Sales Culture – The Most Underrated Element of Outsourced Sales

Sales Culture – The Most Underrated Element of Outsourced Sales

Sales Culture

At LeadJen, we work with a lot of SMB’s that have 0 – 2 sales reps. Typically, when we talk through an engagement the cost can be a shock because it is slightly more than hiring a rep in-house. This is often seen as a turn-off for companies, but what many fail to realize is the amount of fine tuning that is put into hiring, maintaining, and growing a good sales representative.

LeadJen provides a variety of services that add value to our sales services, including a database, tools, management, and a host of other additions that many companies do not initially have. In addition to value we provide outside the actual rep, an element of our value that is always overlooked is our sales culture. While this may seem trivial at first, consider what goes into selling a product, and the kind of people that are drawn to that role.

If you have a small sales team, culture is not something that you can simply hire or buy. It is something that is formed around strong and motivated leaders. Sales culture means understand what motivates people to excel in their sales role, knowing how to celebrate their victories and nurture them when things don’t go to plan. It means knowing what tools need to be implemented to ensure their success, and providing them with thorough and honest feedback. Simply put: it isn’t something that can be improvised – it must come from a knowledgeable source.

Supporting a Sales Rep / SDR requires more than simply hiring a rep, providing them with a list, putting them in a corner and saying “Go Nuts”. Careful planning and preparation must go into a successful campaign. Starting from a base of reasonable expectations, a sales rep needs strong product knowledge, and must have the personality and prerequisite experience to successfully manage these calls.

If you don’t have a good sales culture, or an experienced, autonomous sales rep, then the probability of your rep churning after 6-12 months is very high. Sales representatives operate under a different time table and mindset than more technical or administrative positions – they operate with the long term objective of continuous improvement and the short term objectives of making deals.

An engineering culture makes most sales reps run for the hills. Can you imagine making cold calls in a quiet, small Software Development shop? I’ve done it. It’s not fun. And it’s intimidating. Engineers function at a very different pace than sales representatives, focused more on the technical aspects of their work. More, they are often a poor match for the personality that sales representatives bring to their work (high energy, talkative.)

Unless you plan on hiring a team of 3+ sales reps, then outsourcing your Sales Culture probably makes sense. While on paper paying more for outsourcing sales representatives may not look like a smart move, consider the tools that they will need to excel at their role and the culture that they need to excel. Having to find new sales representatives every six months when a people keep quitting a position will end up costing more in the long run, and cause fatigue for recruiters looking to hire for your company.

When our clients work with LeadJen, we put their rep in a sales culture. We have 120 Reps in our offices. The layout in our building has TVs everywhere that are connected to Hoopla (Sales Motivation software) to we can celebrate each other’s wins. We have a monthly bonus pool for Rep’s that hit quota. We have a sales training program for new reps and weekly training for continuous improvement. We have a President’s Club for Top Performers (Last year we went to Mexico!) These incentives encourage a healthy work environment that keeps people working at their best, ensuring outstanding results.

Typically, when I go into detail around our Organizational set up, the light bulb goes off for Clients. They immediately think “there’s no way I can build this out”. When you are outsourcing sales, there is no need to even consider that – we have everything build out, all we need is your permission to go. By understanding the internal processes of your company, we can customize what we already have to match your needs, and select representatives that are best suited to sell your product.

That’s the beauty of outsourcing your sales.  You are responsible for your business and managing what goes into the details of your product. Leave the Sales Talent Management to us, and let your product sell itself with our proven expertise.

Setting up Your SDR Team for Success

Setting up Your SDR Team for Success

 

How can managers set up their SDR Team (sales development team) for success?

When you think of an SDR team, you should see it as an indispensable part of an efficient revenue generating machine. If your team isn’t performing at peak levels, or if you don’t have one, your organization is missing valuable sales opportunities to your competitors.

Here are a few things you must do to set up your SDR team for success.

Compile Highly Targeted Leads

Leads are the foundation of success. If your team is not calling the right people, then their chances for success are almost zero. It’s crucial that your list contains individuals with whom your solution will most likely resonate.

The more focused you can get with your list the better off you are. Don’t target individuals from all industries who operate in a finance function with a company size of more than 100 employees. Instead, get more focused and granular. For instance, target directors of FP&A at retail companies with between 100 and 250 employees.

Knowing that you need a highly targeted list is just the beginning. Now you need to have a sourcing tool to build out the list. Remember that you will be relying on this tool to support your SDR team’s efforts. So, it must supply highly accurate and reliable data. If the quality of the data is questionable, your team will waste time calling the wrong contacts or not reaching anyone at all.

Here at LeadJen, we use ZoomInfo. A leading B2B contact database provider, ZoomInfo provides access to more than direct dials and email addresses. The service also delivers detailed information about your prospects including web mentions, employment history, contact information, and direct access to their colleagues.

Deliver Effective Messaging

Now that you have a targeted list containing accurate and reliable data, it’s time to put together your prospecting playbook. That work begins by figuring out what your team is going to say to the people on your list. Ideally, your message should be as hyper-targeted as your list. And, it should be constructed so that it captures the attention of your prospects.

Much of the work that goes into assembling your playbook involves identifying the pains of your ideal client or customer and identifying value propositions that will capture the attention of that client or customer. Once you have those two things in place, only then can you start a discussion about “Why now?” and “Why us?” After this work is done, you can create the scripts and templates you need.

The last part of your playbook details the ways you want to communicate your message. You may want to reach out to prospects through calls, emails, social networking, or all these channels. Because the scheduling of touchpoints is crucial, at LeadJen we focus a lot of effort on getting the messaging cadence right. This is where it all comes together. For instance, you might send an email on day one, make a call on day three, make a social touch on day four, send another email on day five, and so on.

Contact us if you’d like a sample of our prospecting playbook.

Deploy Activity & Talent

 

Of course, every member of the SDR team must have a goal. Once that goal is set, you can reverse engineer that to determine the level of activity necessary for the team members to reach their goal. This is where the volume of leads and the sales cadence comes into play. So, if a rep’s goal is 10 meetings a month, they might need 250 highly targeted leads. Then they will have to initiate the touchpoints as detailed in the messaging playbook.

Executing the playbook depends on having the right talent in place. Unfortunately, SDR team member turnover is high. What we do to keep turnover low is hire individuals with previous sales and marketing expertise who are eager to build a career in sales. To support their growth, we’ve set up career paths that typically don’t exist for traditional SDR teams.

Check out this video of LeadJen President, Geoff Winthrop, discussing the way we recruit talent.

Enhance the Tech Stack

There is a virtually limitless quantity of sales enablement tools that an SDR team can use. The selection of a tool should be based on how well it enables team leaders to optimize and streamline processes.

You can’t optimize what you can’t measure. So, the tool needs to be able to produce reports that enable leaders to determine what’s working and what’s not working. Using these reports, leaders can focus on making adjustments and improvements at any stage of playbook execution.

Similarly, the opportunity to streamline processes is always present. Tools that automate manual processes are essential because they support the high volume of contacts that your SDR team needs to make to meet its goal.

We like MonsterConnect as our prospect enablement tool because it increases velocity by enabling our SDR team members to make more automated touches in an hour than if they were to make those touches manually. We like Salesforce as a CRM tool because it allows for easy data entry and it produces actionable reports. And, we like Salesvue as a sales automation tool because it integrates seamlessly with Salesforce, and it provides a wide range of analytics that support our efforts to optimize and streamline processes.

If you want to learn more about the tech stack we rely on, contact us.

Putting It All Together

Whatever you are doing now is either setting your SDR team up for success or failure. Do you know which way your team is headed? If it’s not in the direction of success, let us help.

Gathering leads, crafting your playbook, planning activity levels, recruiting and training SDRs, and assembling the right tech stack are ongoing processes that take lots of time, a great deal of energy, and mounds of money to put together and maintain. Why spend your organization’s resources this way? Instead, wouldn’t it be better to outsource your SDR team?

At LeadJen, our philosophy is that we are an extension of your internal sales team. We bring all the necessary resources, streamlined workflows, a broad bench of pre-vetted talent, and a rock-solid infrastructure to the table to spin up a successful SDR team in just two weeks instead of several months. This eliminates the hard costs and headaches associated with setting up your own team while freeing your sales executives to focus on closing deals.

To learn more about how we can help scale revenue and grow sales, contact us to talk about outsourcing your lead generation efforts.

Why Cold Calling Isn’t Dead in Sales

Why Cold Calling Isn’t Dead in Sales

Cold Calling Isn't Dead

It’s a reoccurring question within sales across social platforms like LinkedIn is, “Is Cold Calling Dead?”

The answer would be, “Not exactly.”

In fact, it’s the perfect time to leverage cold calling. Since digital transformation has been shifting the cold-calling landscape, we have proof that it still actively assists sales funnels daily at LeadJen.

So why isn’t cold calling dead?

Sales Technology

The sales development representative role is essential for generating quicker responses via cold-calling. That said, it’s not just about cold-calling. It’s about combining sales enablement technology.

To recap, the SDR or BDR function is to generate and spark interest outside of your existing inbound approach when generating additional leads. Either way, companies are not at a disadvantage. Especially, for trying the cold calling technique to assist with fueling their sales funnel.

That stated it’s no secret that your very own search engine can help discover anyone’s name, company, and a title that fits your ideal client profile for getting in touch.

Nowadays, this is how business is discovered. However, this technique for extracting accurate data isn’t always enough. Therefore, we utilize tools like DiscoverOrg and FrontSpin that help to maximize touches almost instantly.

In fact, there are many ways of reaching out “cold” to those you’ve never met or conversed with before. We can thank social media platforms and other digital solutions for keeping cold calling very alive.

Zoom Info cites, “A strong organization can generate up to 70% more revenue than an average organization purely based on the quality of its data”

In conclusion, sales prospecting has evolved just as quickly as the digital ecosystem has in the past couple of years.

Cold Calling with Smart Selling

What do we mean about smart selling?

We mean knowing more about your client’s product and services. In other words, knowing how your product or services have helped other leading brands (if any at all).

Therefore, it takes a combination of marketing and sales efforts to also keep sales development prospecting alive. That said, the two should work together seamlessly in generating accurate data, ideal client profiles, and crafting the right messaging that is going to resonate.

TOPO’s 2019 Sales Technology Report Executive Summary describes, “Sales technology and sales professionals should work together harmoniously to drive sales success.

We know sales is a numbers game and always will be. However, we need to keep in mind how we align with those that we are speaking to. Therefore, the SDR has been seen to be more successful when they acquire the necessary research to ask more meaningful questions.

Sites like Capterra and TrustRadius.com can be leveraged to help demonstrate credibility through product rankings and solid reviews. These sites are well-versed in the technology space for comparing software products.

Social Media

Besides just calling, sales teams now have the advantage to utilize social media for additional outreach support. In hopes to generate more meaningful outbound sales touches. Most of us interact through social media. Therefore, channels like LinkedIn have helped our SDR’s generate more success and quality sales appointments.

Long story short, cold-calling is not dead and if you would like to learn more about our proven appointment-setting approach for sales and marketing at LeadJen, give us a call and get a free consultation!

B2B Sales Tips: Ideal Client Profiles

B2B Sales Tips: Ideal Client Profiles

In B2B Sales and Marketing, it’s critical to build your client profiles accurately enough to understand who your ideal clients should be. That said, we want to provide some B2B sales tips that drill down on some key items that will help you reach your ideal customers and convert to leads with these 5 tips.

5 B2B Sales Tips For Building An Ideal Client Profile

  1. Clear Value Proposition
  2. Solve Their Problem
  3. Account Focus
  4. Correct Titles
  5. Messaging That Resonates

B2B Sales Tip #1: Having A Clear Value Proposition

You’ll want to make sure you understand your value prop. But what is a value prop? It’s simple. It’s a short and concise synopsis of what you offer. In sales and marketing, it can be considered the backbone of how you sell and promote yourself.

That said, we often think we have our value props nailed down. If you are a start-up, you’ll want to keep in mind who your value prop is going to resonate with.

In other words, who’s your ideal client profile or target audience? What language do they speak? Are they utilizing buzzwords and keywords that might be unfamiliar to you? And how does your solution solve your ideal customer’s problem? If you don’t know. Well, now is the time to dive deeper into your ideal customer profile strategy.

Tip #2: How Your Solution Solves Your Client’s Problem

I want to ask a couple of questions. Does your client have a specific problem that your solution solves? It should. This will be your main driver for generating better leads. Ask yourself, “What value can we provide to someone struggling with XYZ”

In addition, it will help you and others understand specific pains about those you should be targeting in your campaigns. For example, “Others we’ve spoken to, are experiencing pains with XYZ and we’d like to quickly share more on how we help reduce pains with our solution if this resonates.”

As a result, this will provide insight to you and your sales and marketing team. Uniquely, allowing them to revisit data, targeted titles, and core messaging that might not be driving results.

Tip #3: Have an Account Focus

If you are taking a product or service to market, you’ll want to hone in on your account focus. But what does that mean? Well, there are a few things like; company size, industry type, SIC codes, NAICS codes, and Technology currently being used. Once you have these items identified, you’ll have a better shot reaching your ideal customers.

At LeadJen, we utilize DiscoverOrg with intent data. It’s a sales intelligence tool that allows you to create hyper-targeted lists: Search by job function, tech stack, industry, size, physical location, keywords and more. By implementing sales intelligent tools like DiscoverOrg, you can spearfish the exact targets you need to optimize your outreach.

Tip #4: Have Correct Titles

Having correct titles are going to make or break your campaign effectiveness. However, it will provide you the insights you need to better understand who is and isn’t a good fit for your offering. We recommend having at least 6-8 titles.

You might be asking yourself, “Why? That sounds time consuming” Not necessarily, it helps significantly during the prospecting process if you don’t know who will benefit from your services. However, it might take some time if you aren’t utilizing a sales development and lead generation company to maximize these efforts.

Therefore, you might want to consider outsourcing your sales development tasks. At LeadJen, we are equipped with the sales intelligence and automation tools that can handle the volume needed to create a successful campaign.

Tip #5: Craft Messaging That Resonates

You will need messaging tailored to your specific personas. As a matter of fact, you should mention what your solution is going to help out. Although, that comes with knowing who your personas or ideal target audience might be. In addition, keep in mind simple buzzwords and keywords that may resonate quickly to reduce confusion.

Likewise, be certain you know who will understand your language, even if it is familiarized within your organization. However, don’t assume that with others because I’ve spent enough time throwing out buzzwords on cold-calls in the past. In fact, I realize that people in roles you would expect to know them, don’t.

Therefore, a good rule of thumb is to break down your message to a human level that’s more relatable and easily understood. For example, if you were talking to your kid, would you say, “Honey, I know you might be sick but is it your uvula that’s sore or is it further down the trachea?” No. You would dumb it down to the language that’s more commonly known so less explaining is needed.

If you can understand your value prop concisely enough, narrow focus your accounts, extract the right titles, and craft messaging that resonates, you will be successful in your outreach.

Now, that we’ve discussed 5 B2B Sales Tips for building your ideal client profile, you can expect a higher return on investment in your outbound prospecting and marketing objectives.

How to Reduce Salesman Burnout in the Workplace

How to Reduce Salesman Burnout in the Workplace

“Burnout is a state of emotional, mental, and often physical exhaustion. Usually brought on by prolonged or repeated stress.”

Psychology Today

As we dive into common facts and causes of burnout within sales teams, we will also touch on how to identify signs of burnout and steps of action you can consider. Compensation is clearly a driving motivator for sales teams to hit their goals.

In order to distinguish signs of burnout, you’ll have to conduct weekly 1:1 ‘s to review metrics and performance. That said, having sales-driven data tools like SalesForce, HubSpot, Salesvue, and FrontSpin can provide these reports. Now let’s take a look at why salespeople typically experience burnout.

Causes for Sales Burnout

Not For Everyone: Mental Burnout

I can speak from past experience in this regard. Since sales can feel like a game of survival, it’s not for everyone.

At times, occupations in sales are commonly chosen because of the high demand to generate ROI. Therefore, it’s common to wind up in a sales position coming out of college. Even if it’s to just get you by until you land your dream job.

That said, we all can relate to a degree. Shoot, I studied exercise science and nutrition. So, what did that mean for me? Well, I thought I’d have to sell computers for a living. Instead, I learned to quickly commit to accelerating my sales career.

Exhaustion: Physical Burnout

Sales will always be a volume game and can seem frustrating at times. So, it’s common to experience daily exhaustion. Think about it, you are dialing numbers all day. In most cases, you’re reaching voicemails. It can get rather dull when your connection rate is low.

Furthermore, exhaustion will be present in the sales prospecting and closing process. Simply put, you’ll need a plan to identify and separate top performers. In return, you’ll discover what your best performers are doing to avoid fatigue.

Lack of Motivation

Know whose motivated on your sales team vs. whose not. Additionally, it will be provided in the data. If you see a steady decline in results week-to-week, it might indicate burnout. As a result, company performance takes a hit. Sales reps that experience a lack of motivation will lack drive in hitting their goals.

Negative Emotions: Emotional Burnout

Negative feelings on the calling floor will cause harm to success rates in sales. So, be proactive and think of solutions to lighten up their spirits. If that does not work, encourage days off.

However, they might just need a break. It’s not a bad thing. In other words, try suggesting personal days when burnout is present can allow one to feel revived and back to new.

How To Prevent Sales Burnout?

Sales Performance Improvement Plan (PIP)

Performance improvement is defined as measuring the output of a particular business process or procedure. Therefore, It requires modifying procedures to increase performance.

1:1 Manager Consultations

First, refer to your CRM and sales data will help shed light on what’s working and what’s not. Secondly, ask questions like,

  • “Do you have other ambitions?”
  • “Is everything okay?”
  • “How can we help to make you successful?”

“Trust-Tree” Meetings

Trust-tree meetings are implemented to improve transparency in sales environments. That said, it’s common on the sales floor to hear miscommunicated information. Therefore, trust-tree meetings should include the entire organization. As a result, everyone is reminded of the company goals and back on the same page.