Outsource Sales

Outsource Sales Department

To outsource Sales Management of a Sales Department to enhance the performance of its selling activities. B-E will Setup and maintain a sales management process to reach goals and objectives of Client.  To accomplish the task of operating the sales department, B-E will need to look over and have access to all historical corporate materials,

• -Opportunity logs,
• -Bid or quote logs,
• -Forecasting reports,
• -Orders,
• -Customer list,
• -Marketing materials
• -Line Sheets
• -PR Materials
• -Current and Past Pricing
• -Financials
• -Current markup,
• -Operation
• -Customer service and
• -All business process in place.
• -Other items that may help in the overall sales process.

It is critical that all individuals within the organization cooperate to accelerate the growth of Client Company. B-E will provide through this agreement; Chief Sales Officer, VP of Sales, Sales Management, Inside sales teams and various Marketing functions on an outsource basis.  Client will provide outside sales staff.

Implementation: In order to meet the objectives the Client and B-E agree to fully participate in the following implementation activities:

B-E and the Client agree to hold a Strategic Planning Meeting to accomplish the following:

• Determine the Client’s target markets.  In determining the Client’s target markets, B-E and the Client will take into consideration limitations such as the Client’s size, geographical sales area and other criteria to be determined.
• Determine key contacts to be contacted with potential customers.
• Determine relationship marketing sales system.  ​
• Select literature to be provided to potential customers.
• Develop the content of the message and questions to be conveyed to the potential customers.
• Develop opportunity list and bid list process
• Develop Proposal, Quotation, Closing process
• Develop a Customer Service Process
• Develop an implementation plan
• Develop Reporting systems both on contacts and statistics

On an on-going basis: B-E will hold and lead weekly sales meetings, setup various sales processes, enforce accountability to all sales activities.  B-E will assign inside sales teams as may be required to accelerate Clients sales efforts.

For this program to succeed Clients sales, contract sales and customer service staff will be expected to participate, fulfill goals and expectations and cooperate with B-E or potentially be terminated and replaced as directed. Many of the existing sales and marketing programs across all product and service lines may need to be modified as part of our sales procedures. Financial and Operations and all other departments will also be required to allow access and cooperation to assure effective growth.

Outsource Sales and Marketing: dedicated sales team and sales support team program

“WHY WOULD I DO THAT?”

A typical 10 million dollar company might have 10 sales people. The annual sales and marketing budget might be 15% or 1.5 million.

SITUATION:

Out of the existing sales force 3 are under performing, 4 are average, and 3 are superstars. The sales reports and the sales forecasts originate from the sales people, which is not an objective perspective. Sales and Marketing functions are rarely synchronized.

THE EB SOLUTION:

• Terminate the 3-5 weakest performing sales people.

• Outsource the client acquisition process to the EB proprietary system.

• EB will manage the process.

Example – Client Company

NAI Partners Commercial:

Jon Silberman, principal and executive vice president for NAI Partners Commercial, a real estate brokerage firm, has been using Enterprise Builders’ services for more than two years. Enterprise Builders provides call research and lead development for NAI.

“We give them criteria, make sure it’s understood and they make the calls. Then they qualify the companies they speak with to determine if they need the services we provide. We go from there. I don’t have time to do all the research to locate potential buyers; I want to focus my time on selling to qualified prospects,” Silberman said. “The leads that have been generated from our relationship with Enterprise Builders have contributed to $200,000 in revenues in two years — from a $30,000 investment. We expect to generate even more each year with their help.”

Example – Client Company

U.S. Design & Construction:

Tom La Faver, president of U.S. Design & Construction, has been using Enterprise Builders’ services for close to three years. U.S. Design & Construction supplies Enterprise Builders with a list of criteria for prospects. Those prospects are then called regularly until they’re ready to talk about making a deal.

“Their effort has brought some work in the door for us. Enterprise Builders works hard to keep our name in front of our potential clients,” La Faver said. “The people they employ are educated and communicate well. I have been very pleased with how they’ve handled our account. They know what questions to ask and when to call. We’ve been pleased.”

Example – Client Company

Certified Technical Services:

Jim Theiss, president of Certified Technical Services, a general contractor and fabricator in the petrochemical industry, has been working with Enterprise Builders for about seven months. Enterprise Builders offers cold calling for Certified’s potential customers.

“We provided Enterprise Builders with a list of potential clients with general names and numbers, and they did all the work. Once they found the decision makers and the potential customers were interested in Certified’s services, Enterprise Builders sent out written material to share more about our company. After that, they would follow up to ensure that the information was received and understood. Enterprise Builders followed up until it is determined that we would be a good fit for a prospect’s needs,” Theiss said. “We wanted to feel comfortable that Enterprise Builders could effectively represent an industrial general contractor. They’ve done a good job and have taken the time to learn about our company’s services.”

Example – Client Company

HydroChem Industrial Services:

Dennis Miller, a sales engineer with HydroChem, a provider of pre-commissioning start-up services, has worked with Enterprise Builders for more than four years. HydroChem wanted to outsource part of their sales process and chose Enterprise Builders for the job.

“Enterprise Builders follows up on leads we obtain from magazine and newspaper articles. For example, if we read that a new plant is being built, they will find out who is doing the construction and engineering. They keep tracking it until the right people are found, getting us to the point where we can schedule a site visit,” Miller said. “This kind of legwork can be very time consuming. We needed a system in place to track this activity and Enterprise Builders was a good choice. Our business is always growing, but Enterprise Builders’ assistance has contributed greatly.”

The right calls, the right time, the right people.

Contact our Live Support to ask questions:

BUILDING ENTERPRISES, INC.
To start your BE Outsource Program, call: 713-867-9010.
© 2011 BEI. All rights reserved.

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Accelerate your company

Lazy Asset Identification

With the economic condition we are in today it is critical that we maximize every asset  we possess in our business.

Have you invested in various internal programs that may be monetized?   A Lazy Asset is any item that you possess  that is not being used effectively to help produce revenue.  An example is training tapes, vacant office space, partner relationships and other items that may provide opportuity for your company to maximize.

In conjuncture with our Affiliates we will Asses your organization and help you identify potential lazy assets.  Through a thorough inspection process of your business model many assets may be identified that are not apparant.  Once complete we  consult with you to setup policies and procedures that will help you optimize these assets into a potential revenue stream.

We will work together with you to provide Sales Validation and Outsource Sales programs as required to determine if the Asset has market possibilities.  Once determined positively we will begin the process to move forward into the market space.

Market Validation

Are you a business owner or a division manager? Are you planning to launch a new innovation? Is your product coming out of Research and Development and getting ready to launch? Before you spend hundreds of thousands of dollars going after a new market, do your due diligence and let Building Enterprises validate your market for you.

Our Market Validation Program is designed to go after your target market to determine if there is a desire to BUY your new product or service offering. What sets us apart from other programs is that we take a sales approach, not a marketing research approach. That means we are going to approach your target market with our expert sales team to see if they will actually buy − not merely find out if they might be interested. Building Enterprises has been providing outsourced sales services since 1982. That means we have 30 years of experience in maximizing sales of products and services.  Our dynamic sales team, together with our partners, will utilize our full sales press to help you determine if your venture is going in the right direction. We want to make sure you invest your time and money going after the right markets with your new products and services. We developed this Market Validation Program to help you:

• Quickly determine if you are on the right path to market before investing too much time, money and energy.
• Jumpstart your Sales and Marketing efforts with our short-term outsourced sales services.

Building Enterprises will collaborate with you, customize, and implement a targeted Market Validation Program for your specific product or service to ensure that your new launch will be a success.

Here are the steps in our proven Market Validation Program:

1. -Host a Strategic Planning Session to customize our Market Validation Program for your product or service.
2. -Set up three Validation Stages to determine go / no go decisions and forward strategies.
3. -Review key features and benefits of your new product or service.
4. -Determine Target Market(s) and available list sources, which are critical for market definition. (List costs not included.)
5. -Review strategic methodologies and determine key influencers and decision makers.
6. -Develop message content and key questions for Market Validation Interviews of potential customers.
7. -Identify and prepare sales materials required. (Design and printing costs not included.)
8. -Initiate 100 Market Validation Interviews on your behalf with key decision makers.
9. -Host Focus Groups, as required.
10. -Gather and assess data obtained during Market Validation Interviews and produce a Final Market Validation Report.
11. -Host an Assessment Session to determine the go/no go decision and the future direction, which may result in closing any sales resulting from this process, garnering startup funding, if required, and outlining the revenue generation program.

Our plan is to determine how qualified each decision maker conversed with is for buying your new products and services.  With each contact we will encourage the decision maker to accept and review your sales collateral material, as determined in our strategic planning session. We will host one-on-one sessions and/or focus group meetings to gauge the prospects’ interest level and help determine potential price points as part of our Market Validation Program. At the conclusion, we expect to have prospects ready to BUY your innovative, new products and services.

Contact our Live Support to ask questions:

BUILDING ENTERPRISES, INC.
To start your BE Acceleration Program, call: 713-867-9010.
© 2011 BEI. All rights reserved.

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Experts developing the best solution to increase sales for your company

In these tough economic times we have found that many of our prospects have been laying-off staff and find it hard to contract out many of the tasks that they have just cut.  As time goes on it is critical that companies begin to refocus on their target market and get out in front of their competitors before their prospects begin to purchase again.  In many cases it is too late, because of their lay-offs.

Building Enterprises has been providing outsource sales services since 1982.  We recognize that our prospects have been reluctant to sign long term contracts during these economic times.  Thus, we developed this Right Start Program to allow our prospects to;

• Get back into the market place as quickly as possible and
• Not have to make an initial long term commitment to our normal sales enhancement services.

Our Goal in this Right Start Program is to establish a relationship with sixty (60) key decision makers for you and your sales staff, to lead further down your established sales process.  The cost of this Right Start Program is $6000.00.  For this fee Building Enterprises will consult with Client Company as described below and implement the initial stages of a sales program by Establishing a Relationship on our Client Companies Behalf.  If only 10% (6) of these leads close our clients will more than get their return on this investment (ROI).

In our Right Start Program we will help our clients get refocused, restart or accelerate their sales efforts.  Within the program we will, on behalf of our Client Company;

1. Host a Strategic Sales Planning Session to refocus their sales efforts.
2. Review key features of our client’s organization, business, features and benefits of the client’s products and or services.
3. Determine Target Market and lists sources available.  Client will provide or purchase any lists required for this program.
4. Review Strategic Selling methodologies and determining key influencers and decision makers.
5. Develop various levels of lead qualifications.
6. Develop or review existing sales process and scripting for various levels of qualifications.
7. Determine and Identify needed sales materials required for each selling stage.
8. Develop the content of the message and questions to be conveyed to the potential customers.
9. Initiate 60 key conversations on behalf of Client Company with Key Decision Makers.
10. Coordinate the next logical sales steps with these individuals contacted.

In our initial call we will call developed prospect list as contract employees of Client Company.  With our developed message we will ask qualifying questions and establish you and your company’s initial relationship with 60 of your targeted prospect companies.  Our intent in our initial conversation with Clients Prospect is to determine how qualified each decision maker is for our Client Companies products and services.  With each contact we will encourage the decision maker to accept and review client’s collateral material as determined in our strategic planning session.  We will coordinate the handoff to our clients at this point and here on it will be up to our client companies to follow-up and complete any potential sales from any leads developed during this program.

Contact our Live Support to ask questions:

BUILDING ENTERPRISES, INC.
To start your BE Right Start, call: 713-867-9010.
© 2011 BEI. All rights reserved.

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Helping companies increase market penetration

How Our Selling PODS™ Work

Our Selling PODS™ system provides all the advantages of outsourcing, but it is much more than that. It is a co-op based on “Leverage By Sharing.” Just as several small businesses might share purchase expenses and ownership of a software system or photocopier, giving each participant access to the best available technology at greatly reduced cost, Selling PODS™ help companies increase market penetration by sharing a sales team with four or more non-competing businesses in the same market. We provide the VP of Sales and—as shown in the diagram below—the Sales Management and Outside and Inside Sales teams, along with various Media & Channel Sales marketing services.

…

What Our System Will Do for You

Selling POD™ Members, represented by “peas in a pod” in the following diagram, each offer a different product or service; but all share the same set of prospects. By dividing costs among participants rather than requiring each company to support its own sales and marketing team, a POD can reduce each member’s sales budget by as much as 75 or 80 percent.

And there are other advantages. The Selling POD™ arrangement provides extensive opportunities for cross-selling and referral trading. Participants are connected to their target markets—and to each other—through specialized-content websites, social networking, and other shared services which maximize leverage and collaboration.

Our History—and Our Plans for the Future

Building Enterprises has been developing sales programs for business-to-business (B2B) companies in various industries since 1982. Our almost thirty years of experience includes work with (among many others) petrochemical, geosciences, and manufacturing specialists. Check our Clients’ Success Stories page to hear from our other clients about the roles we played in their selling success; then contact us for a list of additional testimonials.
Currently, Building Enterprises is putting together several new Selling PODS™:

• Turnaround, Shutdown & Maintenance POD (targeting the Refinery and Petrochemical market)
• PetroComputing POD (targeting the Upstream Oil & Gas Software market)
• Financial and Tax POD (targeting CFOs at mid-sized organizations)

To join one of these, to start a POD designed to your own needs, or just to learn more, contact us at 713-867-9010 or send a message to Buddy Rhodes at brhodes@beweb.us

Contact our Live Support to ask questions:

BUILDING ENTERPRISES, INC.
To join a Selling POD call: 713-867-9010.
© 2011 BEI. All rights reserved.

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