Monthly Archives: March 2019

The Three-Headed Beast of Modern Lead Generation

We are seeing a lot of demand lately for Sales Force Europe’s lead generation services. We think it’s because lead generation is harder than ever. What used to be a knock on someone’s door or a phone call or two is now on average 12 points of direct and indirect contact. Instead of one ‘salesy’ role, business development has become a blend of about three roles. And then if you are trying to expand your home-grown company abroad, the pain is extra.

Today we talk about what you can do to maximise your lead generation strategically without gambling a big investment.

Three’s Company for Modern Lead Generation

Come and knock on our door. We’ve been waiting for you… It’s not the 1970s anymore, so why are so many companies going about an old-school way of approaching leads? Three is still company, however, with at least three different roles combining for successful lead generation.

The first is the researcher or administrative person, who creates and maintains lists of qualified leads. The maintenance part is important because, especially if your target audience is in marketing or development, there’s a hugely high turnover, with key contacts changing annually. Lead qualification lists have to be reviewed regularly, lest they go stale.

Next, is the marketer who creates a content strategy and creates those 12 unique touchpoints. This person works closely with the researcher to understand who to create content for, and then feeds this content to the last role to leverage.

Finally, you have the more traditional sales role that makes qualifying calls and negotiates deals. While there are three personalities on a modern lead gen team, perhaps only this last one is known to the customer, acting as their face of the business.

When they are ready to expand to new markets, a lot of companies will hire a single business development lead that usually fits this last profile. It’s definitely an important role — you need someone on-message and ready to close — but they’re not always effective without support of the other two jobs. Leads need to be first qualified and then “pre-educated” on your brand before this salesy-er role steps in.

‘I want a bespoke Oompa Loompa now!’

Let’s face it. Online advertising is freakily customised to our incredibly specific consumer profiles, down to our geographic location, relationship status, and buying habits. But we kind of like it that way. It’s no longer OK to send the same generic salesy message to your entire mailing list. (And if you are contacting prospects in areas of greater privacy regulations like Europe and California, you may not be able to do that anyway.) We want every LinkedIn message, each Facebook retargeting ad, and every newsletter to offer particular solutions to our particular needs, to acknowledge to our ‘incredibly unique’ lives.

For example with our own lead gen at Sales Force Europe, we use SEO and online advertising to source a lot of our leads. Then, we find a lot of success with our CEO Rick cultivating relationships over LinkedIn and from him answering relevant questions on Quora. And we can’t diminish the effect of networking at industry-leader events. This past Autumn, Rick really enjoyed Amsterdam’s IBC Show and Lisbon’s Web Summit, and, of course, he won’t miss the Mobile World Congress in Barcelona next year. All of our sales processes are closed only after many points of contact, personal phone calls, and even in-person meetings.

Each company and each target audience is different. And each culture is unique, potentially with touchpoints in various languages. Add to all this a bit of experimentation and a lot of analytics to understand what’s working, followed by constant tweaking per target audience.

Outsourcing Lead Gen Lowers Your Risks

Now, your still growing company may not have the budget for three full-time roles. Outsourcing lead generation becomes a great option because these roles don’t need to be full-time. Instead, you could contract the cost of one full-timer, but your account could be served by three part-timers. This is a recipe for a shorter sales cycle because this mini outsourced team would normally have loads of experience selling to and creating materials for that market and they maintain much cleaner, much more up-to-date, and highly qualified lead lists.

Scaling your business through lead generation isn’t just about throwing resources at something. It’s about scaling up and down services in response to the market, whether you’re expanding to a new country or a new vertical. Outsourced lead generation works because it can react to different stages in your sales cycle. Sometimes you have many qualified leads and need more hands-on account rep time to nurture those leads into sales. Other times, like when entering a new marketplace, like a new country or vertical, you need to focus most of your resources on creating that pool of qualified contacts to reach out to. And, of course, you need a content strategy to appeal to them.

Curate Public Opinion about Your Product or Service

There’s one more part of the lead generation that you can’t neglect — ratings and reviews. (Queue doomsday movie score.)

We have never been more influenced by the opinions of others. Do you offer a product or service? Before they click “Buy” or “Sign Up Now”, they’re going to Google you. And, try as you might to make your own website show above all else, often you’ll be outranked by ads from your competitor and comparison and review sites.

It’s your job to curate and cultivate your digital footprint as much as possible. This means accepting profiles on your industry directories and then asking your favorite customers to add their voices to the mix. Work in recruitment? Ask your happier employees to post on Glassdoor. An American organisation? Get a rating on the Better Business Bureau. Business software? Claim your profiles on GetApp, Capterra and SoftwareAdvice. Consumer product? You better encourage your happy customers to review you on Google and Amazon. And, no matter what you do, no matter how B2B, if you choose to have a Facebook Page, make sure to ask for reviews on there — and to have someone checking it daily because the worst publicity you can get is an unanswered support question.

What creative lead gen tactics have made your team successful? Share in the comments below!

Sales Force Europe has spent the last 15 years helping tech companies expand to Europe by providing on-demand market strategy, lead generation, and sales team outsourcing services. Learn more about our lead generations services here.

Just what is a ‘sales accelerator’ anyway?

ACCELERATE – from Latin for ad meaning towards + celer meaning swift

  • begin to move more quickly
  • Increase in rate, amount, or extent
  • undergo a change in velocity

ACCELERATOR –

  • venture or scheme that promotes and aids the rapid growth of selected new small businesses
  • device, typically a foot pedal, which controls the speed of a vehicle’s engine

We like to refer to Sales Force Europe as the #1 European Sales Accelerator. But what does that even mean? Like its definitions, we help you leverage sales team outsourcing and lead generation as a way to control the speed at which you grow internationally allowing you, with already in-place experts and sales execs, to move more quickly.

We have three pieces to our International Sales Accelerator

  1. Accelerated Market Analysis
  2. Accelerated Lead Generation
  3. Accelerated Sales Team Outsourcing

You can sign up for just one of our local expert services or all three for what we call our Sales Acceleration Pod. We are seeing a lot of demand lately for our lead gen, but our true bread and butter is in the success of our sales team outsourcing. Last issue of our monthly newsletter talked about that lead gen, so let’s focus some time on closing deals within new markets.

We have a team of more than 75 hand-picked, embedded field reps already selling tech successfully to enterprises in their local markets. Each of our sales execs has been selling in her or his niche — SaaS, security, mobile, and/or the Internet of Things devices — for at least  ten years.

We can also help you close smaller deals over the phone and email with our inside sales team, still with the local cultural and language touch.

Finally, for devices, networking tech, consumer electronics and OEM (original equipment manufacturers) we have proven channel sales. Our local reps have existing partnerships with distribution dealers, retailers, e-tailers affiliates, and direct marketing agencies, making new market distribution so much easier.

This outsourced team becomes an immediate extension of your team, selling in your team,

Each of these outsourced closers completely represents your brand, with a seamless customer experience.

Interested in scaling your tech company? Just reply to this email and start a conversation with our CEO Rick.

Seven Reasons Sales Team Outsourcing is a GreatWay to Reach International Markets

  1. You minimize the risks and costs that come with recruitment and long-term employee contracts in a foreign country. Instead you have one flexible contract with us.
  2. Your sales force is locally based, on the ground ready to go, experienced in selling your sort of product or service (for us, our reps only sell technology.) These bespoke, on-demand sales teams already have customer networks in place.
  3. Europe alone is about 50 cultures and countries. You may be able to have an American Sales Director cover the US,, but it’d be impossible for a European Sales Director to be able to manage all of Europe. We provide full or You need often part-time, highly targeted sales execs integrated in the local business communities.
  4. Sales outsourcing contracts can adapt as needed. As you test out different new markets, you want the ability to reallocate your efforts to different areas in response to customer demand, without having to worry about hiring, firing, and training new staff.
  5. Buy local, sell local. Our CEO Rick Pizzoli said: “Sales outsourcing in Europe benefits the dynamics — the small countries, the verticals within those places, the localization of the strategy and the content with the outsource model.”
  6. You don’t want to risk your existing sales talent. You don’t want to transplant her in a new location where she may be unsuccessful. Sales team outsourcing will allow you to get access to highly skilled, motivated, and experienced sales reps, who’ve already found local success.
  7. IT’S HYPERLOOP FAST! (Well, nearly.) At least if you try Sales Force Europe, you will find you’ll have an international team set up in about a month, not the normal six months when recruiting!

This is an extract from blog we wrote for one of our Partners FullFunnel. FullFunnel is similar to our business model, but they provide sales outsourcing if you are looking to expand to North America. Just reply to this email if you would like our CEO Rick to make an introduction for you.

This post was first sent out via our newsletter a couple months ago. Sign up for our newsletter to be always be the first to know!