Day: October 20, 2019

When Should Your SMB Outsource?

Outsourcing, also known as “contracting out,” is the act of sending specific tasks and jobs outside your small business to be completed instead of handling them in-house.

Technology and the rise of the gig economy have made outsourcing more accessible to small businesses. What’s more, 34% of the U.S. population is currently freelancing. With such an extensive network of skilled workers available for hire around the country, it could mean great things for your small business.

  • Consider hiring a freelancer if your company is growing so fast that your existing team can’t handle it, or if you need help on a short-term project.
  • Contractors are great for tasks that require specialized knowledge that you don’t possess or to free up your time by performing highly repetitive jobs.
  • There are many benefits to outsourcing, including increasing efficiency and reducing costs.
  • Your responsibilities, as an employer, are different vis-a-vis employees and contractors, so be careful that you’re classifying your workers correctly.

When should a business outsource?

Small businesses may need a contractor at different times and for various reasons. You might consider hiring a freelancer if:

  1. You’re growing so fast that your team can’t handle the additional workload. Contractors are often highly skilled so they can help you deal with expansion without interrupting the flow of your business. Since the worker is already skilled, you won’t have to rush through onboarding a new employee to relieve your struggling team. If you need the person’s expertise for longer, you may decide to hire them as a permanent member of your staff.
  2. You need someone for only a short period. If you have a short-term project, like designing a new ad campaign or setting up your new point-of-sale system, it might make more sense to hire someone you don’t have to train. And

How Salespeople Can Impress Buyers

Salespeople naturally see themselves as the key touchpoint in the buyer journey. However, the feeling isn’t always mutual – buyers often see salespeople as an impediment to a seamless buying process.

recent survey of buyer preferences found that most buyers will wait to contact salespeople until late in the decision-making process because only 23% consider sales professionals an effective resource for solving their problems. This isn’t surprising considering that only one-third of respondents believe salespeople exceed expectations often enough to improve the buying experience. In fact, two-thirds consider most vendors and salespeople to be interchangeable.

With sales teams making an impact that’s so small, sellers are in danger of getting lost in the crowd and losing business. Even worse, when customers have such low confidence in and such little need for sales, the result is a B2B buyer apathy loop. When the sales team is the party responsible for this problem, it has the power to own – and be – the solution.

How can salespeople impress buyers?

Being adequate and accommodating isn’t enough to help sales teams break buyers out of the apathy loop. Instead, they must go above and beyond to understand buyers, customize solutions and sustain success for their clients. If the majority of buyers feel like strangers, the sales team needs to do the work to make them feel valued and understood.

The good news is that buyers are not ready to write off salespeople entirely. According to the same survey, 3% of respondents want to buy everything online but 65% find value in discussing their needs with an expert. This is especially true as the market value and complexity of the goods for sale increases. This gives salespeople an opportunity to rise to the challenge of better serving the needs of buyers.

Here are


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