Outsource Sales and Marketing

“WHY WOULD I DO THAT?”

A typical 10 million dollar company might have 10 sales people. The annual sales and marketing budget might
be 15% or 1.5 million.

SITUATION
Out of the existing sales force 3 are under performing, 4 are average, and 3 are superstars. The sales reports and the sales forecasts originate from the sales people, which is not an objective perspective. Sales and Marketing functions are rarely synchronized.

THE EB SOLUTION
• Terminate the 3-5 weakest performing sales people.
• Outsource the client acquisition process to the EB proprietary system.
• EB will manage the process.

NAI Partners Commercial:
Jon Silberman, principal and executive vice president for NAI Partners Commercial, a real estate brokerage firm, has been using Enterprise Builders’ services for more than two years. Enterprise Builders provides call research and lead development for NAI.

“We give them criteria, make sure it’s understood and they make the calls. Then they qualify the companies they speak with to determine if they need the services we provide. We go from there. I don’t have time to do all the research to locate potential buyers; I want to focus my time on selling to qualified prospects,” Silberman said. “The leads that have been generated from our relationship with Enterprise Builders have contributed to $200,000 in revenues in two years — from a $30,000 investment. We expect to generate even more each year with their help.”




U.S. Design & Construction:
Tom La Faver, president of U.S. Design & Construction, has been using Enterprise Builders’ services for close to three years. U.S. Design & Construction supplies Enterprise Builders with a list of criteria for prospects. Those prospects are then called regularly until they’re ready to talk about making a deal.

“Their effort has brought some work in the door for us. Enterprise Builders works hard to keep our name in front of our potential clients,” La Faver said. “The people they employ are educated and communicate well. I have been very pleased with how they’ve handled our account. They know what questions to ask and when to call. We’ve been pleased.”

Certified Technical Services:
Jim Theiss, president of Certified Technical Services, a general contractor and fabricator in the petrochemical industry, has been working with Enterprise Builders for about seven months. Enterprise Builders offers cold calling for Certified’s potential customers.

“We provided Enterprise Builders with a list of potential clients with general names and numbers, and they did all the work. Once they found the decision makers and the potential customers were interested in Certified’s services, Enterprise Builders sent out written material to share more about our company. After that, they would follow up to ensure that the information was received and understood. Enterprise Builders followed up until it is determined that we would be a good fit for a prospect’s needs,” Theiss said. “We wanted to feel comfortable that Enterprise Builders could effectively represent an industrial general contractor. They’ve done a good job and have taken the time to learn about our company’s services.”




HydroChem Industrial Services:
Dennis Miller, a sales engineer with HydroChem, a provider of pre-commissioning start-up services, has worked with Enterprise Builders for more than four years. HydroChem wanted to outsource part of their sales process and chose Enterprise Builders for the job.

“Enterprise Builders follows up on leads we obtain from magazine and newspaper articles. For example, if we read that a new plant is being built, they will find out who is doing the construction and engineering. They keep tracking it until the right people are found, getting us to the point where we can schedule a site visit,” Miller said. “This kind of legwork can be very time consuming. We needed a system in place to track this activity and Enterprise Builders was a good choice. Our business is always growing, but Enterprise Builders’ assistance has contributed greatly.”

The right calls, the right time, the right people.