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4 reasons to outsource new business

September 5th, 2017 by

 

Woman holding post with "We help you succeed". Outsource new business.

 

Why would you outsource the business development activities at your company? Here are 4 reasons why you should outsource new business and its benefits.

  1. Focus your efforts as the experts. We have many clients who are cautious at first when outsourcing their prospect management to us, however, this is soon alleviated when they see the results. By results I don’t just mean our highly qualified meetings with C-suite professionals for their sales teams, my point here is that their sales teams can focus on being out on the road meeting prospects face to face and converting business more efficiently. We specialise in articulating complex propositions to senior people, this is our expertise, by outsourcing to us you can win more profitable business, behave efficiently, accurately forecast and reduce costs.
  2. Save time and money. We don’t start with a ‘prospect’, we start with a suspect. Before we can qualify a target for our clients we must map the organisation, map the key buyers, identify their critical business issues, make sure they match your criteria, nurture key business relationships, gather contract/review information, surround prospects with sales driven marketing materials and set a meeting with your key prospects. This suite of activity surrounding the prospect is what our sales professionals are experts at, total prospect management. It is much more cost effective to outsource these activities and have your sales professionals focus on winning the business.
  3. Getting a return on investment. By accessing skilled expertise, reducing overhead, increasing efficiency you will quickly start seeing an ROI, for example one of our most recent wins for our client was their largest contract in a key target sector worth £60million. By working as an extension of your team we immerse ourselves into your world and identify high value opportunities for you, ultimately driving revenue.
  4. It’s one of the hardest roles. Our team of professionals here at Broadley Speaking with a sole focus on new business development. We understand that cold prospecting is challenging but in turn very rewarding. In an environment where we all have the same goal and challenges we have the benefit of sharing expertise and working together to achieve our objectives. It is not uncommon to have a high turnover of staff for these activities if you have an in-house team, why not outsource to the experts and have a consistent suit of activity. We are not claiming to be experts in your field but we are specialists in articulating complex proposition to senior people in a complex environment, like 21st century B2B sales.

If you want to know more about how we can help your business development activities, e-mail brookepinkney@broadley-speaking.com or call now on +44 (0)1822 618537.

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Intelligent Sales

“Our white board culture. When we refurbished the office a number of years ago someone came up with the neat idea that instead of using regular wallpaper we should cover the walls with write on / wipe off material, so effectively all available wall space has been turned over to one great big white board. The space is used for writing up team plans, monitoring performance, and listing achievements on a  team by team basis.”


Intelligent Sales

“Collaborative working – no sales person is an island, or they shouldn’t be! The calls have to go out and the spade work has to be done but when you’re working through the implementation of complex sales campaigns sometimes putting your heads together and combining intellectual property gathered on a call by call basis can bring great results. The Broadley Speaking teams get time to think and problem solve. Breaking new contracts, often measured in seven figures, is not easy work.”


Intelligent Sales

“In the “war room”.  Much of work with clients is about collaborative problem solving. Rather than choosing a traditional board room set up – this room is set up to accommodate the whole project team. By that we mean the sales and marketing teams from our clients and the full Broadley Speaking team active on their account. There’s plenty of room to accommodate everyone’s laptops, iPads!”


Intelligent Sales

“Seamless connections with clients – We work with businesses, of all sizes, right across the UK, in  Europe and in North America. We work with them in our office and theirs and use our state of the art video conferencing facilities to keep in touch. This combined with our bespoke built campaign management software provides complete transparency across any campaign or programme of work.”


Intelligent Sales

“David and Hilary have worked together for the best part of 30 years. Between them they have sold and sales managed across 4 continents and across most business to business sectors. Hilary takes a hands on approach with all campaigns. She is a consummate sales director and has been nominated as a national ambassador for the Investors in People standard.”


behind the scenes at a high grade telemarketing company

“Holistic approach to sales – often we work with clients to help them reposition their sales propositions. Acting as ‘critical friend’ we’ll work right back to their core value proposition in order to refocus and provide new impetus to their sales campaign. Similarly we work with clients sales teams and management to provide individually crafted sales coaching and training programmes.”


office

“Our environment –  we have created a light, modern, ergonomically designed work area to allow for maximum efficiency, comfort and pleasure – yes pleasure! We all spend a good deal of time at work , and do difficult and challenging work on behalf of our clients ; but it should be fun. We are fortunate that we have been able to create this in an historically significant building in the middle of World Heritage site.”