I'm currently bootstrapping my startup with what I can save from my day job. The biggest business related expense I have is my sales force, a sales outsourcing service that over promised and under-delivered. They claimed to be a full service sales outsourcing solution, but have amounted to nothing more than a half-assed lead generation service. My concept is great- it's a product and a service, margins are hyooge, interest is high, but there don't seem to be any closers in the company I hired. What's the next best approach short of paying 7k/month (which I can't afford) to hire a real sales outsourcing service? I've tried commission-only sales reps off of CL but they all jerk around because they're not getting a base pay and lose interest within a few days. Maybe I should break down and pay one of them hourly+commission? I've also tried selling it myself, which I'm still doing with the leads I get from the SoS, but like I said I have a day job and can't sneak away to make calls very often.
Nobody's funding, so that's not really an option (though I am pursuing it on the side on the off chance that I get a bite). HALP!?!?!? Thoughts anyone?? I'm becoming increasingly frustrated as I continue to accrue business related expenses, yet have no supporting stream of revenue, save the day job.
How to generate sales?
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Re: How to generate sales?
#2Unless you plan on hiring someone to work for you (not some outsourcing deal, but an actual employee, or a sales person on commission who you can get excited) I think you should focus on selling it yourself, since you know it best, can gauge the quickest whether it's actually sellable, and you're passionate about it - the most important thing!
You can always outsource the sales later once you've figured out the best techniques, the most common objections, etc, and can instruct an outsourced team on those issues.
So where do you find the time to do this for real if you have a day job? Take a week of vacation time as soon as possible and work your ass off during it. If the margins are huge and interest is high and you can sell it well, then keep doing that and quit the day job.
Re: How to generate sales?
#3Read _Ready, Fire, Aim_, one of THE best business books ever.
http://www.amazon.com/Ready-Fire-Aim-Million-Agora/dp/047018...
YOU are the only one properly motivated to sell. You have to do it, until (at least) you have it down to a science. Then you can teach that science to others.
It's hard hard hard hard work. I hate marketing and sales. But you have to do it.
Re: How to generate sales?
#4Can I ask what you're selling?
Re: How to generate sales?
#5I can give feedback (have been in sales for 5 years, have done quite well and am thinking about starting up a software startup with some friends on campus), but will need more info. Shoot me an email adammichaelc@gmail.com and send your number. We can set up a time to chat next week. I'm going out of town for the weekend.
Re: How to generate sales?
#6I didnt realize there were "outsourced sales services" - do you have any examples? Of good ones that may cost a bit more?
Re: How to generate sales?
#7Sell using email. Do it by phone. Don't blame your salesforce - if a company wants your product, they will pay for it, you don't need to hassle them with a sales force. If you are not getting any sales, even after people have been introduced to the concept, then maybe your concept is not perfect. Start asking the people who what is wrong.
And again, use email, so you can do this yourself.
Re: How to generate sales?
#8I didnt realize there were "outsourced sales services" - do you have any examples? Of good ones that may cost a bit more?
Weve used Elance.com and Guru.com for numerous different outsourcing projects beforehand, including sales.
To be honest though it does depend on location, having had salaried, salary + commission, commission only, remote commission only it really depends on the product and its location.
For example if you need a couple of calls to close a sale then its probably worthwhile to have regional specific sales reps (commision only) as it will probably end up the client wants to meet to close.
Price is also a big factor, try cold selling anything more than £100 ($160) over the phone and your gonna be up against it!
Re: How to generate sales?
#9You need to first develop a sales road map, and the easiest way to do that is to sell yourself. Find out what works, what doesn't. Only then will you know how to show other sales people how to sell, whether it's part of an internal team or outsourced. For a more complete rationale on this, I encourage you to read Steve Blank's "4 Steps to the Epiphany" which is all about how to develop customers.
-- Fred
Re: How to generate sales?
#10Since you are selling something, why you keep that as a secret here? Someone here might buy your product.
No hacker steals people's idea.