Sales as a Service: A Secret Weapon for Driving Business Success

Growing a business in a highly-competitive industry has always been the biggest challenge for most companies — especially in B2B. 

Everything you try to do, your competitors are already doing. And with your limited time and human resources, there’s only so much you can try to keep up with your sales and lead generation strategies.

That’s why sales as a service solutions have become a major trend in recent years! In fact, even the biggest corporations worldwide are choosing to outsource sales to trustworthy sales providers.

But what is sales as a service exactly? Is it a reliable option for your business? And what should you consider before outsourcing sales to an external partner?

That’s what we’re going to answer in this guide. So keep reading!

What is Sales as a Service?

Sales as a service is the practice of partially or completely outsourcing the sales process to a third-party service provider. This is an excellent solution for any corporation struggling to simultaneously develop better offers, provide a better customer experience, and implement efficient sales operations and strategies.

Outsourced sales teams have the training and expertise to help their clients with various aspects of the sales process. That includes complex sales duties such as prospecting and lead generation, customer outreach, deal negotiation, and customer relations management.

What Are the Benefits of Hiring a Sales as a Service Partner?

Working with a sales as a service business has a lot of advantages to offer for any business. Organizations that hire a reliable sales partner and give them enough time should expect the following benefits:

1. Increased Sales Performance

Sales as a service partners employ highly experienced sales professionals who are knowledgeable in various markets and customer segments. They’ll bring along proven strategies and methodologies to improve your sales processes and help you close more deals.

Outsourced sales firms also have access to the latest sales platforms and cutting edge technologies, which grants you instant access to automated workflows, advanced reporting and analytics, as well as seamless CRM integration features. All of this is going to help you attract more leads and convert them into paying clients without the need for extra sales training or a costly upfront investment. 

Case in Point: How Martal Helped HALO Land $10M in New Opportunities in Just 8 Months

In just eight months, Martal Group helped HALO Recognition secure over $10 million in new business opportunities. This achievement reflects the hard work and smart strategy from both teams.

Here’s a quick look at the success:

• $10M in New Opportunities – HALO Recognition gained many high-value opportunities.
• 9,000 Prospects per Month – Martal built brand awareness with a large pool of potential buyers.
• 5 Qualified Leads per Month – Each month,  Martal booked several sales meetings with qualified decision-makers. 

How Martal made this happen:

• Strong Project Management – Good communication and proactive management were key.
• Regular Check-Ins  – Weekly meetings helped keep everything on track and improve strategies.
• Multichannel Campaigns – Weekly multichannel campaigns secured appointments with decision-makers at large companies. 

Check out the full case study here.

2. Maximized Time-Efficiency

One of the biggest challenges for companies when it comes to sales is the steep learning curve. Some business owners spend years attempting to find quality talent before they can build their ideal sales team. Thankfully, you can avoid all of that simply by making the decision to outsource sales to a reputable partner.

Sales as a service teams will bring along experienced and trained sales reps — which you can gain access to overnight. These outsourced professionals will help you handle various sales operations such as lead generation, product selling, customer relationship management, and post-sales support. That will give your in-house teams more time to focus on core duties such as product development, customer service, etc.

Case in Point: How Martal Revamped Southern Code’s Sales Operations with 20,000 Prospects Monthly

When Southern Code sought to improve their sales operations, they turned to Martal Group for a comprehensive Sales as a Service solution. Martal Group crafted and executed omnichannel outbound campaigns that targeted key industries where Southern Code had a proven success record. 

Here’s a summary of the accomplishments:

• 20,000 Prospects Generated Monthly – A robust pipeline for Southern Code was built. 
• 1 Closed Deal per Month – Successful deals were facilitated each month.

How Martal’s strategic approach helped Southern Code stand out in a crowded market:

• Strategic Approach
  • Integrated best practices and refined strategies based on market feedback.
  • Weekly updates ensured alignment with Southern Code’s priorities and new materials.
• Targeted Focus:
  • Industry Targeting – Employed manual, semi-manual, and automated methods for prospect lists.
  • Long-Term Nurturing – Conversion took up to 10 months, with exploration of new geographic regions and market niches.

Find the full details of this success story here.

3. Lower Sales Costs

Hiring and maintaining an in-house sales force is an expensive process that doesn’t always yield guaranteed results. Training new sales reps is also a complex process that can cost you a lot of time and money. 

By hiring an outsourced sales firm, your company will save a fortune each year by reducing all the risks associated with talent hunting and management.

And the best part?

Most sales as a service pricing structures are designed to best serve both the provider and the client. For instance, a pay-for-performance model helps you guarantee that you’re only going to be paying for profitable sales activities. Also, you can scale your outsourcing up or down depending on your needs and momentary growth objectives.

4. Consistent Sales Growth

Taking advantage of the sales as a service model is one of the best ways to maintain a consistent sales process and ensure predictable sales outcomes. You won’t have to worry so much about staff turnover or about not having enough sales reps to sustain your growth.     

To give you an example:

If your company is launching a new product or trying to break into a new market, your sales as a service partner will be there to help you keep up with the increasing workload. No matter how complex the project is, you can always ask for more talent with specific expertise and knowledge.

Case in Point: How Martal Built Clickworker’s $1.2M Sales Pipeline in the U.S.

When Clickworker aimed to expand in the U.S. market, they partnered with Martal Group, yielding impressive results. Here’s an overview: 

• $1.2M in Annual Sales – Martal Group now oversees a significant revenue stream for Clickworker.
• 60 New Deals – Secured agreements with over 60 companies.
• 3 Master Service Agreements – Partnerships secured with three Fortune 50 companies

The strategy behind Martal’s success:

• Established Sales Pipeline – Created a new revenue stream that boosted Clickworker’s presence in the U.S. and developed a complete sales operation.
• Efficient Project Management – Weekly calls and regular updates ensured smooth collaboration using email, Microsoft Teams, WhatsApp, and video conferences.
• Sales Strategies – Martal Group’s approach included two main strategies:
  • Account-Based Marketing: Targeted specific accounts and stakeholders.
  • Multichannel Campaigns: Used email, LinkedIn, and cold calling to engage Data Scientists.

“Martal Group has successfully obtained marketing-ready and sales-ready leads, resulting in an excellent ROI.”

VP of Growth, Clickworker

For a deeper look into how Martal Group achieved these results, read the full case study here.

What Does a Sales as a Service Company Do?

The sales as a service agency you hire will act as an external sales department for your business. They’ll handle different aspects of your sales strategy, allowing you to generate better quality leads in the process and set more appointments.

Here are the most crucial part of the sales process that the outsourced sales partner will help you with:

Setting the right sales objectives: This involves understanding your business model, products and services, as well as your target market. The B2B sales outsourcing firm will take the time to analyze the competitive landscape and come up with a unique selling proposition that directs your sales strategy.

Developing a data-driven sales approach: Once a thorough understanding is established, the outsourced sales team will start working on the strategy and action. They’ll base every decision on your sales needs, from choosing the most effective sales channels to adopting the best lead generation techniques.

Leveraging the right tactics and technologies: Another vital role of the B2B sales outsourcing agency is leveraging technology to streamline and enhance the sales process. Your sales as a service partner will use the best CRM platforms, sales analytics tools, and automation software to manage and track sales activities efficiently.

Staying informed through reports and insights: If you hire the right partner, you should expect flawless communication and regular updates regarding your sales performance. Transparent communication ensures that you are constantly aware of how your sales are performing and what improvements you can make.

Training and sales management: The duties of your outsourced sales partner may also involve training in-house sales reps on various sales techniques, communication skills, and negotiation tactics. This would be a huge plus for your organization as it will allow you to elevate your sales team and enhance their performance.

Case in Point: How Martal Helped Website Closers Generate 7,000 Prospects Monthly

Since 2021, Martal Group has been a key Sales as a Service partner for Website Closers, opening doors to new opportunities by setting up sales appointments with digital entrepreneurs keen on selling their online businesses. 

This collaboration has proven to be highly effective, with Martal Group seamlessly integrating into Website Closers’ team and driving significant results. 

Here’s a look at what was achieved:

• 7,000 Prospects Generated Monthly – Martal Group consistently brings in a large number of potential leads.
• 23 Qualified Leads Per Month – Each month, Martal Group books a steady stream of sales meetings with highly qualified opportunities. 

How Martal drove these results:

• Optimized Outreach and Conversions – Martal uses a structured workflow and weekly meetings to refine outreach and stay aligned on campaign performance.
• Multichannel Engagement – Connects with prospects through email, LinkedIn, and phone, using targeted messaging.

Access the full case study here.

“Martal Group has set appointments with numerous prospects … They have an organized workflow, with weekly meetings and updates on a regular basis.”

Executive Director, Business Brokerage Firm

How Much Do Sales as a Service Companies Cost?

There’s huge variability in the cost of outsourced sales services depending on lots of factors — which include company size, sales objectives, number of sales agents, as well as the required level of expertise.

Another important element that will affect the cost is the pricing model. There are dozens of pricing structures in the market today, and the most popular ones are:

1. Dedicated team model: With this payment structure, you’ll be charged a fixed fee each month/year to have a dedicated sales team working for you. This is an ideal pricing model for already established companies with predefined needs that can predict its sales needs accurately.

2. Performanced-based model: The outsourcing firm will earn a percentage of each appointment/sale they make. By aligning the sales provider’s incentives with your own, you’ll take the partnership to a whole new level and encourage maximum collaboration.

3. Hybrid pricing model: To provide a balance between predictable costs and performance incentives, some sales partners combine fixed fees with performance-based structures. This is a good option for companies that want to have a degree of cost certainty while strongly incentivizing the sales partner to deliver better results. 

4. Custom pricing model: sales as a service firms may also offer to create flexible pricing structures depending on the needs of their clients. But to be beneficial for both parties, such a pricing model might require precise alignment and clear communication.

What Should You Consider When Hiring a Sales as a Service Partner?

Outsourcing sales to an external firm is a critical decision that will have a profound impact on your business. There are many factors to consider and risks to anticipate before you decide to go with any sales partner. 

Here are 5 questions to ask any sales agency before partnering up with them:  

1. Relevant Expertise

Do you have experience in my industry?

You need a sales as a service business that knows your market in and out — which can only be proven with a strong track record of success. Before hiring an outsourcing firm, you must also ask them about the sales methodologies and strategies they use, how they handle different parts of the sales process, and the results they’ve achieved for other clients.

2. Communication and Reporting

What is your communication with current clients like?

Communication is non-negotiable when it comes to B2B sales outsourcing. You want to trust your business with a sales partner that keeps you informed about every good and bad detail throughout the journey. Thankfully, this shouldn’t be a problem as a lot of outsourced sales teams will offer to provide regular, detailed reports, and be fully transparent in their communication.

3. Scalability

How do you handle business growth? And how quickly can we scale up or down?

It’s always best to have the option to scale sales services up and down depending on your situational demands. Simply because it’s hard to accurately predict the trajectory of your business and sales — especially in the long term. So be sure to go with a sales partner that offers a margin of flexibility and adaptability to fit your needs.

4. Cost and pricing

How much will the service cost you? And what’s the pricing structure like? 

While cost isn’t the most important factor, it should be an important detail to discuss upfront if you want to avoid any unexpected costs and hidden fees. Be sure to understand what you’re paying for and why — and always try to compare different offers to keep your decision better informed.

5. Culture fit

What type of clients have you worked best with in the past? Could you describe your own company culture? 

The cultural fit between your business and the sales as a service partner is a no-brainer. To be able to build a positive relationship with an external sales firm, you both need to share the same core values and business philosophy.

Why B2B Companies Worldwide Choose Martal

B2B companies around the globe trust Martal as a Sales as a Service provider for several compelling reasons:

Experienced International Sales Team

Martal’s international team includes top-performing sales executives with 3-5 years of experience in B2B business development. Our expertise ensures clients benefit from effective strategies tailored to the complexities of the B2B landscape.

Tailored Teams for Specific Needs

Each Martal team is carefully assembled to align with the client’s target audience, region, and industry. This customized approach enhances the relevance and effectiveness of each campaign.

Broad Industry Expertise

With successful campaigns across over 50 verticals, Martal’s extensive industry knowledge allows them to apply best practices and innovative strategies in diverse sectors.

Innovative Lunch and Learn Program

Martal offers a unique Lunch and Learn meeting program with every account. This initiative facilitates valuable knowledge sharing and networking, helping clients stay informed about industry trends.

Advanced Signal-Driven Prospecting

Using buyer intent data, Martal engages with prospects actively searching for solutions, improving the efficiency and impact of outreach efforts

Technographic Targeting for Competitive Displacement

Martal identifies companies using technographic targeting and specific technologies to craft campaigns that can position clients as superior alternatives to their competitors.

True Multichannel Campaigns

Martal’s campaigns are truly multichannel, spanning email, LinkedIn, and cold calling, ensuring multiple touchpoints for increased engagement and conversion rates.

Proven Track Record

With 15 years in the industry and over 2,000 B2B brands served, Martal has a long-standing reputation for delivering results, reflecting our reliability and expertise.

Choosing Martal means partnering with a dedicated, innovative team committed to fostering growth and success for B2B companies globally. 

Want to learn how Martal can help you scale your sales? Schedule your free consultation today!