Project Overview
The IT services firm struggled to transition from relying on inbound sales to establishing an efficient outbound sales process. With growth plateauing, they faced challenges in creating structured sales workflows, diversifying their service offerings, and developing targeted go-to-market strategies. This lack of direction in outbound efforts led to inefficient lead generation, missed opportunities, and limited market expansion.
IberianSales helped an IT services firm scale outbound sales through process development and strategy.
Use Case: Transforming Outbound Sales for a Managed IT Services Firm
Company Profile:A managed IT services firm had a strong foundation with existing inbound sales, but growth had plateaued. Their reliance on inbound leads limited their reach and hindered them from capturing larger, high-value accounts. The company wanted to expand aggressively, reach new markets, and acquire clients through outbound sales, but they lacked the processes, tools, and expertise needed to scale outbound efficiently.
Problem:Transitioning to outbound sales required a complete shift in strategy. The firm faced several challenges:
- No established processes for prospecting, outreach, and pipeline management in an outbound context.
- A narrow service offering that didn’t align with the varied needs of new target markets.
- Limited understanding of how to structure offers and messaging to resonate with outbound leads.
- Inefficiencies in identifying and pursuing high-quality leads, resulting in wasted resources and low conversion rates.
Solution Provided by IberianSales:
- Sales Process Development: IberianSales worked with the firm to build a detailed, step-by-step outbound sales process. This included creating standardized methods for lead qualification, outreach cadence, and follow-up sequences to ensure consistency and high-touch engagement.
- Diversified Service Offerings: IberianSales helped the company assess and expand its service portfolio to appeal to the unique needs of new customer segments. They introduced flexible IT support packages, cybersecurity assessments, and specialized consulting services, all tailored to fit the specific demands of the outbound market.
- GTM Strategy and Messaging: To effectively reach outbound leads, IberianSales crafted compelling messaging that positioned the firm as a proactive problem-solver. IberianSales designed targeted offers for each segment, allowing the firm to present the right solution at the right time to decision-makers in industries like finance, healthcare, and retail.
- Sales Enablement and Training: IberianSales trained the firm’s sales team in outbound best practices, providing guidance on using CRM tools, tracking metrics, and refining outreach techniques. This knowledge empowered the team to operate with efficiency and confidence.
With IberianSales’ guidance, the IT services firm successfully launched a scalable outbound sales engine. Their expanded service offerings and refined GTM strategy allowed them to tap into new markets and secure high-value clients. The company saw a substantial increase in qualified leads, higher conversion rates, and sustained growth through a more balanced mix of inbound and outbound sales.
This new outbound capability gave the firm the tools to drive revenue growth and adapt to a competitive market, positioning them for long-term success.
