What is sales outsourcing?
Sales outsourcing is partnering up with a third-party company to manage sales activities, including prospecting, negotiations, and customer relationships. It allows companies to use external expertise and resources to boost sales performance. With the goal of expanding into new markets.
Sales outsourcing, an efficient and effective alternative
Hiring dedicated sales staff to build and manage your business in Europe, the Americas and Asia Pacific is costly, whereas the return on investment is still unknown. Also, training new staff and obtaining the appropriate contacts and market knowledge can be a time and resource consuming process. We help innovative tech and software companies extend their reach into Europe, the Americas and Asia Pacific by providing expert, sales outsourcing services. An efficient and effective alternative.
Commitment to the entire sales outsourcing process
In addition to broadening your global reach, we commit to the entire sales process. Our service includes not just strategic market entry but hands-on tasks like client prospecting, conducting sales conversations, finalizing deals, and nurturing customer relationships. As a leading sales outsourcing company, we ensure that our comprehensive sales outsourcing service encompasses every aspect necessary for your success.
How the sales outsourcing process works
Let’s get straight to the point: the key to successful sales outsourcing lies in the strength of the team behind it. Aexus operates like a well-tuned engine, where every member plays a specific, crucial role.
- The Business Development Manager is your main contact and will be doing the reach-outs as well as managing and driving the sales processes. They navigate the complex market landscape, acting as your guide.
- The Backup Business Development Manager ensures that there’s always someone at the helm, ready to continue the journey without a hitch.
- The Sales Director then looks over the entire process from a strategic viewpoint, making sure no opportunity is overlooked. Besides, the Sales Director has a coordinating role: he/she will make sure the contacts and relationships of the entire Aexus team – across the various units and countries – are being leveraged.
- The Sales Support Team meanwhile provides the essential support, equipping the team with the latest insights on leads and market trends.
Setting the foundation with training and onboarding
Before taking any major steps, Aexus prioritizes getting to know your products or services inside and out. This begins with an in-depth, 3-hour training session to align on your unique selling points (USPs) and to strategize on targeting the right accounts. This preparation is vital for kicking off the sales process on the right note.
Embarking on the sales journey
The journey starts immediately, with the first week dedicated to creating:
- A customized prospect list
- Developing engaging sales pitches
- Establishing a report schedule
As the weeks progress, the focus shifts to enriching this prospect list with deeper insights, actively pursuing sales opportunities, and planning for significant meetings or roadshows. Aexus leads this process, aiming for the initial interactions that pave the way for lasting partnerships.
Tailoring our approach to your sales needs
When it comes to sales outsourcing, customizing our strategy to align with your specific sales needs is at the heart of our methodology. Here’s how we tailor our sales approach:
1. Shortlist the companies that will be contacted
In order to be as effective and efficient as possible, we will determine if the company has a profile that matches the profile of a typical customer. This profile shall be compiled in close contact and collaboration with the vendor.
Also, during this initial stage we will already verify if there are any ongoing tenders or RFP processes that could be relevant for the vendor. If this is the case, we will aim to have the vendor included.
If this is not the case, we will start up the sales process, with the aim of having a project involving the technology, as provided by the vendor, placed on the company technology roadmap.
2. Determine how each prospect is approached
This is a very important phase in the sales cycle, which needs preparation and attention. During this phase, we will determine an approach per company. Based on our background knowledge of the industry, the specific prospect, our insights with regards to the personal challenges of the relevant people, we will determine a prospect specific attack plan.
3. Approach shortlisted prospects and start the sales cycles
This phase includes activities such as presentations to the various, relevant departments and discussions about technical and commercial feasibility.
4. Create and agree upon Mutual Work Document
If agreement is reached with the prospect on the scope of the project, a Mutual Work Document (e.g. a LOI or MoU) may be signed.
5. Start trials and deliver the final proposal
Sometimes, organisations will want to start with a small-scale project, to test the capabilities of the vendor and its solutions. If such a test goes well, a larger scale project will be initiated.
6. Sign the framework agreement and build a long-term strategic relationship
Our work is not finished when a project has been started or a proposal has been provided. In the final stages of a sales process, we actively manage the account relationship. The objective is always to establish a long-term relationship with the customer.
Tooling for for sales activities
We use various applications and systems to carry out, automate, monitor and optimise our sales activities.
- We use tooling for funnel management, account tracking and Customer Relationship Management (Pipedrive)
- Marketing automation/outreaches/monitoring and optimisation (Reply.io and Salesloft), lead identification and enrichment (LinkedIn Navigator, Lusha.io, Hunter.io, Skrapp and Infotelligent)
- Also, we include a Manager of Systems & Tooling whose only job it is to make sure the tooling we have standardised is orchestrated with the systems of the tech and software companies
Flexibility and commitment in sales partnership
Our primary goal is to establish a long-term, mutually beneficial relationship with our clients. In order to provide minimum risk and maximum flexibility to all parties involved, the intended relationship between Aexus and the vendor can be discontinued at any time with a 30- day notice period.
Transparent and real-time sales reporting
Transparency in our operations is very important. We leverage our CRM system for comprehensive insight into the sales pipeline, offering clients real-time updates via a dedicated URL. Bi-weekly reports detail actions, strategies, outcomes, and plans, alongside highlights of top opportunities and other critical discussion points.
Effective communication for sales outsourcing success
Consistent and effective communication forms the backbone of our collaboration strategy:
- Weekly online meetings: an online meeting of about 30 minutes where we discuss the above.
- Daily communication: with a private Slack- channel to which you will be invited as a guest.
Objective setting for sales outsourcing
Together with you, we establish detailed objectives and Key Performance Indicators (KPIs). Even though we often see our first deals being sealed within 4 to 5 months of starting our collaboration, it usually takes about 6 to 8 months for the sales funnel we’ve developed together to consistently produce a steady flow of revenue for our partners.
The advantages of sales outsourcing: what makes it worth it?
In today’s tech-driven market, leveraging sales outsourcing is a key strategy for tech and software companies aiming to expand their footprint and improve revenues.
- Personalized outreach: What makes us different? Customizing every communication, making every potential client feel uniquely valued. It builds a foundation of trust and deeper client relationships.
- Proven methods and experience: With over two decades of experience and a robust team of over 150 professionals worldwide, we bring a tried-and-tested methodology to the table.
- Extensive network: A big network is instrumental in the ability to deliver results beyond the average. With this big sales network, we can start generating leads and schedule well-qualified meetings quickly.
- Strategic insight: With considering local market nuances we ensure relevance and effectiveness.
- Localized presence: With a diverse team and a footprint across major European and US markets, our local insights lead to more impactful campaigns, resonating deeply with targeted audiences and driving higher engagement.
How much does it cost to outsource your sales
Aexus offers a flexible pricing model, combining a low retainer with a performance-based commission, ensuring costs are aligned with your success. This structure is designed to minimize upfront costs, focusing instead on rewarding Aexus when specific targets are met and new business is secured.
This approach guarantees that partnering with Aexus for market expansion in Europe, America, and Asia is far more cost-effective than the traditional methods of hiring staff or establishing new offices. For tangible success stories and further insights into how Aexus has enabled businesses to efficiently enter and thrive in new markets, visiting the case studies section on their website is highly recommended.
