Outbound consulting can take your sales outreach to the next level. Learn what to look for in a partner, as well as how to assess your own business needs.
Outbound sales offers your business many benefits, like reaching a larger audience, more control over targeting and your pipeline, and quicker results. But it also presents its fair share of challenges, especially in a modern world filled with nonstop information constantly thrown in your face from seemingly all directions. How do you make your outreach stand out from all the noise? If you're new to outbound sales or struggling to get your campaigns off the ground, consider outbound consulting.
Choosing the right partner means bringing in a firm or a consultant with the experience and expertise to help you improve your processes. Whether you struggle with prospecting, lead qualification, messaging, crafting sequences, handling objections, closing sales, or some other component of outbound, a consultant can take an objective look at your strategies and tell you where you can make improvements.
This might involve identifying bottlenecks and missed opportunities. They may make adjustments to your KPIs and monitor your metrics. They can help you identify new markets, create buyer personas, and better manage your leads. They can even help with efforts like aligning your marketing and sales departments, ensuring your team has the training it needs, and helping you improve your sales department's culture.
Not all outbound consulting partners are created equally. It's important to know what to look for in a consultant or firm. A reputable partner will eagerly share any of this information with you and even provide proof to back it up.
First and foremost, an outbound consulting partner should have experience that aligns with your needs and goals. It's important to choose someone familiar with your industry. Not only will they have a better understanding of your products and your target audience and their pain points, but they'll also recognize industry trends and best practices. In other words, someone with a background in commercial real estate probably isn't a good fit for your pharmaceutical company. Be wary of someone who claims they can sell anything to anyone. Instead, ask for case studies and other indications that they have relevant experience and expertise.
Any reputable consulting firm will willingly share their achievements with you. Ask for references up front. A great potential partner will likely have customer reviews and testimonials ready to share with you if they're not already posted on their website. You can also ask about a list of previous achievements. Again, they should be able to present case studies that show off what they can do.
Everyone's reasons for hiring an outbound sales consultant are unique. You might be a healthcare company that is struggling in certain markets. You could be a manufacturing company with poor conversion rates. You could be a financial services company that fails at lead generation or closing deals. Your ideal partner should offer customized strategies. You'll also want someone who is flexible enough to change strategies as the need arises, and someone who is creative and isn't afraid of new ideas. If they offer a generalized one-size-fits-all solution no matter what challenges you face, it's typically a red flag.
It's practically impossible to conduct an outbound sales campaign without using technology in 2024. From CRMs to sales engagement platforms, you want to work with someone who has the technical knowhow to incorporate your software into your strategies or recommend tools that can improve your process.
Without proper communication, hiring a consultant is a waste of time. They should keep you in the loop at every step of the process, and they should explain things in a clear and concise manner. If you leave the experience feeling confused or you're unsure of how to move forward, there wasn't really any point to hiring a consultant. When you meet with potential partners, gauge their communication style during your consultation. You can also ask directly: How do you communicate? How often will you communicate? What is your communication style?
The last step in searching for the right outbound consulting partner is making sure they're compatible with your culture. Your team is more likely to accept advice and pay attention to someone who aligns with their values. Choosing someone who is positive and forward-thinking is a great start, but you want to make sure you're working with a firm or consultant who can build strong relationships and trust among your team, particularly if they're offering training support.
The engagement process will look different for everyone, depending on who you hire and why. However, the following steps will give you an idea of what to expect.
Before you hire someone to help with outbound consulting, you'll meet them for an initial consultation. As a matter of fact, you might meet with several potential partners so you can choose the one that is the best fit for your business. Think of it like a job interview — ask them questions to better understand their process, communication style, experience, area of expertise, and anything else they can provide to help you make informed decisions. Some questions to ask include:
Once you decide to hire someone, they'll create a proposal so that you can agree to the terms of the deal. The proposal should summarize the project, including its objectives. It should also mention agreed upon deliverables, as well as terms and conditions, like timeframe and the date you'll start working together. If you agree on the details, the two of you will sign a contract and begin your professional relationship. Your consultant will begin implementation of the process until you've reached your desired outcomes or the agreed upon end date.
In 2024, outbound sales can be overwhelming for even the most seasoned sales teams. The explosion of technology, access, and information has made it more difficult than ever to reach leads and grab their attention. If you're just starting an outbound sales campaign or you've implemented one that isn't working, an outbound consulting partner can help you turn things around.
The key is to find the right partner. You want someone with experience in your industry and the credentials to back up their previous successes. They must be a clear communicator whose values and style align with your company culture. Asking the right questions during your initial consultation can help you determine if a consultant is a good fit.
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