Let’s assume that a typical sales person spends close to one-hour everyday doing research. That stacks up to 5 hours in a week, and in the range of 225-250 hours in a calendar year. Since the sales people’s hours come at a steep cost, why would you want your sales people to be doing ‘research’ instead?
Although research is a vital component of any targeted sales and marketing strategy, it is still a time consuming task that diverts away attention from selling to collecting information about your target accounts.
Now, what would your ROI look like? If your sales people could train a research team to think like them, extract just that piece of insight that’s needed, and the team continues to function as the ‘intelligence unit’ to your entire sales team.
This article will deal with the solution to the time consuming task of research and how outsourcing research to a vendor like Business Brainz would be beneficial to your organization.
Research as a vital foundation for targeted Sales and Marketing effort
Research is an invaluable foundation for any targeted sales and marketing effort, helping spark meaningful conversation with your target account as well as fuelling understanding of ideal customers. However it is time constraining and highly analytical task to turn the abundance of information that is available into insight.
Focus More on Selling
Simply put, arm your sales people with insight that matters, let them train their own research unit and give their ‘research-time’ back to them to focus on what they’re good at: Selling! To alleviate the time burden that salespeople face with regards to research time and effort would enable them to focus more on selling as opposed to simply information gathering. Outsourcing the research process would save valuable time for your salespeople, saving an estimated equivalent of 225-250 hours in a calendar year. Focusing more on selling as opposed to spending time doing research helps in the yielding of positive business results such as sales growth and winning of key accounts.
Other Benefits of Outsourcing Research
There are also other benefits that result from outsourcing research – such as Sales and Marketing alignment and achievement of higher personalisation levels. Customised research makes Sales and Marketing work together through generality of information which brings about co-ordinated Sales and Marketing activity with the same data and information they are chasing after. Also, at every point of interaction with target accounts, deep research powers companies to achieve personalized, even 100% personalized engagement.
Conclusion
Outsourcing research to a vendor like Business Brainz may be an option to the time dimension issue. Saving time for your sales people to help them focus more on marketing and selling would yield positive business results and would indefinitely satisfy the research requirements in place.