Conversion expectations: are you being honest with yourself? (Spoiler alert: maybe not!)

A very wise person once said, ‘Honesty is the soul of business.’ And it’s reflecting on that honesty, at every stage in your strategy, that will lead to long-term success. You can apply the same logic to customer conversions. We’ve seen every business model out there, strategies propelled forward by sheer hope alone, while others prepare for the worst, so any wins, however small, smash all expectations.

When it comes to achieving goals, an in-depth look at how much of your pipeline converts into sales will arm you with the knowledge you need to plan, giving you a clear indication of what can be achieved when you break down the numbers.

Work backwards to go forwards.

How many new customers do you need to onboard a month? It can really help to work backwards. If it’s 10 new customers, do you know, typically, how many leads you need to bring in to achieve that? How many must convert to proposals, and from there, what’s your average win-rate? With a little working out, it’s easy to see where the gaps are.

And if you’re honest, do you consistently invest enough in your best-performing channels to regularly hit the number of leads you need to win those 10 new customers you’re shooting for? If you run seasonal campaigns that affect the number of leads in specific months, or your calendar has industry-wide buying trends, the answers may surprise you.

Setting achievable goals based on track record.

Many businesses have this ideal target figure for new business, but a few key considerations will affect how realistic achieving this will be for them. Firstly, have you ever achieved this before? If yes, what were the contributing factors to your success? If you regularly acquire 50% of your new business target, you need to look at what you need to do differently now to achieve your sales goal.

Data really does tell a story. Therefore, accurate data reporting and a proficient CRM system are essential to understanding historical patterns and any limiting factors in your business that might impact your typical conversion rates. Armed with this knowledge, you have a much greater understanding and visibility of your sales environment and any gaps you need to address.

Meaningful planning that delivers ROI.

We work with our clients to create a cash flow forecast, which leverages the aforementioned data insights and shows how an investment in their outsourced sales function will deliver over a 2-year period, showing expected (and realistic) ROI and timeframes. We know from experience that a consistent programme of activity will deliver results, some quick wins, but they will also be those prospects that will come to fruition months from now. In a quick-win culture, 2 years can seem like an eternity, but actually, it’s a virtuous circle, whereby the investment you make today will pay dividends far beyond the life of your campaign.

Honesty is a two-way street, so we’re always completely transparent about ROI and our projections. If you need a faster return on investment than our forecast predicts, it’s important to think carefully before investing in outsourced sales as campaigns do not deliver miracles and require time to deliver results.

If you’d like to have an honest conversation about your sales goals and how our outsourced sales experts can help you achieve them, get in touch, call 0333 250 3217 or email contact@air-marketing.co.uk.

How outsourced sales can skyrocket the growth of your business

High-growth businesses have a few key common denominators. They’re usually born out of a great idea their core team really believe in and rally behind. Their growth often outpaces their recruitment and resources, so every team member could find themselves playing outside their comfort zone in those whirlwind early months. The ultimate ambition is simply exponential growth; the sky is the limit. And speaking of limitations, there comes the point in every startup’s growth trajectory where the curve begins to level off. So, what do you when this happens?

It’s at this point that businesses start to look at their sales and marketing machine. What worked when they were starting out, won’t be the secret to levelling up. An ad hoc and reactive approach to building brand and acquiring new business isn’t a solid strategy for success. Most companies seeking to grow do accept this to be true. But what’s the value of an outsourced sales agency over building an in-house team? Why not bring in a Head of Sales and let them handle it? In our blog, Outsourced vs Hiring In-House – The Debate Continues, we take an in-depth look at both sides of the debate and the practical considerations that most businesses will face when making this decision.

In our experience, it comes down to this; your most valuable commodity is time. Time to focus on your business strategy; time to focus on your product roadmap and value propositions and time to focus on the future and your vision. The overarching benefit of outsourcing sales to an expert partner is what you gain back, along with the reassurance that your sales strategy and delivery is in experienced hands with a track record of delivering results.

We’ve looked at the common constraining factors that limit growth and how outsourced sales can help.

Limited in-house resource and skills

Sales are vital to every organisation’s future, but it also takes dedication, consistency and experience to see results. This is where an outsourced sales partner can help you step up your game overnight. Building an in-house sales function is fraught with challenges from developing your onboarding process to retaining your best talent. The time investment required to create and cultivate a high-performance sales culture is significant, and that’s alongside day-to-day management and process development. An outsourced sales partner has already built that high-performing sales professional function, with experts motivated and able to start delivering value to your business almost immediately.

No time to dedicate to new business

Building a pipeline is essential to future sales success, but it’s challenging to generate leads without dedicated sales resource. If your existing team focuses on high-value immediate opportunities, they may be overlooking valuable opportunities that are yet to buy and require nurturing through the sales funnel. And without any sales expertise, even those precious opportunities may be challenging to get over the line. An outsourced sales expert can help you design a strategy that takes in the complete sales cycle and aligns with your growth strategy, helping you build pipeline, capitalise on the low-hanging fruit and free up headspace to concentrate on the exceptional opportunities.

Limited brand recognition

Breaking into new markets and building awareness in your target audience can be challenging for new brands. An outsourced partner can help. They can work with you to develop messaging that will resonate with your audience. Their sales experts will be skilled in communicating the key aspects of a business’s service and benefits, building rapport with your desired key decision-makers and nurturing relationships from cold prospect to engaged customer. This consistent activity will help establish your brand.

Lack of market insight

Research and insight are invaluable to any new organisation, but it’s tough to justify a research budget if you’re at the investment stage. A sales campaign can be a valuable accelerator to gather live feedback from your target audience, especially if you’re a disruptor in the market. It allows you to get closer to your prospects’ challenges, enabling you to refine your offer to better suit their needs. An outsourced sales partner will give you access to call recordings and valuable data insights that will provide you with greater visibility of your market.

Why Air?

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 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.

Could you benefit from using an experienced outsourced sales team? Whether you require a completely outsourced service or additional sales support for your existing team, get in touch, call 0345 241 3038 or email contact@air-marketing.co.uk

Why outsourcing Sales and Marketing to a single provider makes perfect sense

The argument for marketing and sales alignment has been well-documented in recent years. The growing popularity of account-based marketing and sales enablement is testament to a shift in perception across the industry. And there’s a wealth of research to back it up, in fact by aligning sales and marketing, your business could generate 208% more revenue and enjoy 36% higher customer retention and 38% higher sales win rates.

By working together and understanding each other’s roles, metrics and goals, marketing can attract and nurture better quality leads; glean insight from their sales colleagues and in turn, deliver better quality and targeted materials to help get deals over the line. Equally, sales can commit to following up marketing qualified leads and feeding back information of where that prospect may be in the sales cycle so they can target them with appropriate content. The result is a well-oiled machine that nurtures long-term relationships and results in higher conversions.

And while it seems like a no-brainer, in theory, organisations struggle to make it work for many reasons. In under-resourced teams, dedicating time to sales and marketing alignment feels like an arduous and time-consuming activity that will take time to mature and deliver results, so it continually gets de-prioritised in favour of the next big campaign. When you outsource to a single provider, you instantly access an experienced team dedicated to delivering against your marketing and sales goals and who are skilled at developing a delivery plan that meets your specific needs.

Other businesses don’t have a system supporting shared visibility of campaigns and customer journeys, making collaboration difficult and again, time-consuming. Sometimes it’s merely an imbalance in teams. There may be only one or two dedicated marketers in a sales first organisation. They might lack a content marketing specialism or require further training or experience to support sales confidently. An outsourced partner has already nailed this; they’ve already built a high-performing and aligned team and follow established processes, and have complete visibility of shared systems.

And then, of course, some organisations don’t have any sales and marketing resource at all. If they’ve already outsourced, joining the two functions means close-management of third parties and contractors, which comes with an administrative burden and challenges around contrasting systems and processes. By outsourcing to one expert partner, you can avoid the headaches of managing multiple suppliers. You can make your budgets work harder and have the benefit of working with a team where both sales and marketing are on the same page and know the full details of your campaign.

Supporting the entire journey, with complete visibility throughout

When you outsource sales and marketing to a single provider, you get a joined-up approach proven to succeed. Experienced marketers and campaign managers will use demand generation or account based marketing strategies to drive awareness in your desired markets, nurturing leads through a consistent campaign of engaging content across paid social, email marketing and relevant blog content. These leads will then be handled by expert sales representatives skilled in building rapport, communicating your brand and your offering professionally and reassuringly. The big difference is that all of this activity is overseen by marketing and sales experts who have deep expertise in delivering complex, multifaceted projects, sharing metrics, a CRM and everybody agrees on what constitutes a qualified lead.

How we make it work

Here at Air Marketing, we have the in-house skills, technology and processes to deliver value at every point in the customer journey. We’ve grown from a telemarketing agency into a comprehensive outsourced sales and marketing solution. We offer everything from demand generation and marketing support to complete end to end sales campaigns, SDR as a service and lead generation. Since 2018 we’ve worked with our Sister company, Roots to Market, to design multichannel campaigns that build the brand, drive awareness and deliver opportunities to our clients.

If you would like to know more about how we can deliver aligned sales and marketing initiatives for your business, get in touch: call 0345 241 3038 or email contact@air-marketing.co.uk.

Why we’ve refreshed our brand

Our journey from a start-up to established agency has been filled with so many challenges and like any business that’s grown quickly, from a standing start it’s also been filled with a lot of change. Looking around at our team, our offices and our client base, it’s clear to see how far we’ve come as a business. But in the midst of all this change, there was one thing that had remained a constant; our brand.

We’ve actually had the same branding since our launch in March 2016. And there’s no doubt that our brand has served us well, especially in the early days when we were a small team and still building our culture and defining who we served as a business. But now feels like the right time for a change. We’re no longer a new business or a start-up but an established business with a strong track record in delivering for start-ups, SMEs and household names. To accurately convey the breadth and value of our services, the progression in our business journey and service offerings and compete with our esteemed competition, we need our brand to represent who we are today and show the value we deliver for businesses in all industries.

Introducing our new brand. Our brand now more accurately represents a more mature Air and shows how much we’ve grown since those early days. We’re now far more experienced and have valued long-term client relationships and amazing success stories that are a testament to the talents of our team. Our team represents a diverse blend of sales talent, and we wanted that to shine through in our brand refresh. It’s their hard work, dedication and commitment to delivering more for our clients that has driven our success and growth over the years.

Our brand has been developed from identifying our main archetype alongside 2 wing archetypes. A bit like a character in films and tv, ‘the hero, the villain, the lover’, an archetype aligns to certain business and brand characteristics. Our main archetype is The Hero, this archetype imbues the brand with strength and momentum, inspiring internal teams while also giving clients the confidence to trust in the process. Alongside this we one of our wing archetypes is The Magician, this archetype plays up the data, information, and skillset of Air, showing that with a little magic we can pull sales, leads or untapped markets out of ‘thin air’. And the final wing archetype is The Sage, this archetype shows strength in humility and demonstrates dependability, knowledge, insight, and support.

Then there are our services. We’ve grown from a telemarketing agency into a comprehensive outsourced sales and marketing solution, where we offer everything from demand generation and marketing support to complete end to end sales campaigns, SDR as a service and lead generation. Since 2018 we’ve worked with our Sister company, Roots to Market, to design multichannel campaigns that build brand, drive awareness and deliver opportunities to our clients.

We’ve chosen a brand refresh rather than a complete rebrand because we’re already established in the market and people recognise the name ‘Air’. It means a lot to us as a name and an identity and we’ve worked hard for that recognition.  There’s so much of the existing brand that we’re proud of and want to preserve as we start our next chapter.

Air Founder & CEO, Owen Richards, is excited to launch the new brand, “I can’t wait to share the refreshed look as it represents a step-change in how we communicate our services and more sophisticated and mature Air. You will see something new and different from us, as we launch our new website, which has a fresh and modern look and feel, conveys our breadth of expertise and tells fantastic client stories that show exactly how our brilliant team helps businesses achieve their sales ambitions”. Follow us on social media to stay up-to-date with the latest news and developments. If you’d like to hear more about our services and how we can help you accelerate your sales success going in 2021, get in touch today and we’ll guide you through the process: call 0333 250 3217 or email contact@air-marketing.co.uk.

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.