Category: Blog

We may be an ambitious and hungry start-up but we are anything but inexperienced. Collectively we have over 20 years of marketing knowledge and have worked with many businesses that struggle with marketing, both large and small within numerous industries.

Our experience has revealed that when it comes to marketing there are a number of circumstances that affect businesses and prevent them from really reaping the rewards that marketing can offer. We know that marketing activity can make a big difference to your business in generating leads, nurturing a sales pipeline and, importantly, creating revenue. For Roots it’s a matter of working smarter and delivering marketing that drives results…

We have identified the top 5 reasons why businesses struggle with marketing. So if you want to break through the marketing barriers experienced by businesses today, read on…

1. Strategy

Marketing has come a long way in the last 20 years; with advancements in technology there are now hundreds of ways to market your business. From hashtags to direct mail and search engine optimisation to email nurturing, there is a lot to get your head around and it’s difficult to know what works and what doesn’t. Is it any wonder business owners struggle to figure out where to start?

It may sound obvious, but like most things in life you need to start with a strategy and a plan. Working your way through all of the elements of a robust marketing strategy will help you to navigate todays marketing landscape and this will then identify what marketing tools to use, how to use them and when.

Your marketing strategy should highlight how you aim to build and nurture prospects and customer relationships for the long term. Identifying all the marketing activity that reaches out to your prospects, and guiding them through the sales funnel until you finally convert them into an engaged customer, a process known as Demand Generation.

2. Consistency

Even with a strategy in place and a better idea of which marketing tools to use, things will not be as straight forward as you think. As a business owner you will want to see instant results for the efforts of your marketing, but the best results come in time.

All too often we see companies panic and, in a desperate bid to increase sales, implement reactive marketing campaigns. In most of these scenarios, strategy goes out the window and time frames become unrealistic, as companies desperately try a whole range of activity to create leads and close sales.

The key to marketing is persistence and consistency.

If you have taken the time and the trouble to create a brand, and all the things that come with it, then the existence of your brand and offering deserves continued and prolonged attention. This helps your prospects to identify you and what you do in the market against your competitors. If you are also consistent with your messaging and marketing activities, your market will begin to trust you and when the time comes they will come to you for what they need.

Once you have a solid flow of consistent day to day marketing activities, it is important to keep trying new things, testing and measuring, learning and developing to improve the impact of your marketing and your results.

If you focus on using a mixture of proven marketing tactics to reach your target audience and produce marketing qualified leads for your sales team, you can start to prove the difference that great marketing can make on revenue.

3. Dedicated marketing resource

Marketing is one of the main areas of any business and as such should be treated accordingly. So many people don’t get started with marketing because they don’t have a dedicated marketing person to do the job, or it becomes part of someone else’s role.

There is so much to be done by a marketing team, and therefore marketing needs to be owned – implemented by someone who is going to get the work done. In order to be a success, it needs someone who can dedicate the time and resource to it, building knowledge about what works and what doesn’t.

Your dedicated marketing resource can facilitate implementing strategic Demand Generation techniques, to bridge the gap between the sales and marketing functions of your business, delivering leads that your sales team crave whilst also building your brand within the market. A Demand Generation strategy focuses on drawing in marketing qualified leads (MQLs) to your business who are already engaged with your brand. This helps align marketing to sales, who will be under pressure to seek out new opportunities, developing their own pipeline and convert sales qualified leads (SQLs) into new customers.

4. Time

Many businesses and business owners confess that they don’t have the time, or they don’t dedicate enough time to marketing. Business owners want to increase revenue and profitability in the most efficient manner but are quite often a central resource for many different individuals within the business. Detrimentally, in many businesses marketing lies at the bottom of the priority list and consequently is the last thing to get done, if at all.

Just like accounts or sales, marketing is an important business function and deserves dedicated time. You can have the best product or service in the world, but if you don’t spend time telling anyone about it by marketing it effectively, you’re not going to get the results that you’re looking for.

Demand Generation is a measurable strategy to invest in which will have an impact on both your marketing and sales departments. With the aim to drive leads into the business and to make an impact on your revenue. Delivering warm, MQLs directly to the sales team, allows the team to spend more time working on converting warm leads, rather than just prospecting cold leads which overall can save the business time.

5. Money

Many business owners think they need a lot of money to implement marketing activities, but surprisingly it doesn’t have to break the bank.

If you want to see ROI from your marketing efforts; you must trust and work from your strategy. By investing in a dedicated resource, you can ensure momentum and consistency are maintained.

Born from a sales environment Team Roots understand the importance that marketing has on all teams within a business, especially those responsible for generating revenue. We understand that seeing ROI is important to you and how marketing can slot into your business to save you time. If you’re looking to partner with a company that delivers intelligent marketing with a sales attitude– give us a call on: 01392 796702 or email: contact@roots2market.co.uk. Visit our services page for more information on the services that we offer.

On a daily basis, prospects are bombarded with generic sales and marketing activity from businesses claiming to solve all of their problems and offer services that are tailor-made to suit their individual needs – but are businesses communicating their value to prospects, or are their voices drowning in a sea of sales noise?

Prospects can now find all of the information that they need to make a purchase online, be it through web searches or social media, so it is vital that all marketing activity has a clear message that stands out. With more tools than ever at their disposal, businesses should drive prospects through the sales pipeline with targeted marketing that engages, hooks and helps sales teams to convert them. The easiest way to do this? Simply tell your prospects how your product or service can be of value to them, as an individual.

At the end of the day, buyers are only interested in the value of a product or service – does it help them to achieve a goal or solve an issue? Whether you’re sending your prospects an email, speaking to them via telemarketing or directing them towards content that you have written, tell them exactly what you offer and how it solves their problems. Your offering may be ground breaking and exciting, but if you don’t communicate its value and how it can help them, they simply won’t be interested.

An inability to communicate their Value Proposition is one of the biggest inhibitors to businesses when looking to attract new customers and reach sales targets, with only 24% of organisations agreeing on the definition of their target audience. So how can you avoid that and make your value known?

1. Understand your offering: Make sure that you and your sales team have a clear understanding of exactly what value your offering can bring to your prospects. If you and the people selling your product or service don’t understand the true value of a product, how will your prospects?
2. Be customer-centric: Before even attempting to market your product or service and begin the sales process, it is vital that you know your target prospect inside and out – what are their pain points, industry, business size, etc. When you truly understand your target audience, your sales approach will appear more personal leading prospects to trust you and take the value of your offering seriously. This allows you to engage in proper conversations and address problems a potential customer may not be aware they were struggling against. By making every effort to show you understand them, you may just go that one step further than a competitor that they are also talking to.
3. Hire well: If you want to demonstrate the value that your product brings, then you need to ensure that the right people are delivering this message. You need to attract, train and retain exceptional sales people. Ask yourself, would you trust your sales team if they were selling to you, do they engage you?
4. Use the human voice: Encourage your team to use their voice well. By this we don’t mean having endless conversations but having quality, credible conversations. Are they assertive, demonstrating their knowledge with a confident voice? Or do they lack confidence and allow upwards inflection to creep into their voice and make it sound like they are questioning what they know? If the sales person sounds doubtful in the value of your product or service, the prospect simply isn’t going to buy into what you’re selling.

If you’re looking for a confident, driven sales team to communicate the value of your offering to prospects, get in touch today. Email: contact@air-marketing.co.uk or call: 0345 241 3038

61% of marketers say generating traffic and leads is their top challenge, with 37% of salespeople admitting that they struggle most with prospecting. The growth of a business is reliant on the consistent momentum of sourcing and following up leads, but not every business has the resources to do this in house. For many businesses, outsourcing a Lead Generation campaign is the next logical step.

When enquiring about a Lead Generation campaign with us, a business’ top question is often, “when will I see a return on my investment?” The most important thing to remember with any campaign is that no two are the same. On average, the time frame in which a business will see a return is 6-12 months, however, some of our clients see returns as quickly as 1-month in. Ultimately, campaign outcomes and ROI will be totally unique to you and your business.

Making your Lead Generation campaign a success can be impacted by different criteria including, but not exclusive to:

• The journey of your customer – How long does it take to engage, nurture and close your prospects? If your sales cycle only tends to last a couple of weeks, you will see ROI more quickly, however, if your sales cycle takes months or years, this will inevitably delay the time in which you begin to see ROI.
• The average cost per order – Once closed, how much is the sale worth? If, for example, your product has an upfront value of £10s of thousands, you may see ROI quicker than a company selling products of a lower value per sale, or a subscription-based SaaS solution relying on residual income. That is however not to say that ROI won’t develop, it is more about being realistic on the scale and worth of your sales – look at your sales value, customer lifetime value and time to convert.
• Your ability to service your clients – When beginning a Lead Generation campaign, it is important that you have three things in place to support us and your prospects.

1. Define what a lead means to you. Is it a phone call, face to face appointment or setting up a demo, for example?
2. What are your qualifying criteria – industry, company size, location, decision maker position or contract end date window?
3. Have a process in place to handle and close the lead once they are qualified by us. We will focus on the qualification and passing the quality, but how will you close them?
4. Be the expert and have good product/market knowledge. It sounds obvious, but you need to know your market and products inside out, whilst our experienced team are able to offer prospects introductory information, it is your experience and knowledge that will ultimately seal the deal.

• Your data – If the data provided to us is cleaned and ready to go, we will be able to get the ball rolling quicker than if it needs to be sourced and cleansed. Moreover, if your data includes prospects that are already in the process of being warmed or nurtured, ROI will come quicker as they will be further along your sales pipeline. If you don’t have any data to provide/are looking for additional records, we can source this for you and ensure that it is CTPS compliant.

The key takeaway is that Lead Generation, like any other sales and marketing campaign, should be seen and measured as an investment and a business support. It is not a magic fix and there is no magic formula to calculate guaranteed return. Whilst we can forecast what can happen and make predictions based on your business and our experience, it will ultimately be dependent on what you want to achieve and the insight you can provide us with to get you there – from there we can take your goals and run with them.

Are you ready to take your Lead Generation and sales goals to the next level? Talk to Air, the award-winning agency who are disrupting the market. Call 0345 241 3038 or email contact@air-marketing.co.uk

To put it bluntly, if you don’t invest in marketing, you won’t make progress. You may have the next big product, but without any marketing activity you will reach a standstill. From small start-ups to big corporations, every type of business in every industry can benefit from the increased brand awareness and heightened sales that marketing activity can bring. You only have to look to major companies, such as Apple, to see big business returns that come from one simple tactic – make a great product and market it well.

We know that sales are important to business success and that marketing is often an afterthought, or an add on when times are good, however with at Roots to Market, we combine sales and marketing. We call it marketing with a sales attitude and we provide sustainable brand awareness and delivery of marketing qualified leads.

What can marketing do for you?

• Increase sales – When you invest in marketing your business, you invest in your business success and future profitability. Customers like to absorb information about a product as they make their way through the buyer journey, so it is key that you advertise your products or services. Using these advertisements, you can test, measure and refine your offering very quickly. This allows you to tightening your marketing efforts and, ultimately, obtain better results.
• Raise brand awareness – Raising awareness is vital, so don’t be dismayed if sales aren’t instant. Customers may see an advert many times before they make a purchase but without putting marketing materials out there, they won’t see you at all. The markets are crowded, so it’s vital to make yourself heard.
• Understand your metrics – Even if a campaign doesn’t reap amazing returns instantly, it will have provided you with vital data which will, in time, put you in the position to grow your sales. From understanding how much to bid on an advert, to how long your average customer takes to buy, understanding your metrics is key.
• Build trust – You wouldn’t trust a total stranger with your money, would you? No, so why would a customer trust someone who has no presence? Customers will want to get to know you as a brand before even engaging with you, let alone making a purchase. The earlier you market your business, the longer your audience will have to follow your story and buy into the brand.

At Roots we have the advantage of being closely aligned to our sister company, Air Marketing Group, who specialise in outsourced B2B sales. Born from a sales environment, we are a marketing agency with a sales attitude and our results speak for themselves. Unlike other marketing agencies, we don’t solely focus on the ‘fluffy’ aspects of marketing. Whilst we know that those elements are important to build you up as a business, we integrate proven marketing tactics into activity to achieve not only brand awareness but also marketing qualified leads, including targeted content creation, intelligent direct marketing and lead scoring, so that you know exactly where prospects are in your pipeline and how likely they are to convert.

So, how can our marketing services help you? Here are just a handful of examples:

• Social Media – Having a social media presence is a sure-fire way to grow brand awareness. As consumers are turning to social media and the internet to conduct their own research before making a purchase, it is vital that you have an online profile of some kind, even if it is just a space to push company news and updates. In fact, 91% of marketeers say that they noticed an increased in their brand visibility by spending a few hours a week on social media. We know how to get you started and implement a social media plan that gets you to where you need to be, a recent client saw a growth of 3122% in their prospect reach on Facebook.
• Email Marketing – Email is a faithful friend of ours. Whilst some people may see it as a dated means of communication, now that many companies are investing spend in social media marketing, 73% of millennials prefer communications from businesses to come via email. Email marketing is an adaptable and engaging way of communicating with potential and current clients. Whether you are looking to introduce yourself or nurture warm leads, email marketing is a direct way of getting your product in front of those you want to see it. Our team will get you seen, in a recent email campaign, for a client looking to target the health sector, we beat the industry average open rate and secured them 50 opportunities to nurture.
• Marketing strategy planning and implementation – In order to get your business to where you want it to be, it is vital that you have a plan in place. According to Professor Richard Rumelt, there are 3 key elements to reaching your goal; diagnosis (what is the challenge you are facing), guiding policy (how will you deal with the challenge) and coherent action (what will be done to achieve this). We can help you come up with a solid plan that will gain tangible results for your business, in fact we did just that for our sister company, Air. With a marketing strategy in place that was implement by us, they saw a growth of 245% in just their second year of trading.

If you’re looking to invest in intelligent marketing that drives tangible results, get in touch with Roots to Market today. Call 01392 796 702 or email contact@roots2market.co.uk

You have a great product or service and you’ve been making good inroads with your sales and marketing activities; however, you’re still experiencing a cycle of revenue highs and lows. If you’re looking to expand your client base and maintain a more consistent flow of quality prospects, to convert into paying customers and bring stability to your business then read on.

Having a strong relationship between your sales and marketing team is vital. Yet, some businesses still find it hard to align these two very important functions of the business, in some cases, they are run completely independent of each other.

Organizations with tightly aligned sales and marketing functions enjoy 38% higher sales win rates. From the types of people that sit within the departments, to their approach to technology, the contrast between sales and marketing teams can sometimes cause friction and can put unnecessary strain on your business. With them not working together, you won’t be able to expand your client base and nurture quality leads, which may turn into high paying customers.

Here are 5 things you can implement to align your sales and marketing teams for greater business success and a more enjoyable working environment:

Communication

It is important that sales and marketing have a great relationship, how do you encourage this? By ensuring the lines of communication are kept open.

Make sure the two have ample opportunity to talk to each other. Sales should be aware of what marketing activities are taking place and marketing should be aware of how sales are going to activate the marketing. B2B companies’ inability to align sales and marketing teams around the right processes and technologies costs 10% or more of revenue per year. Any conscientious marketing team will be asking “what can we do to make the job of the sales team easier?” Sales on the other hand should be thinking about how and what to report back to marketing; which assets are working and is there any valuable customer feedback? 60-70% of B2B content created is never used. In many cases, this is because the topic is irrelevant to the buyer audience

Technology

Has your business evaluated the tools it’s using to ensure they are helping everyone, and more importantly, is everyone using them? Today’s sophisticated technology offers real time data and functionality to support multiple ways of working, from the way you access it, to the way you use it. From this data, your business can gather really intelligent insights to prospects and customer interactions.  Companies that automate lead management see a 10% or more bump in revenue in 6-9 months’ time.

As long as your teams are trained to use these tools and understand their capabilities there is no excuse for your sales and marketing teams not to be aligned in using the same technology. Ensuring both teams are making the best use and are working within the preferred platform will offer a deeper, richer level of reporting, improve the lead-management process, customer experience and the day to day running of your business.

Strategy

Is there a clearly defined strategy? Are both sales and marketing aware of this strategy? The business and its teams have got to know what you’re selling, how you’re selling it and to whom.

Understanding your ideal customer is the first fundamental step in a successful strategy. Developing buyer personas and getting them right will enrich the work that follows. Until you can nail down your ideal customer profile and what you can offer them, there is little point moving forward, as this forms the platform for all of the work that follows. 71%of companies who exceed revenue and lead goals have documented personas. Once you have this in place you can target the perfect customer, get prospects to engage with you online, build brand awareness, direct traffic to your website and build an online community around your business.

Goal Alignment

At the very least sales and marketing should be working towards the same goals. Both should have visibility of the strategy and targets, with plenty of opportunity to communicate between the two on activity, successes, the ideal customer journey and campaign dates and timelines. Companies with “dynamic, adaptable sales and marketing processes” report an average of 10% more sales people on-quota compared to other companies.

In essence marketing should be setting up sales with leads who have had some touch points with your product or service. Aligning any messages and content to enable sales success. If sales do not know how and when to activate the marketing work, then everyone’s efforts are in vain and the opportunity may be missed. Aligning your teams and their efforts like this will ensure any activity will be visible and dealt with efficiently, resulting in closure one way or another.

Quality over quantity

Are the leads being generated meaningful and of a high quality? In an ideal world marketing should only be passing over high quality leads that are sales ready and match your ideal customer profile. However, some leads, whilst they may look good on paper, through further investigation and an initial phone call may not be right or may need further nurturing. 61% of B2B marketers send all leads directly to sales, but only 27% of those leads will be qualified.

Relying on your technology to help pipeline these leads and ensure that you keep your business at the front of their mind until they are ready, becomes an important part of the process. Highlighting the importance of the technology you use and how thoroughly your teams are using it. 18% of salespeople don’t know what a CRM is.

Marketing qualified leads are only part of what will be going on behind the scenes. Marketing should also be proactively targeting the companies that you want to do business with, nurturing these prospects to generate leads and to create opportunities that help you to meet your commercial objectives. Sales should be ready to pick up on this and continue nurturing prospects.

To be truly successful, sales and marketing must align, working to support each other. Behind every great sales team there is a set of marketing processes and principles being implemented. For your marketing activity to be truly successful there must be a sales process ready to activate it. Alignment of your sales and marketing will in turn bring business success and increase your revenue.

At Roots we are very lucky to have a great working relationship with Air Marketing Group, our sister company and award winning outsourced B2B sales and acquisition specialist. Meaning, that as well as having the skills and capabilities to merge with your own sales team, we can also integrate Air into your company if required.

If you want to align your sales and marketing teams, but don’t have the resource or expertise in-house, get in touch with us and we will help you to create an undivided sales and marketing function for your business. Give us a call today on: 01392 796 702 or email: contact@roots2market.co.uk

Running a business is a constant learning curve. It will always involve a juggling act, as one plan lands another will inevitably be up in the air. Sometimes, it pays to admit that you can’t do it all and look towards outsourcing to help.

At Air, our team are experts in outsourced business development. Our services offer you a powerful route to success, providing impressive ROI and your own ‘plug-in’ team. We’ve worked with all kinds of businesses, local and international, big and small,  from Funding Circle on a national scale to PAHS, a local client in Devon and also the likes of  Oxygen in Bermuda. We are an adaptable and dynamic company, offering an array of services including appointment setting, multilingual telemarketing and inside sales to name a few.

Are you ready to feel the benefit of working with us? Call us on 0345 241 3038 or email contact@air-marketing.co.uk, today!

People prefer visual content. Attention spans are shortening. People don’t read anymore. At least, that’s what we’re told. So, do words really matter in modern marketing?

Words, of course, do matter. Language is still our primary form of communication, particularly when we have to put across information that needs any significant level of reasoning and interpretation.

The digital revolution has left us inundated with information. Attention is harder to earn and to keep and you have fewer words to get your message across. Doesn’t this mean that each word you choose matters more, not less?

Strangely, written content is usually the part of a website project that gets the least attention. Pictures, graphics and colours take up more meeting time than the tone, meaning or impact of the words that fill the spaces. And deadlines seem to matter more than quality when it comes to regular content publishing. Brands are missing important opportunities to be better connected and more persuasive.

What Do Your Words Say About Your Brand?

Every piece of written content, whether it’s a web page, blog article or social media post is a representation of your brand. If you thought that people were forming a judgement about the likely experience of working with you from what they were reading, would that make you choose and organise your words with greater care?

Content has to be useful and connect with a defined audience. Ideally, it should move people towards taking action. This isn’t a five-minute job.

Emotion in Marketing

Our buying decisions are much less rational than we like to admit. Effective marketing (both B2B and B2C) has to engage our emotions. You can’t hope to do this without finding the right words.

And when people have to rationalise or justify their buying decisions they need words that are concise, targeted and easy to digest.

Content Quality and Search Rankings

Content quality matters if you want your site to perform well in Google searches. Google wants to serve up the most useful, relevant and trustworthy search results to its users. If Google stops being the go-to place for information and answers they won’t be able to earn so much from advertising.

So, Google’s ranking algorithm smiles favourably on content that is original, well written, authoritative and relevant to the audience (based on the search they made). It will downgrade sloppy, unoriginal, irrelevant content and anything that looks like it was written to game a search engine rather than for people.

Words and Pictures

Maybe video is the chosen medium for most of your marketing content – that’s all about images, right? But even here you are likely to have text displayed on screen or a voice-over that has to be scripted. These too, need carefully chosen words to be effective.

There’s no getting away from it, words really do matter in the battle for attention that is modern marketing.

 

Guest blog by Richard Hussey, https://rshcopywriting.co.uk/

Ethical selling is not often something which springs to mind when people picture a sales person. Only 3% of people asked trust sales reps, so it’s not surprising that businesses can be reluctant to outsource their sales to an external team that they don’t know on a personal or professional level.

However, at Air we want to change that. We want to show that the vast majority of professionals in the outsourced sales industry are trustworthy people, looking to help businesses develop and grow. Of course, we have targets to meet and we are ultimately accountable to that, but what actually drives Team Air is people and, more importantly, our ability to build relationships with them.

From day one we are upfront and honest with both our clients and prospects, we base our entire sales journey on ethical selling. Offering a consultative approach, we work with our prospects and clients to help them to make smart businesses decisions.

We know it’s all well and good to hear us saying that, but let’s break down how we achieve it:

• Realistic campaigns and goals: If a prospect approaches us and we know that they simply can’t afford to work with us, or at least can’t afford to work with us in the way they want to, we tell them. We will never sell our services to a prospect who doesn’t stand a strong chance of generating tangible success with us, whether that is through ROI, conversations with decision makers or leads. That’s not to say that we won’t work with them full-stop, but we will arrange further conversations to better understand their budget and goals. From this, we either recommend a reduced campaign or other approaches that may work for them – such as digital marketing, utilising the services of our internal marketing company, Roots to Market.

• Transparency: At Air, we don’t just take your money and run with a campaign – we want you to be involved at every stage. When you express an interest in starting a campaign with us, we will invite you to the office to meet the team and view our office culture before you even start working with us. From there, you will be invited in to assist with the training of your dedicated dialling team and provide insight as well as getting a clear understanding of our approach. As the campaign runs you will receive weekly reports and calls as well as having access to our live time reporting system in the client portal.

• Accountability: Our campaigns are driven by learnings and so the strategy or approach may change throughout depending on the results that we generate. However, through your weekly calls and reports you will be made aware of this and able to see our reasoning and the difference in results. As well as reports, you also have access to every call made on your campaign, upon request, so that you can listen to how we handle your calls and prospects, ensuring that you are happy and can voice any concerns or questions that you may have.

If you are looking for an outsourced sales team, who place an emphasis on ethical selling, get in touch today. Email: contact@air-marketing.co.uk or call: 0345 241 3038.

As your business grows, you’ll find yourself having more and more conversations (both in person and over the phone) with potential leads. Whilst this is great news and shows that your business is developing good traction, do you really have the time to sift through all of those conversations to find the diamond in the rough? Unless you have an in-house sales team, the simple answer is probably no.

In order to close qualified leads, you need to be able to spend time talking to prospects after the initial stages of the sales cycle. This is where outsourced Inside Sales comes in.

Some people may be dubious of the benefits of inside sales at first, asking, “is it not just telemarketing?” Whilst both are predominantly phone-based selling, they deal with opposite ends of the sales cycle. Whereas telemarketers are often cold calling and forming a first point of contact between a business and potential client, inside sales reps act as a final touchpoint, being the ‘expert’ and nurturing or closing warm leads.

With continuous developments in technology, inside sales is growing 15 times faster than field sales and buyers are becoming increasingly comfortable holding remote conversations and making remote purchases. But how does inside sales differ from traditional sales? And how can it become your secret weapon?

1. Location

Similar to telemarketers, inside sales reps work in the office, contacting their leads via phone, email or video calls. This method of sales is both time and cost effective when compared to field sales reps who may find themselves travelling up and down the country attending dinners, presentations and meetings.  By having your sales team all in one place, they are always contactable and not prey to delayed transport or miscommunication of locations.

2. Technology

Customer Relationship Management (CRM) tools are vital in assisting inside sales team and ensuring a smooth sales operation. In having a CRM assisting your sales, all prospect information, campaign updates, messages and appointments can be kept in one place and visible to both your team and yourself. Also, if you do choose to employ both inside sales and field sales, your inside sales can do the ground work and then pass key information on to your field sales team. At Air, we also offer full reporting. We understand that it can be daunting to outsource your sales activity which is why we created a unique client portal where you can see your campaign and it’s results in live time.

3. Scalability

You may have the best field sales rep in the world or be amazing at closing yourself but if you’re generating a large sales pipeline, who is going to manage all of those leads.  By having inside sales reps that work as a first touch point, a relationship can be built and solidified before you or your field sales rep gets to the prospect. It also allows you to reach a broader audience, even a global one if you see your market growing to that extent. Team Air are experts at holding conversations with senior decision makers in businesses of all sizes and locations – we’ve even worked with a company in Bermuda.

At Air, our inside sales team is driven and dedicated to getting you the results that you want, often exceeding expectations. If you feel that you could benefit from working with our expert team then get in touch – call: 0345 241 3038 or email: contact@air-marketing.co.uk