SALES TECHNOLOGY
The next step is deploying the people and processes that leverage these enabling technologies. N3 has an exceptional talent base of nearly 2,000 experienced sales advisors – all four-year college graduates – able to engage prospects in 25 languages in more than 80 countries in every re- gion of the world. These tech advisors can generate leads, perform end-to- end inside sales, ensure customer suc- cess and retention, and help ensure a sales channel is successful. N3’s inside sales advisors work
N3 Gets Results from the Right Sales Technologies
HENRY CANADAY
“There are at least 7,000 branded software products aimed at sales and marketing,” says Shannon Copeland, chief operating officer of N3, a tech-enabled B2B sales and marketing outsourcing firm. Many sales and marketing leaders buy these technologies and then try to figure out how they can fit them into operations.
“Our view is that, to get the results that tech promises, you have to start with defining the problems that are unique to your industry – your radio channel, so to speak,” Copeland says. So N3 first helps its clients identify their specific problems by funnel stage – identifying bottlenecks up and down the funnel, whether in demand gen- eration, qualification and responsive- ness, messaging, insufficient customer touches for nurturing, inadequate mar- ket data, or failure to ensure customers on-board successfully.
Then N3 helps select technolo- gies or other providers, such as
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data firms, to economically address clients’ unique circumstances. N3 may recommend off-the-shelf solutions, better utilization of tools the customer already owns, or its own enabling technologies. N3’s core internal technologies – 23 of which are in different stages of the patent approval process – are designed to capture what is happen- ing in the market and to process the information to help sales agents en- gage with buyers. The goal is better messaging that is adapted for each product, industry, geography, and functional workload.
from 19 demand centers in the U.S. and around the world. And they work only within their own regions, not as offshore reps unfamiliar with local markets and culture. Account man- agers thoroughly familiar with each client’s products strive to ensure the success of the client’s customers. Expertise, familiarity with tech- nology, and solid processes devel- oped over 15 years working for the Fortune 100 have given N3 a big competitive edge. And, unlike many companies, they have leveraged those skills to be as successful with mid-market and smaller companies as they have been with the house- hold names of global tech. “We can simply move faster than our competitors,” Copeland stresses. “It’s all about exceptional culture, people, and processes, combined with the right tech.” And, while corporate giants and N3 customers such as Mi- crosoft, Cisco, IBM, and SAP may have layers of tech supporting marketing and sales, N3 strives to synthesize sig- nals and make the tech invisible to the agents. “As a BPO, efficiency, results, and low costs are our trade secrets, our craft,” Copeland says. “We deliver the relative disruptive growth our clients demand at maximum efficiency and in a style and manner that improves our clients’ brands among their current and future customers.”
For more information, contact Mark Petruzzi, vice president PE/VC Go-to-Market and Corporate Partnerships, N3, at
mark.petruzzi@
n3results.com.
POPTIKA /
SHUTTERSTOCK.COM
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