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Tuesday, December 13, 2005

I read an article I found on google called Straight to the Outsource.

It covers most of the benefits of using sales outsourcing, such as cost, flexibility and freeing up management time.

One area I don't agree with in the article, is the idea that sales outsourcing is best for small ticket items rather than larger sales. I think that reflects the US sales outsourcing model with is more agency-based (where a sales outsourcing company sells your product alongside complimentary products from non-competing vendors). In that model, the sales team are already calling on your target market so for them it's a simple cross sell.

Our model is more about targeting your market and using our experience to win sales. The difference is that the agency-model is more like a reseller channel. They'll push your product if they can see how it fits with their existing clients.

If you can find partners like that, it's an effective route to market.

We sit in the space where you can't find those partners but you still need a sales effort. In that case, outsourcing your sales through our model has many benefits over hiring your own people, but it is best suited to larger value sales, or to "prime the pump" and win licensing deals that require little or no additional selling (we come in, win the deals and then you scale back to maintenance only)

I'm still working on my article on Sales Outsourcing. Looks like it will be a project to complete over the holidays.


Posted by: David Regler @ 1:36 pm |   | Links to this post  

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