KEY ACCOUNT SELLING IS A TEAM EFFORT
Using a team approach to build a strong pipeline of enterprise prospects to drive new customer acquisitions
Objectives
The client sought our assistance in penetrating the large enterprise market with their channel incentive software. Almost all of their business came through existing channel partners and customer referrals. Despite having an experienced sales leader adept at closing sales, growing accounts, and managing channel partners, they lacked the time to prospect and nurture large accounts through a complex sales cycle. Previous attempts to hire an additional salesperson and use lead generation services had not yielded the desired results. OppGen proposed a team approach to building a strong pipeline of enterprise prospects, converting them into opportunities, and working closely with their VP of Sales to drive new customer acquisition and revenue.
Solution
The first step was for the OppGen team to conduct a deep dive into the client’s industry, market, buyer personas, and product offering. Our goal was to qualify and nurture prospects into sales opportunities before involving the client’s VP of Sales. OppGen provided a team of sales and support professionals experienced in large enterprise prospecting and long, complex sales cycles. We extracted a highly targeted contact list from our multiple contact databases. Acting as the client’s department, we assisted and drove sales with the VP of Sales, allowing them to focus on existing accounts and channel partners while the OppGen team drove new business.
Results
In the first year of the engagement, OppGen built a multi-million dollar pipeline filled with qualified opportunities at multiple stages in the sales cycle, including some of the largest retailers in the US. This valuable pipeline became a key factor in enabling the owner to secure a premium price when he decided to retire and sell his company.
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Frequently Asked Questions
What happens after I submit the contact form?
One of our experienced sales strategists will reach out within one business day to schedule an intro call. We’ll learn more about your business, goals, and whether we’re the right fit to help you grow.
How much does OppGen’s outsourced sales solution cost?
Our pricing is similar to hiring a single in-house sales rep — but with a full team included. We offer a combination of monthly retainer and success-based commission to align incentives and drive results.
What types of companies do you work with?
We work with B2B companies across industries, especially those with complex sales cycles, deals ranging from $20K to $1M, and growth-minded leadership. Whether you’re pre-revenue or scaling past $20M, we tailor our support to your stage.
Do you only generate leads, or do you help close deals too?
We go far beyond lead gen. OppGen provides full-funnel sales support, including strategy, SDR and AE outreach, messaging, nurturing, objection handling, and closing support. We help move deals all the way through the pipeline. Read more about the differences between OppGen and traditional LeadGen here.
What sales channels do you use?
We execute multi-channel campaigns including outbound emails, cold calls, voicemails, social outreach, and targeted display ads. Everything is coordinated around your specific ICP, personas, and value prop.
Can you work with our in-house sales or marketing team?
Absolutely. We can complement your internal team or act as your full outsourced sales department. Our team plugs into your existing workflows and tools to make collaboration seamless.
Do I need to sign a long-term contract?
We typically recommend a 3-month initial engagement to build momentum and prove ROI, followed by a month-to-month agreement. Our goal is to earn your trust and deliver value quickly.