The Developer as a CEO Dilemma
Building a startup begins with an idea that needs to materialize into a tangible deliverable. Often times, what happens at this level is that startups are founded or co-founded by technical minded folks that develop their idea into reality.
The bright minds that start and develop these companies have this blissful idea that their product, whatever it may be – SAAS, app, software – will sell itself. That prospects will simply find the product online, that they will be so delighted and believe that they must have this product through a free online demo that they will become customers without assistance. That the product is so perfect and that the prospect and world needs the services so badly they will simply spend all the energy as good or bad or in-constant-development the product is.
False. As these startups start to mature and grow from one or two founders to several folks through organic growth of a few customers. This usually still happens with some form of advertising or top-of-the-funnel work by word of mouth or social media marketing. The consumption of the product creates enough growth to hire a few folks and create just enough pressure that revenue and the need for growth becomes a must have vs. a nice-to-have.
When this reality sets in and the fact that CEO’s of these startups realize their product is not perfect, needs assistance selling itself and ultimately getting prospects to sign up and existing customers to grow – quickly – they start looking for help. Their inexperience on the sales and business side makes them realize the hard truth. They need sales people, they need to generate demand and build a sales machine. But, they have no idea how and are often intimidated by it.
This is where we can help. Code2Revenue will help you build your sales machine and sales science. We come in and will show you how it’s done, build demand generation, teach you how to make it repeatable, predictable and programmatic. Help you build inbound, outbound and channel revenue engines. Much like developers are experts at building the product and application we are experts at building a revenue engine for your business. Leave it to the experts and hold us accountable – we will deliver.
Why You Should Be Outsourcing Sales
Many times, a starting business doesn’t have the time or resources to custom-build a sales team. They seek in-house solutions, by either trying to piece together a group of sales professionals, or assigning an existing employee an additional task to juggle on top of other responsibilities.
Coincidentally there isn’t one way to better grow your business’s sales. Approaches to growing organically versus inorganically vary from business to business. From our experience, a strategic hybrid marketing solution (both organic and inorganic) is the way to go.
One asset to having an in-house sales team is they become ingrained in your service, product or software. The problem with assigning in-house employees an extra job is that they may not have a definitive solution to sales. Or they may not have time to manage all of their responsibilities with appropriate time allocated to each job. Not to mention, applying in-house solutions removes the company’s team members from focusing on what they do best: delivering products and services.
Typically, big companies prefer hiring an external sales team to handle strategic sales development and management, while small companies focus internally on an organic approach. But both avenues are open to either method. The key is creating a strategy that fits your business perfectly and aids in the expansion of becoming a stronger company in the long run.
The question to ask yourself as a commencing entrepreneur is, “What are my priorities when it comes to building my business and raising my sales?”
“Do I want to turn my business into a big one?” Or “Do I want to expand my already well-established product, service, or firm against competitive offerings in my area?”
Here at Code2Revenue, we believe there are several reasons small businesses should hire an outsourced sales team, no matter what phase you’re in. Here are our top three:
- On Demand sales development– Receive resources as you need them without the headache of managing sales activities, pipeline and revenue. Seeing the art and science of a business model specific to your company may also help you prepare to manage it once you stop outsourcing.
- Team of experts who excel in sales leadership– Professionals who are 100% focused on sales. If you engage in trial and error for a sales strategy every decision you make could potentially cause an undesirable ripple effect.
- Creation of a sales strategy perfect for your business– There are 3 different revenue funnels; direct, indirect and organic. Every business is different and requires different skills and experience. Outsourcing can help you figure out which one is right for your business.
Once you have an established business strategy that works efficiently to build revenue, you can limit the number of programs you outsource. Employing this hybrid approach will help you save time and money by avoiding costly trial-and-error methods.
To start growing your business with the right, custom sales strategy, visit www.code2revenue.com or e-mail c2r@codetorevenue.com for more info.