batten down the hatches, hunker down and focus on the surviving rather than thriving?

The short answer is no. Sales is the lifeblood of your business, so resist that temptation to slow down and hold back and instead change the way you sell, so you can ensure future success. Ultimately, without sales, no future opportunity exists.

If you can sell today, great! If you can’t, prepare!

If you have major barriers to selling right now, get ready for life after. Those who plan and prepare and pay close attention to building their pipeline will have a running start as life returns to ‘normal’. They will be best placed to succeed in the immediate months and years post-pandemic.

Keep reaching out but change the message

People are understandably less contactable as they continue to work from home. But businesses are still operating and they still have a requirement for your products and services; it may just be less of an immediate priority. You need to change the messaging to resonate with the current climate and let people know you understand the challenges around Covid-19. Conduct your conversations with a positive but sensitive tone and don’t be afraid to be the expert and demonstrate the value you can bring to help, even in these anxiety-inducing times.

Keep going to market

Check out our recent blog, turning virtual – how to change your sales process from face to face to virtual meetings, in which we explore how you can ensure the virtual meetings you do have are as professional, prepared and focused as possible.

If you’re au fait with prospecting on the phone then integrate other methods into your approach, leveraging video and social to tell your brand’s stories. Use LinkedIn to connect with people on a more personal level, joining relevant forums where you can actively engage in solving customer challenges, and keep up-to-date with emerging conversations and themes that could help you tailor your approach.

Tell positive stories

Celebrate success where you can. Shine a light on the good things that are happening in your business and for your clients. People are seeking connection and positivity right now. If you can create content or stories that raise a smile, it will improve your sales relationships and spark conversations that could lead somewhere good.

For more insights on this subject, watch our recent webinar where our MD, Owen Richards, explores how businesses can respond to the crisis while continuing to set the stage for sales success.

Air Marketing are the leading outsourced sales agency in the UK. We design and deliver sales services to deliver the best conversion rates for our clients. To hear more about how we can help your business grow, get in touch today or call us on 0345 241 3038.