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Services

Services

Why Sales Outsourcing is the RIGHT solution to growing your sales:

  • Sales outsourcing lowers your risks and increases your ROI of sales investments
  • Outsourced sales management saves you time and eliminates training and turnover costs
  • We free up your resources to focus on what you do best and leave the sales to us
  • Streamlined complete sales process management including demand generation
  • Our industry experts and experience open doors otherwise unavailable to you

Sales Outsourcing

A number of recent studies have shown that large and mid-market companies that are using sales out sourcing have a competitive advantage over companies that retain these functions in house. Many company out source “non-core functions such as IT, Logistic, Human Resources and Advertising. The most profitable, high growth companies are taking a different approach; they are outsourcing functions that can be done more efficiently by their outsourcing sales partners.

Building a Successful Sales Team Isn’t Easy

Cobra Sales outsourced sales takes a team approached, providing our clients with an experienced team that has all the skills necessary to succeed. You need an experienced sales team to find the right markets, messages, and media and unfortunately, most individuals who are hired onto a sales team do not come to the team with this full set of skills. AN outsourced sales team also hits the ground running, cutting or eliminating the ramp up time of a new hire. With the ability to rapidly implement a proven sales strategy, experience, and sales executives that need very little or no ramp up time, Cobra Sales teams are fast, effective way to create a successful sales team NOW.

Sales outsourcing cuts a lot of your risk. The investment of time and money into a new hire means that most companies reluctantly cut loose a new hire who is not working out, but an outsourced sales team and guide it to success. With existing relationships and databases at their disposal, Cobra Sales teams great at demand generation and they provide you freedom from having to rely on leads from customers to be successful.

Advantages of Outsourcing

  • Quick and efficient market penetration strategy
  • Reduce cost of sales from salaries, benefits and travel
  • Eliminate tools cost; phones, CRM laptops, etc
  • Find the best formula for the sales with an iterative approach
  • Leverage the latest sales methods and tools
  • Direct accountability t the C- Suite, No excuse just increased sales
  • A return On Investment of 5-8x, minimum!
  • No headaches

OUTSOURCING SERVICES & SALES

Our outsourcing sales teams are hand picked senior sales executives familiar with your industry and ready to start producing improved sales results from Day 1. We focus on strategy first, then quickly transition into execution. Unlike most outsourcing sales services and call-centers, we take responsibility for your sales plan and execute it.

 

“We work with clients from small start-up technology firms to large publicly traded companies.”

We provide the following Outsourcing Sales Services:

  • Development and implementation of a scalable strategic sales plan
  • Identification of target markets and accounts along with introductions to senior decision makers
  • Identification and introduction to appropriate partners and sales channels
  • Creation and implementation of  lead generation and inside sales activities designed to engage prospective customers and partners and help drive revenue
  • Planning and execution of corporate events and marketing programs
  • We help international firms establish a sales presence in the national market

We enhance sales productivity tools including:

  • Elevator pitch and value proposition materials
  • PowerPoint presentations and webinars
  • Pipeline reports with accompanying methodologies
  • Sales operations plans and reports
  • Channel and partner agreements and contracts
  • CRM systems and management reporting tools
  • Marketing collateral and programs

 

OUTSOURCING PROCESS

Flexibility and speed are often mentioned by CEOs and other senior executives as the competitive advantage of outsourced sales over in-house sales. Companies that initially look to partners for short-term projects like product launches and covering sales staff shortages are now exploring new business models with outsourcing partners to address the dwindling return on investment from their salespeople. We address this new demand for increased productivity and ROI through detailed planning, team creation and execution of the plan. We take responsibility throughout the sales cycle and are fully accountable for producing results.

“Let our experienced sales team help develop your organization’s sales process.”

How We Execute the Sales Plan

  • Develop and implement a Sales Plan
  • Identify target markets, verticals and niches
  • Build sales pipelines
  • Integrate sales/marketing programs
  • Drive deals through the pipeline
  • Measure, monitor, refine and adjust strategy
  • Review progress at regular intervals
  • Deliver results!

 

How We Work With You and Your Team

  • We work as an integrated part of your sales team
  • We communicate directly with you and your team
  • We participate in strategy sessions and reviews
  • We develop a sales process that addresses both strategy and tactics
  • We are flexible to meet challenging and changing conditions
  • We are accountable and ready to prove ourselves

SALES ENGINEERING & TECHNICAL SALES SERVICES

We provide the most complete sales outsourcing solution available in the high-tech industry. We know that your products and services must be sold to technical decision makers as well as C-Suite executives. We provide savvy sales engineers to support our outsourced sales teams, enabling them to meet directly with technical evaluators as well as decision makers and make the best case for your offering. We also offer a full spectrum of technical sales support services that can help you build and maintain your own IT infrastructure, manage information security and train and support your staff.

Sales Engineering Services

  • Provide experienced sales engineers to support your outsourced sales tea
  • Direct communication and technical assistance with presentations and evaluation
  • Technical liaison role on sales campaigns and product marketing
  • Assist sales staff in understanding and communicating benefits and uses
  • Evaluate sales project status, potential obstacles and strategic solutions

 Technical Sales Services

  • Manage and monitor client systems, networks, communications and security threats
  • Plan, implement and support IT infrastructure projects
  • Training and Help Desk support for employees using company systems and networks

Sales Consulting

Cobra Sales provides proven sales consulting to evaluate deals in your existing pipeline, introduce the company to new sales opportunities, help refine and develop sales tools and messaging and participate in all aspects of the sales process into the commercial market.

“Drive Short Term Sales While Building a Long Term Strategy”

The Ultimate goal of sales consulting is to help drive short-term revenue opportunities and evaluate the potential for an extended project to serve as the commercial outsources sales team for the company.

Our Sales Management consulting team will provide you with relevant technology and services experience that will:

  • Review the current service portfolio and adjust as needed
  • Includes a comprehensive analysis of each service
  • Review all the sales tools and messaging for those services and help refine the value proposition and ROI associated with working with you
  • Create new massaging and call scripts based on and modified portfolio and messaging
  • Understand any existing pipeline, evaluate those deals\
  • Work with your ream to create pipeline methodology consistent with sales goals for the company
  • Test all messaging and recommendations through a concentrated 75-day sales campaign

 

Build the Right Team With Cobra’s Sales Consulting

The CS sales team will consist a VP of Strategy to oversee the campaign, senior sales support to assist with the evaluation and recommendations and inside sales resources to conduct the market testing and provide market feedback.

The CS will take a leadership role in the engagement. The program is designed to understand all relevant sales, marketing and technical talking points necessary to present your service solutions to the target market.

Once complete CS will provide a mad map to sales success. The initial engagement is meant drive a short term return and to lay the groundwork for long term success.

Demand Generation

Our Demand Generation program Allows our team to conduct a one-of-a-kind outbound campaign on behalf of your organization. We will assign inside dales resources to supercharge your pipeline and quickly identify and develop qualified opportunities that meet your unique criteria.

The initiative will allow us to contact, qualify and create an interest in your product and services and to ultimately establish credibility in the market place. It will also develop reasonable sales targets and relationship with the key contacts.

Advantages :

Outsourcing your Lead Generation Services to Cobra Sales offers many advantages compared to other approaches.

  • Rapid and efficient lead generation to identify high value prospects and decision makers
  • Direct contact enabling faster appointment setting and better lead qualification
  • Experienced call center staff that knows your business and understand your strategy
  • Retrieve your inside sales teams from time consuming prospecting tasks
  • Direct integration with your pipeline software and process
  • Improved conversion rates, sales performance and efficiency
  • Project-based or ongoing retainer-based approaches available
  • Full sales force outsourcing solutions available via our Partners Impact Areas

If you are struggling to get in front of decision makes and you need to build your sales pipeline fast, consider our demand generation Services. We dedicate a team of experiences professional to focus completely on demand generation strategies for your business.

  • We make the calls your internal people will not make
  • We find the decision makers and waste time calling the wrong people
  • We grow your sales tunnel faster because we are expert at lead generate

B2B VS B2C SALES

There are some important similarities and differences between the approaches and skillsets required for successful B2B vs B2C sales. In either case, while building an effective sales force, you need to take into account the backgrounds of your sales people. Are they the right fit for your products, services and markets? Are they transitioning from B2B to B2C or vice versa?

Many companies find that significant training is required to achieve a high level of sales performance as these transitions present themselves. In these cases, sales force outsourcing becomes a cost-effective alternative.

How are B2C and B2B sales similar?

1. They both require a sales process. 

B2B lead generation and sales may take longer and involve more nurturing.  However, a well-defined strategy and planned tactics are needed in both arenas.

2. They both require alignment with marketing. 

If you’re online and offline marketing messages don’t align well with sales communications, potential customers will shy away.

3. They both require excellent customer service. 

Once a sale is made, the ability a customer has to reach your support team and get helpful service has everything to do with retention and churn rate.

How are B2C and B2B sales different?

1.   Emotional vs rational.

Retail sales are often emotional, based on a perceived immediate need, while corporate      sales are planned, evaluated and longer term. Online shopping has changed this to some extent, allowing customers to research and compare prior to purchase.

 2. Cheap vs Expensive.

Again, not strictly true, but on average B2C sales have a lower price point and are less often paid out over time. There is a crossover where B2B sales involve products such as office supplies. Corporate services are often retainer-based over a long term. Luxury B2C items such as houses and cars are paid over a long term as well.

 3. One-off vs Relationship.

Retail point-of-sale purchases are often done without prior contact and with no on going relationship between sales person and customer. This is seldom true in the B2B arena, where the entire sales process is often based on relationship building and trust

 4. Experience.

While there are many B2C sales people with years of experience, the learning (and success) curve is certainly shorter than in B2B. B2B sales people must know how to work with senior decision makers in addition to knowing their products cold. That can take years to develop and the right personality to make it work.

APPOINTMENT SETTING SERVICES

Our Demand Generation team specializes in securing qualified meetings with C-level executives and key decision makers in your target markets. Our appointment setting services will contact hundreds of organizations on your behalf to ensure deep market penetration and brand expansion to help your team

  • Build a strong pipeline
  • Accelerate sales cycles
  • Increase revenue

Cobra has developed an extensive background and database to cover many industries and criteria that will help you grow your business in the commercial market. We have teams that specialize in helping international companies penetrate the market quickly and effectively and get in front of key decision makers.

SALES PROCESS AND SALES STRATEGY

The ultimate goal of the Demand Generation team is to acquire qualified leads, develop those leads into prospects, initiate and conduct a high volume of sales calls per day, and to secure high quality, prequalified in-person and phone/web based meetings for our clients. The most successful sales teams and individuals develop a process that addresses both sales strategy and tactics. By following a well-defined sales process, salespeople overcome common problems.

Tracking Sales Leads 

Who gets notified when a lead comes in? How does each lead get evaluated and by whom? What’s the next step? How quickly should you respond and by what means? How do leads get assigned to sales people? How are leads segmented and into which categories? Who monitors lead status and progress? Are we using a CRM or other tool to schedule calls and appointments and send reminders in advance?  Having a solid tracking sales process in place is the basis of your team’s success.

Providing Qualified Sales Leads  

Who evaluates lead qualifications? What criteria should they use? Who researches leads and what tools do they use? How do you handle different categories of leads, how do you assign them and track them? Is there a way to automate this process, and if so, which software solution? If a CRM or other sales management tool is selected, who gets training and who provides the training?  Using strategies to provide qualified sales leads is what sets our services apart.

Handling Objections

Inevitably we encounter delays and objections from prospective customers. What standard responses are in place to deal with these obstacles and move leads to closing? Is the sales team properly trained to recognize problems and overcome them quickly?  At Cobra, we hand pick the perfect sales team for your specialty, assuring objections are handled properly and the sales process moves forward.

Closing Sales More Quickly & On Your Own Terms

What’s your sales strategy? What are you trying to accomplish in each sale both short term and long term? What steps do you need to go through with each prospective client to make sure they understand the value of what we sell and agree that it’s worthwhile to purchase? How well do you communicate the urgency to buy now instead of tomorrow?

Why Sales Outsourcing is the RIGHT solution to growing your sales:

  • Sales outsourcing lowers your risks and increases your ROI of sales investments
  • Outsourced sales management saves you time and eliminates training and turnover costs
  • We free up your resources to focus on what you do best and leave the sales to us
  • Streamlined complete sales process management including demand generation
  • Our industry experts and experience open doors otherwise unavailable to you