Questions

Being skilled at analytics, product development and inspiring people I am not that good at sales. I have a great software developers team, proven track record and passion to do what we love. It's a small focused team and we can't afford a full-time sales person in US. Odesk and Elance are more about extremely low-cost and short-term projects - we bring real value and have higer rates than Indian devs. How can I find a long-term commitment?

Build a strong lead generation and sales.

● Outbound marketing like b2b inquiries to potential clients via LinkedIn (active sales) is your key tool to start a conversation.
● Inbound marketing has a supporting function: write articles, give free advices and participate in conferences as speaker. Could be also free or paid trainings to attract attention.
● Sell your expertise, not the hours. Promote key employees (service providers in your company) via video, posts and photos on your website.

Thinks about your unique trade proposal. What differs you from the other thousands of similar companies?

As an example: I noticed that outsourcing companies are very slow in quotes and feedbacks so we made a key focus on fast replies for one of my clients, so it was a successful strategy.

Read more about sales strategy in my blog here: https://medium.com/@ganja_agency/key-factors-of-successful-b2b-sales-for-a-small-it-company-8fc9bcbb690b#.b2m2ydbfk


Answered 7 years ago

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