Posts Tagged ‘Outsourced Sales’

Thinking of Buying Some Contacts from a Sales List Service? If So, You Better Have a Trained Professional to Scrub Them!

March 14, 2011

Two of the questions we are most often asked when it comes to our Outsourced Sales Service are questions about list services such as Jigsaw, Sales Genie, etc. and the specificity of the information they provide (e.g. contact information, demographics, currency of data etc.) and whether a company such as ours who “scrubs” these lists and finds opportunities for clients will work “success based.”

I figured that it might be helpful to provide you with my responses to these questions.

While we have not worked with every list service specifically, it has been my experience that all services like that are different levels of bad. I mean no disrespect. It is just that no matter how often they check their data, things change quickly. Most of these places will tell you that they update their information every 6 months, but you will still find the contact who died 5 years ago or the guy who left the company 2 weeks after they confirmed their information.

I find this interesting because at least once a week, we get a call at Randolph Sterling Inc., for Mr. Randolph Sterling. Some of the people who have called apparently have befriended Mr. Sterling to the point where he told them it was OK to call him Randy. This is interesting because while I am sure there is a Mr. Randolph Sterling somewhere in the world, he has never worked for my company. I may one day write a blog post about where the name came from, but I can assure you that because I am the founder and CEO of Randolph Sterling, Inc., that the CEO and founder of Randolph Sterling, Inc. is not Mr. Randolph Sterling.

Regardless, at least one list service has it listed that way.

As for the second part of the question, yes, there are companies out there who will take this information and help you to develop relationships and will work “success based.” However, their definitions of success may vary, as may yours.

Our current clients define success several ways. Here are just a few:

  • Finding opportunities with the right prospect.
  • Continuing to follow up with that right prospect for sometimes up to 2+ years or the 7-13 “touches” it takes for them to trust someone they don’t know enough to just have them quote on an opportunity.
  • Continuing relationships with clients by providing customer satisfaction calls and forwarding to their sales team the information that enables them to step in and save problem accounts or provide a new service.
  • Determining if a company that looks like a good fit on paper is actually a good fit. We have several clients who ask us to rate our impression of how difficult a prospect may be to work with because they have limited resources and want to make sure they are working with people who not only value what they do, but will pay for it.
  • Finding the correct decision maker and starting a relationship with them after it was determined that the contact name on the list that was bought was incorrect.

That said, we at Randolph Sterling, Inc. are not just appointment setters or a telemarketing firm whose main goal is to get you in front of someone. Our goal is to understand your business and what makes you great, then do our best to match you up with the right prospects. If you bring us on, we will be an extension of your sales team, working as your inside sales department.

It would be difficult for us to open our doors and keep them open if I didn’t think our team was the best in the world at what we do, and if we didn’t continue to hire and train the best and continue to grow in providing more services at a higher quality for our clients. We don’t hire entry level people or people who work on contingency. We hire experienced professionals and treat both them and our clients as such.

You Survived the Recession! So Where Do You Go from Here?

May 17, 2010

I have been reading more and more that the recession is over and that we are finally in recovery. I decided awhile back to choose not to take part in the recession (with the exception, of course, of being trapped by a bad real estate economy, but that’s a different story entirely) and to continue to push ahead with our business. Many of my colleagues—clients, referral partners, and members of Vistage and Business Clubs of America—joined me. It is nice to see more and more people coming around.

This strategy was relatively easy for me because we are lucky enough to be in a business that can help clients in different economic times. I say “lucky” because if you know me, then you know that while there was a ton of planning that went into what Randolph Sterling does today, there has always been that entrepreneurial side that says “Sure, let’s give it a try!”

In “bad times,” we are able to help companies who need to find more clients, but just don’t want to invest in more internal staff. Being able to hire an inside sales team that gets paid only for the hours they work is a helpful and cost effective option. In the “recovery times,” we see that skeptical companies are still a bit leery about hiring on the full time staff, while others are excited to be able to increase their staff through outsourcing, and go after much more business that they had been able to before. They see that some of their competitors did not survive the downturn, which means that clients of the now defunct competition understand the value of what they do but need someone to do it for them. These companies may not be calling, asking you to do work for them, but are certainly willing to listen to the companies who, in the past, they had told they were happy with their current supplier.

Are You The Best In The World At What You Do?

April 15, 2010

Since I was a kid, I could always sell. Quite frankly, I thought it was pretty easy…talk to the right people, find out what they want, give it to them and they will pay you. This process, as simple as I have made it out to be, is not always that easy, usually for one very important reason—the salespeople get in their own way.

Who is the best in the world at what you do? If you don’t think that you are, neither will anyone else.

Salespeople often stop their own sale because they have talked themselves out of it. They start thinking that maybe they don’t understand their product or service as well as they should, or that a competitor may do it better. There are a million ways to talk yourself out of closing the deal…no one that doesn’t improve by knowing that you are the absolute best at what you do.

I know our company—even if I am learning something new every day about it—and I know we are the absolute best in the world at what we do. Our sales management and process work–it is the best out there because we work with our clients to achieve their objectives. We don’t come in with a premeditated plan of attack or a multiple point plan, but rather we work with our clients in their environment to achieve their goals as they continue to grow.

Our outsourced sales team is made up of professional salespeople who have worked in the business and know how to develop a relationship. They don’t just try to get an appointment for our clients; they find the right person in the right company and develop a rapport to see if they are the best fit for our client. When the conversation between the two gets to a point where they need to bring in the expert, we get our client involved to close the deal. That’s something you only get from the best of the best.

Our SAM Peer Advisory Groups. If you want networking, there are plenty of places to go, but how many places offer an advisory board to the people in your company who are directly involved, right at the front line, in the growth of the company? CEOs have been involved in advisory boards for years, but salespeople have been left to fend for themselves many times. We bring these dynamic personalities together, in one room, and help them achieve or continue their greatness.

Do I think we are the best in the world at what we do? Absolutely I do. Mediocrity is for someone else.

Would you really want to work with someone who didn’t know they were the best at helping you grow?