Entering new international markets presents numerous challenges for startups, from cultural barriers to regulatory complexities. An outsourced sales team for startups emerges as a strategic solution, offering expertise and local insights that are crucial for global expansion. We explore how leveraging an outsourced sales team can give a boost to your startup’s growth internationally.
How does an outsourced sales team work for startups?
The global market offers vast opportunities for growth and innovation. Statistics show that startups that expand internationally can accelerate their growth and diversify their market presence.
The role of an outsourced sales team in internationalization
Outsourced sales teams specialize in understanding local markets, which is invaluable for startups looking to expand globally. This section discusses the benefits of outsourcing sales, such as cost efficiency, scalability, and rapid market entry, and how these factors contribute to successful internationalization. Choosing an outsourced sales team that aligns with a startup’s needs is critical.
KPI’s for startups with outsourced sales teams
Aexus tailors its sales outsourcing approach to fit each company’s unique needs, ensuring an effective entry into international markets. Here are the steps we take:
- Determine the approach for each prospect: we develop a customized plan based on our deep industry knowledge and the specific challenges faced by the prospect.
- Shortlist target companies: we identify and prioritize companies that match our typical customer profile, enhancing efficiency and effectiveness.
- Initiate sales cycles with shortlisted prospects: this involves presentations and discussions to assess technical and commercial feasibility.
- Create and agree upon a mutual work document: Such as a Letter of Intent (LOI) or Memorandum of Understanding (MoU), which may include a trial or Proof of Concept (PoC).
- Start trials and deliver final proposals: we conduct small-scale projects to demonstrate the capabilities of the vendor’s solutions.
- Sign the framework agreement and build a long-term relationship: our goal is to maintain and expand strategic relationships, leveraging our familiarity with internal customer procedures.
Together with our partners, we define specific KPIs based on the vendor’s needs, the market’s maturity, and other factors. These KPIs help us monitor and measure our success effectively. While initial deals may close within the first few months, it typically takes 6-8 months to build a steady revenue stream through our collaborative efforts.
Communication is key while having an outsourced sales team
Effective communication and collaboration are key to integrating outsourced teams. We recommend:
- Weekly online meetings: preferably on Mondays or Fridays to discuss ongoing activities and strategies.
- Daily communication: through a private Slack channel, ensuring continuous, seamless interactions.
Sales tooling for tech startups
Aexus uses various tools to optimize and monitor its activities, including Pipedrive for CRM, Reply.io and Salesloft for marketing automation, and LinkedIn Navigator among others for lead identification. We ensure these tools are integrated smoothly with our clients’ systems.
We aim for long-term partnerships but offer flexibility with a 30-day notice period for discontinuation, ensuring minimum risk for all parties involved. Insights into our sales pipeline and activities are provided through a real-time updated URL and bi-weekly reports, allowing for full transparency and alignment with our partners’ goals.