The Requirement / The Challenge
The company’s leadership realized that its traditional word-of-mouth marketing technique was ineffectual with the new virtual model, and that it needed to initiate aggressive outbound sales efforts in order to get back on its growth track.
The company did not have the expertise and internal resources to embark on an outbound sales campaign. Furthermore, managing a team for the purpose will deflect the leadership from its core competency of designing and facilitating training programs.
The company outsourced its outbound sales and social media marketing to Eastvantage. The latter built a Business Development team, starting with one Sales Executive and growing it to a team of three Appointment Setters and five Business Development Executives. The team worked on lead generation through various channels such as LinkedIn. The team also referred to an external database for the North America region, and was able to secure ten appointments per day beginning from the second week of operations.
By outsourcing to Eastvantage, the company was able to
- adapt to the changing business landscape within a short period of time
- expand its market reach
- exceed growth expectations
Outsourcing business development to the right outsourcing partner helps posture a business for growth.
For lean companies with little bandwidth to spare on non-core process improvements, having a partner with a culture of curiosity and experimenting also serves as a stabilizing force as they venture into new teams and new functions.