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The concept of Sales as a Service has somewhat different meanings for different stakeholders. Most of today’s as-a-service business models relate specifically to cloud-hosted technology such as Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), Storage-as-a-Service, and even Database-as-a-Service (DBaaS). In all these cases, the customer is leasing cloud-computing services, tools, and technologies that are delivered over a high-speed internet connection. The customer benefits by outsourcing the hardware, software, and maintenance to provide those technology services, cutting operating costs while gaining resources that can be added virtually on demand. These types of services are highly reliable and readily scalable, and ultimately, the customer is buying an outcome rather than an actual item (“I need space to store my stuff, but I don’t want to buy a new hard drive”).
Marconix’s Sales as a Service model applies hands-on expertise and the ability to work as a seamless extension of your current sales infrastructure. When you outsource sales to Marconix, we build with you a dedicated, high-performance sales team that can deliver deals in a fraction of the time it would take to hire and train an internal sales team. Marconix’s Sales as a Service offering is designed to deliver fast, Comprehensive services designed to rapidly accelerate and sustainably grow your overall sales performance.
There was a time when you could set your sales goals based on gut instinct, how sales were last year, and how you thought or hoped sales would be this year. With technology advances, today’s sales executives are making data-driven decisions, using metrics and analytics to guide precision decision-making. Every sales decision needs to be guided using insight gained from analytics, and every sales outcome should be measured and analyzed.
Once the right big data processes and technology components are in place, forecasting and performing “what if” analytics becomes much easier. Using plug-and-play data reveals different outcomes to inform decisions about changes in staffing and business processes. We rely on our tech stack for ongoing analytics, creating a feedback loop that continues to generate insights into new ways to refine sales processes and continually improve sales performance.
Delivering predictable and consistent sales results requires well-defined and proven sales processes that are also adaptable. Successful sales teams create a structured framework for execution and reporting across the entire sales process. That way you generate metrics that provide insights into performance on a macro level, as well as for individual accounts, products, and sales reps.
Marconix applies the best data science techniques, enlists the best professionals to do the job, and relies on their competency to not only improve sales performance, but to inform the activities that make the sales processes successful. This approach allows us to use performance metrics to continuously refine and improve processes for optimal sales performance.
Our mission is to develop sales methodologies and processes that are transferable. This provides consistency across our organization and our client companies, promoting closer collaboration between the Marconix team and our customers’ in-house sales teams. It also improves training and onboarding of new sales talent and shortens time to productivity.
People are an essential component of any sales effort. People are responsible for selling and closing deals, and people have to use their interpersonal skills to connect with customers. Sales is a tough profession, so to recruit and retain the best sales professionals, we have created a work culture that celebrates professional achievement.
Even though we have created our own culture built on sales success, we also understand the importance of being able to adapt to our customers’ business cultures. That’s why Marconix also rewards collaboration, integrating our best practices and values into those of the customers. It has been our experience that by creating a work environment that celebrates achievement, we often have an impact on our customers’ culture, challenging them to match our enthusiasm and success.
By creating a work culture built on recognition and collaboration, we continue to improve team performance across the board.
Coaching is an essential part of any successful selling culture. Most sales environments set goals and objectives, but too often sales management asks the team to achieve the goals without the necessary tools and techniques. Rather than focusing on more supervision and empty platitudes, we use coaching as an effective tool to show reps not just what is expected, but also how to get there.
At Marconix, we use a variety of coaching techniques to help improve our sales team. Sales training and support is individualized, and all salespeople are equipped with customized documentation that evolves with their training. In addition to established performance metrics and milestones, coaching includes self-assessments to make sure that the coaches and the sales reps are working together using the same criteria.
Training sales managers is as important as training the sales team. Management training is structured to draw on sales executives’ experience, sharpening their leadership skills and showing them how to adapt what they know to specific situations, including applying coaching techniques for knowledge transfer. In many ways, sales management training is about showing managers how to coach themselves, adapt their skill sets, and improve their personal performance, as well as teaching them how to share that insight with the sales reps.
Marconix has been refining the Sales as a Service business model since our inception. We have found that this completely integrated approach is the best way to create effective and profitable sales processes. Combining the best people, data, technology, and training creates sales methodologies that serve as a gold standard for our team and our customers. Our sales processes ensure optimal, repeatable results that can be measured, documented, and shared, and that can be readily adapted to accommodate new market and sales conditions.
In this climate of rapidly changing market conditions and new technology, it’s becoming harder to build and maintain a competitive sales force. Many successful organizations have realized that outsourcing to Sales as a Service is more efficient and more profitable than trying to keep pace with the rapidly changing market landscape. Partnering with Marconix lets you scale your sales effort without losing control and allows you to build new sales processes and successes with little or no investment in added overhead or sales infrastructure.
Drawing from decades of sales experience across multiple markets, Marconix has been refining this sales model to ensure it delivers quality and consistency. Marconix’s Sales as a Service® offering meets the challenge that today’s B2B sales managers face by providing a growth-oriented sales model that can become a reality more quickly and more affordably. Marconix maximizes sales without the added pressure of hiring and training an in-house sales team. We also provide scalable, adaptable resources that can align sales processes with changing corporate objectives, delivering data and metrics to measure progress along the way.
