B2B Selling With Limited Resources

B2B SELLING WITH
LIMITED RESOURCES
A PRACTICAL APPROACH TO B2B SALES FOR
STARTUPS AND COMPANIES WITH LIMITED CASH

Copyright © 2019 UberConnectForce, Palo Alto, California, USA,
All Rights Reserved.
IF YOU ARE A STARTUP
COMPANY TRYING TO GET
MARKET TRACTION,
OR AN ESTABLISHED COMPANY
LOOKING FOR NEW LEADS …

YOUR NUMBER ONE SALES
CHALLENGE IS KEEPING THE TOP
OF YOUR FUNNEL FULL.

YOU PROBABLY SPEND SOME $
ON DIGITAL MARKETING AND
INBOUND AUTOMATION, BUT IT
NEVER SEEMS TO GENERATE
ENOUGH NEW LEADS.

ONE ALTERNATIVE IS TO BUILD
YOUR OWN SALES
DEVELOPMENT TEAM AND
FOCUS ON OUTBOUND LEADS.

THIS REQUIRES CASH,
MANAGEMENT, ORGANIZATIONAL
INFRASTRUCTURE,
TRAINING,GUIDANCE, MOTIVATION,
AND PATIENCE.

IT ALSO REQUIRES THAT YOU
ACCEPT THE RISKS.
AND THERE ARE MANY.

THEY INCLUDE A HIGH TURNOVER
RATE (2.2 YEARS), A LONG RAMP
(3.3 MONTHS), POOR PERFORMANCE
AND LOW PRODUCTIVITY¹.
¹THE BRIDGE GROUP

IN FACT, ACCORDING TO THE BRIDGE
GROUP, THE NUMBER ONE
CHALLENGE IN INSIDE SALES IS
PRODUCTIVITY AND PERFORMANCE.

ONLY A VERY FEW COMPANIES WHO
HAD THE CASH MANAGED TO PULL
THIS OFF WITH THE PERFORMANCE
AND ROI EXPECTED.

IF YOU ARE A STARTUP, YOU DON’T
HAVE THE CASH OR THE TIME.
90% OF STARTUPS FAIL BECAUSE THEY
NEVER ACHIEVE PRODUCT/MARKET-FIT
(PMF).

IF YOU ARE A STARTUP, YOU MAY
ALSO BE WRESTLING WITH THE
CHALLENGE OF HIRING A
SALES LEADER.

YOU HAVE SOME CASH LEFT FROM
YOUR RAISE BUT WHEN YOU DO THE
MATH …YOU IMMEDIATELY SEE THE
PROBLEM.

YOU REALIZE THAT A SALES LEADER
WILL COST $150K IN BASE COMP AND
$350K AT OTE.

THERE ARE THREE DISTINCT SALES
ROLES:
1. DEVELOP
2. NURTURE
3. CLOSE
SALES LEADERS ARE GOOD AT NUMBER
3, BUT NOT SO MUCH AT 1 AND 2.
YOU NEED LOTS OF 1 AND 2.

IN ADDITION, IT COULD TAKE 4-6
MONTHS BEFORE YOUR NEW LEADER
BECOMES PRODUCTIVE AND …
DON’T EXPECT THEIR NETWORK TO
SUDDENLY UNFOLD NEW DEALS FOR
YOU.

AS A STARTUP, YOU CAN’T AFFORD TO
HIRE 1-2 INSIDE SALES REPS ALONG WITH
A SALES LEADER AND …
EVEN IF YOU HAD TRACTION ...

THE MATH SAYS THE BURDENED SALES
COST OVER 6 MONTHS CAN EASILY BE
$250K ...

THAT IS A BIG CHUNK OF WHAT YOU
HAVE LEFT FROM YOUR ROUND AND …
THE POSSIBILITY OF FAILURE IS HIGH.

IF IT TAKES ANOTHER 6 MONTHS, YOU’LL
HAVE DELAYED MARKET ENTRY AND YOU
STILL WON’T HAVE PMF.
BUT WHAT YOU WILL HAVE IS $250K LESS
CASH.

THIS KEEPS YOU AWAKE AT NIGHT
BECAUSE YOU KNOW THAT 90% OF
STARTUPS FAIL …
BECAUSE THEIR CASH RUNS OUT
BEFORE THEY GET TO PMF.

IF YOU ARE AN ESTABLISHED COMPANY,
YOU LIKELY HAVE A SALES LEADER AND
A SMALL SALES TEAM.
BUT YOU’RE STILL NOT GETTING
ENOUGH LEADS.

THIS MAY BE BECAUSE YOU ARE ASKING
YOUR SALES TEAM TO GENERATE LEADS.
SALES REPS ARE GOOD AT NURTURING
AND SOMETIMES GOOD AT CLOSING,
BUT SELDOM GOOD AT PROSPECTING.

ASKING SALES REPS WHO HATE
PROSPECTING TO COLD-CALL IS LIKE
ASKING A FISH TO CLIMB A TREE.

AND IF YOU ARE THAT ESTABLISHED
COMPANY, YOU ARE LIKELY SPENDING
MORE ON SALES THAN YOU ARE
GETTING BACK.
YOU NEED TO
FIX THAT.

A STARTUP MIGHT HIRE A SINGLE A/E
WHO LIKES COLD-PROSPECTING …
INVEST IN A PLATFORM LIKE
CONNECTANDSELL …
AND PUT SOME
MONEY INTO
A FULL
TECH STACK.

UPSIDE:
1. LOW COST
2. MINIMAL RISK
3. LOW STRESS
4. FAST OUTREACH
5. INCREASED SALES

DOWNSIDE:
1. STILL NEED A CLOSER
2. MGMT IS REQUIRED
3. A/E MAY NOT PERFORM
4. 3 MONTHS TO PROVE
5. MAY STILL MISS PMF
6. HARD TO SCALE

REGARDLESS OF WHAT KIND OF
COMPANY YOU ARE, ANOTHER
ALTERNATIVE IS TO …
OUTSOURCE SALES DEVLOPMENT.

UPSIDE:
1. LOWEST COST
2. FASTEST FUNNEL
3. LIMITED RISK
4. FULLY MANAGED
5. RAPIDLY SCALED
6. INSTANT ON/OFF

DOWNSIDE:
1. WHEN WE THINK OF ONE, WE’LL LET
YOU KNOW.

OH … THERE ARE SOME
OLD SCHOOL FEARS:
1. I LOSE BRAND CONTROL
2. I DIDN’T HIRE THE TEAM
3. OUTSOURCED SDRs
WON’T UNDERSTAND
MY PRODUCT

AND …
4. MY PRODUCT IS TOO COMPLICATED.
5. I DON’T WANT A CALL CENTER.
6. IT’S TOO EXPENSIVE.
BUT ACTUALLY, TODAY’S BEST
OUTSOURCED SALES
COMPANIES …

HAVE MORE RISK TIED TO THEIR SUCCESS
THAN THEIR CLIENTS DO … USE
SOPHISTICATED TECHNOLOGY AND
HIGHLY TRAINED TALENT … ARE DRIVEN
BY BRAND PROTECTION AND … ARE
ACTUALLY THE LEAST EXPENSIVE OPTION
YOU HAVE.

MOST COMPANIES TODAY ARE
REALIZING THAT SEPARATING AND
OUTSOURCING THE TOFU (TOP OF SALES
FUNNEL) ENABLES …
INTERNAL RESOURCES TO FOCUS ON
NURTURING, PROCESS MANAGEMENT
AND CLOSING.

BUT, CHOOSING THE MOST EFFECTIVE
OUTSOURCED TEAM IS DIFFICULT.
WE, NOT SURPRISINGLY, CAN SHED
SOME LIGHT ON THE SUBJECT.

FOR EXAMPLE:
OUR 60+ SALES DEVELOPMENT REPS
LIVE AND WORK IN NORTHERN
CALIFORNIA, ARE COLLEGE EDUCATED
AND LOVE COLD PROSPECTING …

THEY HAVE BEEN TRAINED IN OUR
SALES METHODOLOGY …
THEY UNDERSTAND MARKETS AND
TECHNOLOGY AND LEARN QUICKLY.

SINCE WE BEGAN THIS SERVICE, WE HAVE
GENERATED OVER $500 MILLION IN …
CUSTOMER REVENUE
PIPELINE.

WE ARE BUSINESS PARTNERS WITH AND
EXPERTS IN CONNECTANDSELL.
THIS GET’S OUR SALES REPS 10X THE
NUMBER OF CONVERSATIONS A SALES
REP COULD GET WITHOUT IT.
AND WE GET THOSE 10X FASTER.

WE DON’T RELY ON CONVENTIONAL LIST
SERVICES TO FIND YOUR PROSPECT
TARGETS.
WE BUILD CUSTOMIZED PROSPECT LISTS
BASED ON YOUR IDEAL CUSTOMER
PROFILE WITH PRECISE CONTACT
INFORMATION.

WE USE A TECH STACK THAT ALLOWS US
GREATER VISIBILITY INTO PROSPECTING,
SUCCESS DRIVERS, AND TOUCH
SEQUENCES …
WHICH INCREASES OUR OUTREACH
SUCCESS …
AND INCREASES
YOUR SALES.

RIGHT ABOUT NOW, YOU’RE PROBABLY
THINKING …
“HEY, I CAN DO THIS MYSELF.”
AND, YOU’RE RIGHT. YOU CAN.
BUT WHY
WOULD YOU
BOTHER?

UNLESS WE’RE MISTAKEN, YOU ARE IN A
RACE AGAINST TIME AND …
YOU HAVE A LIMITED AMOUNT OF CASH.

AND YOU MAY NOT GET ANY MORE …
CASH.
ISN’T NOW THE TIME TO ACCELERATE
YOUR OUTREACH AND
CLOSE AS MANY
DEALS AS
YOU CAN?

AFTER YOU START GENERATING LEADS
AND CLOSING BUSINESS AND ARE
READY TO HIRE YOUR OWN
SALES TEAM …
WE CAN TRANSFER IT ALL
OVER TO YOU AND
EVEN TRAIN YOUR
NEW SDRs.

IN THE MEANTIME, WHY NOT CONSERVE
CASH … LEARN WHAT YOUR IDEAL
CUSTOMERS WANT AND … FOCUS ON
PRODUCT AND SATISFACTION?

WHILE YOU ARE THINKING ABOUT ALL
OF THIS, WE HAVE SOME NUMBERS THAT
MIGHT HELP YOU REACH A DECISION …

IN OUTBOUND SALES,
TO GET 1 MEETING THAT HOLDS, YOU
NEED 120 SALES ACTIVITIES AND 4
PROSPECT CONNECTIONS EACH DAY …
ONLY THE TOP 1% OF INSIDE SALES REPS
CAN DO THAT.

YOUR AVERAGE SDR COSTS $73K
(BURDENED) INCLUDING TECH STACK
LICENSES …
AND DOES JUST
52 SALES ACTIVITIES
A DAY.

BUT NOT IF YOU’RE IN SAN FRANCISCO,
LOS ANGELES, NEW YORK, SEATTLE,
AUSTIN, DALLAS, BOSTON OR
WASHINGTON DC …

IN THOSE PLACES, YOUR AVERAGE SDR
COSTS $100K ...
ASSUMING YOU CAN FIND, ATTRACT,
RECRUIT AND HIRE THEM …
AND,
THEY STILL
DO 52 SALES
ACTIVITIES
PER DAY.

THAT AVERAGE SDR (WITH A GOOD LIST)
WILL HAVE 3.5 CONVERSATIONS A DAY …
AND WILL NEED 3 DAYS TO SET A MEETING
WITH A SINGLE LEAD (10%).

WITH AN AVERAGE LEAD CONVERSION
RATE OF 15%, YOU CAN EXPECT …
1 QUALIFIED OPPORTUNITY …
EVERY 21 DAYS.

WITH AN AVERAGE OPPORTUNITY CLOSE
RATE OF 25%, YOU CAN EXPECT …
1 DEAL EVERY 84 DAYS.
AKA, 1 DEAL EVERY 4 MONTHS PER SDR.

IF YOU HIRE ONLY 1 AVERAGE SDR, YOU
CAN EXPECT TO CLOSE 3 DEALS A YEAR AT
A COST OF $25K PER DEAL …
THE COOL THING ABOUT SALES MATH IS
THAT YOU CAN SUBSTITUTE YOUR OWN
NUMBERS.
PLEASE DO.

WHATEVER MATH YOU USE, THE
LIKELIHOOD IS THAT YOU WILL NEED A
LESS COSTLY …
AND MUCH FASTER ALTERNATIVE.
HOW ABOUT ONE
THAT GUARANTEES
8X THOSE LEADS
AT ¼ THAT COST?

YES. 8X AT ¼ THE COST.
AND REMEMBER,
YOUR SDR ALSO NEEDS
PTO, VACATIONS,
TRAINING,
MOTIVATION, GUIDANCE,
MANAGEMENT,
GET’S SICK,
AND MIGHT LEAVE
AT ANY TIME.

OUR MANAGED OUTREACH PROGRAM
NEVER NEEDS PTO, OR ANY OTHER
KIND OF LEAVE …
AND WE WORK
RIGHT THROUGH
ALL THE
HOLIDAYS.

WE ALSO DON’T NEED MANAGEMENT,
TRAINING, MOTIVATION, OR GUIDANCE
AND …
YOU WILL NEVER BE AFFECTED BY STAFF
TURN-OVER.

WE SCALE WITH A PHONE CALL AND …
YOU CAN DIAL US UP OR DOWN ON
DEMAND.

WE’VE SOLD ACROSS VERTICALS IN …
FINANCE, HEALTHCARE, ENERGY,
HOSPITALITY …
TECHNOLOGY, MEDICAL, INSURANCE,
BANKING, RETAIL, GAMING, MEDIA,
GOVERNMENT, PHARMA …
AGRICULTURE, AVIATION
MANUFACTURING …

WE SPEAK HR, COMP/ BENEFITS, FINANCE,
IT, CYBERSECURITY, QUALITY TESTING,
COMPLIANCE, THERMAL IMAGING,
CANNABIS, DRONE, LOGISTICS, BIOTECH,
CONTENT, MEDIA …

AND WE ARE UNLIKE ANY OTHER
OUTSOURCED SALES DEVELOPMENT
COMPANY
BECAUSE …

WE TARGET BUYER PSYCHOGRAPHICS IN
ADDITION TO JOB TITLES, AND INDUSTRY
SECTORS …

WE USE ADVANCED AI AND DATA
ANALYTICS TO IDENTIFY AND FIND MORE
OF YOUR IDEAL PROSPECT PROFILES …

WE RUN MULTI-CHANNEL OUTREACH
CAMPAIGNS WITH COLD-CALLS,
SEQUENCED EMAILS AND TARGETED
SOCIAL TOUCHES …

IN ADDITION, OUR BRILLIANT CREATIVE
TEAM CREATES CONTENT AND CAN
MANAGE COMPLETE DIGITAL MARKETING
PROGRAMS FOR OUR CLIENTS.

OUR STANDARD TRIAL CONTRACT IS TIED
TO A QUARTER’S WORTH OF SALES
ACTIVITIES … OR 24,000 OVER 90 DAYS TO
BE PRECISE.
24,000 ACTIVITIES ARE GUARANTEED OR
YOU GET YOUR MONEY BACK.

AN AVERAGE SDR CAN DO 3,000 AND A
GREAT SDR CAN DO 6,000 SALES
ACTIVITIES OVER THE SAME PERIOD.
24,000 IS 4-8 TIMES FASTER
THAN THOSE RATES …
AND IT WILL COST YOU
LESS THAN A SINGLE SDR.

WE ARE ADVISED BY THE LEADING SALES
AND MARKETING PROFESSIONALS
IN THE BUSINESS …
AND THE
AUTHORS OF
MANY
BEST SELLING
SALES BOOKS
ARE ON OUR
BOARD.

AND THERE’S MUCH MORE, BUT WE’RE
READY TO START PROVING IT
RIGHT NOW …
CALL US.
WE CAN HAVE YOU UP
AND RUNNING BY
NEXT WEEK.
(888)
938.2968

THANKS FOR DROPPING BY.

B2B Selling With Limited Resources

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