🤏 Short version:
Because companies need active and consultative salespeople. Traditional solutions, like hiring a salesperson is sometimes too slow, non-agile, expensive, or risky solution.

🙌 Long version:

We help B2B companies from prospecting to closing a deal to sell quality products and services for a niche market. Clients already have happy customers and have been successful in their local market. They choose us when they need end-to-end sales help growing more or even opening a new market in fragmented Europe.

Our clients have niche products and target groups. It's difficult to increase sales by increasing only volume when you only have 1000 dream prospects in your market. They have previously tried SDRs, marketing tactics, focusing on SEO, and so on, but they always need help from a salesperson to create momentum to the deals and close them. Hiring is expensive slow and risky.

Also growing becomes increasingly difficult when trying to open new markets. In every new market, there is new local competition, cultural differences and a different language.

When delivering their services, our clients value customer satisfaction and experience over quantity. Also in sales, a salesperson needs to cultivate a consultative relationship with the customer. That’s why we are called consultants who sell.

Consultative sales work is a customer-centric approach where sales agents focus on understanding and addressing the specific needs and challenges of each customer. Instead of pushing a one-size-fits-all solution, salespeople engage in active listening, ask insightful questions, and use their expertise to tailor recommendations that align with the customer's business goals and market dynamics.

This method fosters trust, and long-term relationships, and is particularly effective in B2B environments where solutions are often complex and customized.

Is outbound still needed?

Yes - Outbound sales make sense almost always when you're selling something valuable. If you lean on inbound only, you will leave money on the table and grow slower than the competition, if at all.

Great prospecting is the difference between an excellent salesperson and a regular salesperson. It helps identify the right leads, maximizes your conversion and revenue, and reduces sales cycle time.

It is impossible to compensate for bad prospecting. If you contact the wrong companies or the wrong people, how you work at later stages in your sales process will not make a difference.

Once you have the prospects, it's time to make quality multilevel outreach!

Decision-makers at the ICP level, such as CEOs and directors, encounter numerous outreach attempts daily. Standing out in this crowded field requires focus and a strong belief you can help them. There is no "dream script" on this level, you need to tell them you have done your homework and have a good reason to call.

Potential clients are more interested in discussing their businesses with other smart people than listening to sales monologues.

A vital reminder: quality sales outreach should never depend solely on one communication channel.

In general, outreach attempts must:

Cold calling is the most universal way to reach customers and get a discussion going. Making cold calls may feel intimidating to some, but is an essential tool to master in quality B2B Sales.

As said before there is no "magic script". You need to have an idea of the customers' growth problems and teach them about our platform. This is a good example:

There are different ways to use email in B2B sales. For example

Even with our own sales automation, we keep the list super-targeted. This makes the list also short. High-quality sales automation has highly targeted 50 people in the list, who are contacted in multiple channels like Linkedin and E-mail, to ensure the results.

Whew, finally now we got that out of the way, we can focus on how to do personalized high-quality messages.

A great email isn’t talking about you. It follows a similar structure to a great phone call, although E-mails get far fewer responses, as well and you don’t get feedback from emails as quickly. Also, you lose the opportunity to challenge the customer and the tone of voice, you get on the phone.

We have compiled a list of tips for cold emailing, you can check it here.

Using videos in cold outreach for B2B can be a powerful way to make your messages more engaging and personalized. It shows you are willing to throw yourself out there and a majority of salespeople are not willing to make the effort. With a good process, you can pump out great videos in 5-10 minutes.

The script is the same as your cold call.

Okay, now we have covered methods. How do I put this into action?

Start the week with, for example, 10 new prospects. Using multiple channels offers the added benefits of each, and allows the customer to respond via the channel that suits them best.
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It's better to try to reach the prospect multiple times one week, than one time for multiple weeks. This model brings in the best results for active high-level outreach.

Optional: 1 - 2 activities next week (if the client is on holiday, for example).

Subject: Scaling in Europe - Platform for complex B2B sales

In our first meeting, our main job is to figure out if the client has sales problems we can help with. We do this together with the client, not just by ourselves.

We'll ask simple questions, really listen to what the client says, give them some new ideas to think about, and see if we can be useful to them.

This video is a good tutorial of asking difficult questions from a customer.

These questions help you to make the discovery. Obviously, you need to make them fit your tone of voice and your prospect's situation, but you get the idea.

1. Have you encountered difficulties in expanding your sales within Europe?

2. What alternatives have you previously tried to improve sales? For example,

3. Is fixing these sales issues a priority for you at this time?

4. Would it be appealing to you if we could match you with a suitable local agent, create a sales automation, and start selling next week?

💑 Last question - Do you want to start the free matchmaking? 💑

Often, a second meeting is unnecessary. However, when it does occur, it typically involves a larger group of decision-makers and focuses more on the problems we aim to solve. Often it is good to have a local sales expert in the meeting already describing the market and giving their view. By this stage, it's usually evident whether the client is ready to proceed with the matchmaking process.

The matchmaking meeting is around 30-minute meeting between a potential Sellai client and a fitting sales expert. ​Matchmaking meetings occur after a client has interacted with a Sellai sales expert and is well-informed about how our platform and service works.

At this stage, the client is already engaged in the sales process, but the deal isn't sealed yet. The burning question for them is: "Who will be the local salesperson to help me get new customers?"

It's common for the client to talk with 1-3 different candidates to make a decision. For sales experts it is also normal to get a new client from every 4th matchmaking meeting. So it's not a match every time, but there is a good chance of getting a client.

The contract will be issued through our Pipedrive system, allowing us to monitor the progress of the signatories. If you don't have access to Sellai's Pipedrive, we will assist you in drafting the contract and forwarding it to the client.