After spending a total of 70 working weeks over a three year period in a different country to his family, Neil Harte decided to make a positive life change and fulfill a lifelong ambition of setting up his own enterprise.

Neil worked for Alcatel-Lucent as their European Sales Director covering a 10 country region of Northern Europe. Whilst corporate life was becoming more and more lucrative, it was too big a price to his family life and Outsell was born.

He told me that choosing a location to set up was in fact one of his easiest decisions as recent infrastructure enhancements in Ireland, a highly educated, young workforce and a regular flight schedule to London made Galway the perfect choice.  Neil believes Galway has the potential to be like the Bay Area in San Francisco for Irish technology companies as it has world class academic institutions and people want to live there.

With more than ten years experience in sales, setting up a sales focused enterprise was the other easy decision Neil had to make. Outsell was created to offer a more holistic outsourced sales service; from initial client engagement to contract signature.  The key challenge which Neil found at the start was how to approach it in a different, more effective way than exists in the market today, particularly at the early engagement and lead nurturing stage.  From experience of managing large teams of telesales/field sales people and using other call centre type companies (for appointment settings, lead generation, etc) in previous roles, he found cold calling was becoming less and less effective resulting in incredibly low penetration rates and poorly qualified leads.

Neil tells us that “for decades, sellers were in charge, but now we are in the buyer’s cycle”.  He adds that “today’s always connected buyers are able to get different vendors, products and industries themselves without interacting with your company directly.  By the time the buyers reach you, they are much much further along in the process, but you know less about them”.

After months of extensive research and competitive evaluations, Outsell chose a US partner for Marketing Automation.  This technology is at the core of everything Neil and his team provides for clients; i.e. Outsourced Demand Generation, Lead Management/Nurturing, Outsourced Field Sales and consultancy based around this Customer 2.0.  Their marketing automation system increases revenue and maximises efficiency for companies with multi-touch sales cycles. Outsell works together with clients marketing and sales teams efforts to generate and qualify sales leads, shorten sales cycles, and demonstrate marketing accountability.

Their software, which is available as a standalone solution, automates the process of qualifying leads by assigning prospects to sales representatives and populating the information in a compatible customer relationship management (CRM) system.  Web traffic is identified and tracked with micro-web analytics. This solution was recently voted number 1 in terms of Return on Investment by independent research firm, Forrester Research. The solution is extremely cost effective and there is no contract, which was important to Neil and his team as they are aware that in the current climate, companies want to reduce their risk in purchasing decisions.

Outsells’ approach show salespeople exactly where to spend their time in order to maximize ROI, thus reducing the cost of sales.  Outsell offers a free consultation to all prospective clients.

Contact: +353.91.511.409 or info@outsell.ie