Business Process Outsourcing, Outsourcing Firms, Sales Management Solutions, Outsourcing Support, Outsource Your Sales ☼ Lighthouse Sales Group

SALES OUTSOURCING

For the cost of a mid level sales representative, our clients receive a holistic sales program that includes people, processes and tools not only aimed at initial sales success but more importantly, long term company viability. The Lighthouse Sales Group Sales Outsourcing program is a comprehensive go-to-market program aimed at crossing The Chasm.

Based on the solution focus and target market of our clients, we assign a Customer Vice President (CVP) that will lead the sales effort. The CVP is a proven Vice President in the high tech marketplace that will handle all customer facing responsibilities, work with your telemarketing group or with one of the Lighthouse Sales Group telemarketing agents, as well as your Marketing, Financial, and Professional Services organizations.

The CVP will manage the Value Sales Methodology process from start to close as well as the hand-off to professional services.

The following services are included:

Sales
Management
Sales
Strategy
All Customer
Facing
Activities
Target Definition/
Database
Segmentation
New
Client
Transition

SALES MANAGEMENT

As part of Sales and/or Telemarketing Outsourcing, every client receives focused sales management and sales operations management. The Lighthouse Sales Group sales management process has been proven over 20 years of sales success in the technology marketplace. A successful sales program is not only made up of sales and telemarketing representation but more importantly founded on proven techniques and processes that have been built by The Lighthouse Sales Group Executive Team. The key elements of Sales Management are:

• Sales Process Control
• Proposal Generation
• Sales Activity Monitoring
• Sales Activity Reporting
• Sales Performance measurement and evaluation

SALES STRATEGY

As defined in the Overview section, a sales strategy is made up of several factors including the delivery method (SaaS, Premise), pricing, market adoption, solution maturity, competitive landscape, etc. Once all of the key elements are defined, we work with you to define the sales process that will maximize sales success, minimize cost and shrink the sales cycle time.

ALL CUSTOMER FACING ACTIVITIES

Once a Sales Strategy is in place and the sales process is defined, each customer "facing" activity is defined and managed in The Lighthouse Sales Group CRM tool, SF.com, and by the Lighthouse Sales Group VP of Sales. From Initial qualification to close all activities are performed and/or managed by The Lighthouse Sales group Sales Team. Depending on the sales strategy, customer "facing" activities may be completed exclusively over the phone and via the use of web tools such as go-to meeting or in person with the prospective client.

TARGET DEFINITION /
DATABASE SEGMENTATION

Either working in conjunction with The Lighthouse Sales Group telemarketing team or your own marketing resources, target markets are defined and the CRM database is created/segmented to facilitate efficient, focused selling efforts. The Lighthouse Sales Group will work with you to determine what market segments are appropriate, and if there is a unique sales strategy required for different segments.

NEW CLIENT TRANSITION

Once a sale is made, the transition to the customer delivery organization, or professional services team, is conducted. The process of New Client Transition usually depends on the complexity of the product or service being sold.

	Outsourced Sales and Marketing for Emerging Technology Companies