The world has become flatter than ever before. With a computer and an internet connection, you can do as many things from a corner office of your home as you can do from your office workspace in New York.
2020 has been a year unlike any other. With the world-shaking up to Covid-19, B2B landscape is also witnessing numerous transitions. Organizations are rethinking their go-to-market strategy and decision-makers are being more cautious. Attitudes about how to buy, what to buy, and who to buy from has changed.
Marketers are finding it difficult to engage with their large number of prospects. Organizations will require to have an insightful understanding of the target account and prospects. As an outcome, B2B companies have been eyeing research for their marketing campaigns as a viable option to stay on top of their prospects mind.
When it comes to supporting marketing teams and sales teams, does your organization have a remote research team i.e. a marketing intelligence unit that caters to your global marketing and sales teams?
Why do you need a remote research team?
Saving time and cost while maintaining growth
When every organization is adjusting budget and undergoing changes, they need to take significant actions to sustain growth. Since many B2B companies are prioritizing and de-prioritizing their target accounts or industries, having a remote research team can help. Working with a remote team can present you with an expert perspective without incurring a hefty charge.
Let’s suppose that on average, half an hour of sales research is spent by an individual from your sales team. This almost equates to 15 hours a month and 180 hours in a year. That is valuable time spent on desk-based research which could have been spent on outbound efforts and conversations with prospects. Research consultancy companies can support your data and insight requirements to power your sales and marketing campaigns. Sales reps and marketers can focus on having intelligent and meaningful conversations with their prospects.
Fueling existing sales efforts
Sales Research unearths nuggets of insight that can be quickly leveraged and used by the sales team to have more meaningful conversations. Leveraging customized research helps you become more buyer-centric through making your conversations more customer-obsessed. Moreover, research helps you build an understanding of customers to facilitate buyer-centric messages and communications at every stage of the buyer journey. Outsourcing of your research efforts means that you now have more time selling as well as more effective sales and marketing campaigns.
Achieving customization at scale
Along with understanding the Industry and Sector that the target accounts operate, research facilitates the hyper-personalization of content, messaging as well as conversations. Having an intel unit that caters to your global marketing and sales teams is an invaluable proposition that helps to build understanding and achieve customization at scale without worrying about time lost on selling and closing. Outsourcing sales research is creating a close of salesperson who does all the research and passes on the intel to the sales team that’s on the ground winning the battle of sales.
Final thoughts
Outsourcing research activities can fuel existing sales efforts, saves time and helps your sales team to focus more on selling. Outsourcing research helps to build understanding and customization at scale, as having an intel unit that caters to global marketing and sales teams means that B2B teams have a partner who will solely focus on helping them achieve their data and insight requirement. A remote research team will provide with a tailored approach to suit the requirement of the sales and marketing team by filling gaps and integrating years of expertise and knowledge to provide with a winning edge.