In pursuit of the undying need for B2B revenue growth, companies are constantly seeking innovative strategies to boost revenue and gain a competitive edge. One such strategy that has gained traction in recent years is the utilization of Fractional Sales Professionals. These highly skilled individuals bring a wealth of experience and expertise to the table, offering a cost-effective and flexible solution for companies aiming to scale their sales efforts. In this blogpost, I will explore the compelling reasons why B2B companies should consider embracing Fractional Sales Professionals as a key driver for B2B revenue growth, supported by insights from reputable sources in the business and sales industry.
Expertise on Demand:
Fractional Sales Professionals are seasoned experts with a proven track record in driving sales success. According to a report by Harvard Business Review (HBR), the demand for specialized skills in sales is increasing, and companies are turning to fractional talent to bridge the skills gap (“Navigating the New Normal: A Talent Imperative,” HBR, 2021). By leveraging the expertise of fractional professionals, B2B companies can access a wealth of knowledge without the long-term commitment of a full-time hire, allowing for a more agile response to market changes.
Cost-Effective Solution:
A study conducted by Deloitte on the rise of the gig economy emphasizes the cost benefits of employing fractional professionals (“The Gig Economy: Distraction or Disruption?” Deloitte, 2018). Fractional Sales Professionals offer a cost-effective alternative to traditional full-time hires, as companies only pay for the specific services and time required. This flexibility allows businesses to allocate resources efficiently, minimizing overhead costs and maximizing return on investment.
Strategic Focus on Core Competencies:
According to a survey by McKinsey & Company, companies that focus on their core competencies are more likely to achieve sustainable growth (“Strategy to Beat the Odds,” McKinsey, 2019). Fractional Sales Professionals enable B2B companies to concentrate on their core business functions while entrusting sales activities to experts. This strategic approach ensures that every aspect of the sales process is handled with precision, leading to increased efficiency and better overall business performance.
Adaptability to Market Changes:
The business environment is characterized by constant change, and the ability to adapt swiftly is crucial for success. Fractional Sales Professionals, as highlighted in a report by PwC, provide the flexibility needed to navigate market fluctuations (“Adapting to the Future of Work,” PwC, 2020). By engaging fractional talent, B2B companies can quickly adjust their sales strategies, capitalize on emerging opportunities, and respond promptly to challenges, ensuring a dynamic and resilient sales function.
Access to a Network of Connections:
Fractional Sales Professionals often bring with them a network of valuable industry connections. A study by LinkedIn indicates that personal connections and referrals significantly impact B2B purchasing decisions (“The State of Sales in 2021,” LinkedIn, 2021). Leveraging the networks of fractional professionals can open doors to new partnerships, collaborations, and business opportunities, amplifying the potential for revenue growth.
Synopsis
In a business landscape characterized by rapid changes and noisy gimmicks posing as competition, companies must adopt innovative approaches to drive B2B revenue growth. Fractional Sales Professionals emerge as the strategic solution, offering expertise on demand, cost-effectiveness, a focus on core competencies, adaptability to market changes, and access to valuable networks. Key determinants in onboarding sales help is:
- your target Client Acquisition Cost/ range, and
- your overall sales & marketing budget.
Establishing these metrics requires clear and quantified goals to ensure the most effective solution is deployed on your behalf. Smaller budgets sacrifice experience in exchange for more hours of sales activity, while larger budgets have a clear need for relationship development, management, and conversion into high ticket deal flow. No matter your budget, the utilization of fractional sales talent is not merely a trend but a well-founded strategy for sustainable success in the dynamic world of B2B sales.
This post written by Rich Laster
The views and opinions expressed on this blogpost are solely those of the author, and do not represent the views of GrowExpand.com, our staff, our partners, or our clients. The material and information contained on this blog is for general information purposes only. You should not rely on said information in making legal, accounting, or other business decisions in the absence of expert counsel.