In order to help clients expand their business by increasing their sales volume, a business consultancy, as a sales agency, analyses the client’s solution, product or service (in our case, mainly software / SaaS) and looks for the best strategy and the best market to sell it in.
Once the internal commercial consultancy process has been completed (the client’s situation is known, their commercial needs are known and the product is well understood), the commercial consultancy or sales agency moves on to action; firstly, the ideal market and target clients are determined, as well as the decision-makers to be addressed, and a commercial pitch is created with which to approach them.
From there, the field work begins: sales. Market prospecting is carried out and the commercial activity as such is developed. In this case, it is worth highlighting the different commercial models; for example, at Springboard35 we offer 3 types of sales or commercial outsourcing models or services:
BDM (or Business Development), where the entire sales cycle is covered, from initial consultancy, to prospecting and obtaining leads and meetings, to closing the sale. This model is ideal especially for products with high ticket volumes and long sales cycles.
SDR (Sales Representative or prospecting salesforce), where the commercial work is limited to market prospecting and the acquisition and qualification of leads until the closing of a first meeting; for the SDR or Sales Representative, the sales cycle ends here.
Channel development (or partnership management): many technology companies prefer a commercial system based on the development of sales channels, whereby other distributors (ISVs: integrators, technology consultants, resellers, MSPs, etc.) sell or distribute their solution, thus accessing the entire customer base of that distributor and reducing commercial costs as well as speeding up the sales process. This type of sales model is based more on the search for strategic partners than on the search for end customers.