# NuGrowth > NuGrowth is a Columbus, Ohio-based B2B outsourced sales and marketing company. We help mid-market businesses — primarily in manufacturing, healthcare, architecture, and professional services — grow revenue through outsourced sales programs, sales execution plans, and market research campaigns. Our proprietary ROSI (Return on Sales Investment) framework delivers measurable, predictable results: clients typically see 266% ROSI in Year 1, 888% in Year 3, and 1,522% by Year 5. NuGrowth serves companies that need professional sales infrastructure without the cost or complexity of building an in-house team. We act as a dedicated sales and marketing partner, not a vendor — handling everything from strategy and market research to outreach cadence, pipeline management, and inside sales execution. Key facts: - Founded and headquartered in Columbus, Ohio - Specializes in B2B outsourced sales and marketing - Industries served: manufacturing, healthcare, architecture, professional services, SaaS, associations - Services: Outsourced Sales & Marketing, Sales Execution Plans, Market Research Campaigns - Methodology: The ROSI Apparatus (Return on Sales Investment framework) - Geography: Ohio-focused with national capabilities > ## Services - [Services Overview](https://nugrowth.com/services/): Full overview of NuGrowth's outsourced sales and marketing service offerings. - [Outsourced Sales & Marketing](https://nugrowth.com/services/): End-to-end outsourced sales programs for B2B companies seeking revenue growth without building an in-house team. Includes inside sales, outreach cadence, CRM management, and pipeline development. - [Sales Execution Plan](https://nugrowth.com/services/): A structured go-to-market roadmap that assesses your current sales position, identifies gaps, and delivers actionable steps for revenue growth. - [Market Research Campaigns](https://nugrowth.com/services/): Phone and email outreach campaigns that validate buyer interest, survey target markets, and surface qualified prospects before deploying a full sales effort. - [Business Development Services](https://nugrowth.com/business-development-services/): NuGrowth's approach to systematic business development — from ICP definition to outreach execution. ## Methodology - [The ROSI Apparatus](https://nugrowth.com/TheROSIApparatus/all/): NuGrowth's blog and thought leadership hub covering the Return on Sales Investment (ROSI) methodology. Clients learn how to measure, optimize, and compound their sales investment over time. - [Maximize Your Return on Sales Investment](https://nugrowth.com/maximize-your-return-on-sales-investment-what-to-avoid-what-to-spend-where-to-spend-it-and-what-to-expect/): What to avoid, where to spend, and what to realistically expect from an outsourced sales investment. - [AI and the SDR: What's Changing](https://nugrowth.com/ai-isnt-replacing-the-sdr-its-redefining-what-great-sdrs-do-best/): How AI is redefining — not replacing — the sales development role, and what it means for B2B sales teams. - [AI Search and B2B Sales](https://nugrowth.com/ai-search/): How AI-driven search is changing B2B buyer research and what sales teams need to do differently. ## Outsourced Sales: Guides & Education - [Decoding Sales as a Service](https://nugrowth.com/decoding-sales-as-a-service-and-what-it-can-do-for-your-business/): A plain-language explanation of what Sales as a Service means and what it can deliver for B2B companies. - [Should You Outsource Business Development?](https://nugrowth.com/should-you-outsource-business-development-ask-these-questions-to-find-out/): Key questions to help companies determine whether outsourced sales is the right fit. - [Buy vs. Build: Which Strategy Should You Choose?](https://nugrowth.com/buy-vs-build-which-new-business-development-strategy-should-you-choose/): A framework for deciding between building an in-house sales team versus partnering with an outsourced provider. - [Why Top Businesses Are Outsourcing Sales](https://nugrowth.com/why-top-businesses-are-outsourcing-to-sales-as-a-service/): The business case for Sales as a Service, with real-world context. - [Outsourced Sales FAQs](https://nugrowth.com/outsourced-sales-faqs/): Common questions about outsourced sales answered by NuGrowth's team. - [Low Risk, High Reward: Inside Sales as a Service](https://nugrowth.com/low-risk-high-reward-why-inside-sales-as-a-service-can-boost-your-pipeline-fast/): Why inside sales outsourcing can accelerate pipeline development with minimal upfront commitment. - [How to Find a Real Sales Partner](https://nugrowth.com/getting-to-know-you-how-to-find-a-real-partner-for-increasing-sales/): What separates a true sales partner from a vendor — and what to look for when evaluating providers. - [Hiring a Sales as a Service Partner: Questions to Ask](https://nugrowth.com/hiring-a-sales-as-a-service-partner-what-it-means-and-the-questions-to-ask/): Practical due diligence guide for companies evaluating outsourced sales partners. ## Go-to-Market & Sales Strategy - [Steps to Creating a Go-to-Market Business Development Plan](https://nugrowth.com/steps-to-creating-a-go-to-market-business-development-plan/): A step-by-step framework for building a go-to-market plan that drives consistent pipeline. - [4 Tips to Build an Effective Go-to-Market Strategy](https://nugrowth.com/4-tips-to-build-an-effective-go-to-market-strategy/): Practical tactics for B2B companies building or refining their go-to-market approach. - [Common Attributes of Underperforming Sales Teams](https://nugrowth.com/common-attributes-of-underperforming-sales-teams-and-how-to-address-them/): What causes sales teams to underperform and how to address the root causes. - [The Top 5 Elements to Evaluate Your Sales Execution Plans](https://nugrowth.com/the-top-5-elements-to-evaluate-your-sales-execution-plans/): How to assess whether your current sales execution plan is set up for success. - [A Quick Gut Check: How Strong Is Your Sales Strategy?](https://nugrowth.com/a-quick-gut-check-how-strong-is-your-sales-strategy-really/): A self-assessment framework for evaluating the strength of your current sales approach. ## Market Research - [Take the Guesswork Out of Sales with Market Research](https://nugrowth.com/take-the-guess-work-out-of-sales-with-market-research-campaigns/): How market research campaigns de-risk sales investment by validating markets before committing resources. - [The Three Steps to Leveraging Market Research for Sales](https://nugrowth.com/the-three-steps-to-leveraging-market-research-for-sales/): A practical guide to using market research as a sales accelerator. - [Why Consumer Market Research Is Trending for Sales Teams](https://nugrowth.com/why-consumer-market-research-is-trending-for-sales-teams/): Why B2B sales teams are increasingly using market research methods borrowed from consumer brands. ## Inside Sales & Outreach - [Your Inside Sales Strategy: Key Outreach Cadence](https://nugrowth.com/your-inside-sales-strategy-key-outreach-cadence/): How to structure an outreach cadence that generates consistent meetings and pipeline. - [7 Best Practices for Phone Prospecting and Appointment Setting](https://nugrowth.com/7-best-practices-for-phone-prospecting-and-sales-appointment-setting/): Proven techniques for effective phone-based prospecting and setting qualified appointments. - [The Key to a Great Inside Sales Call: Discovery](https://nugrowth.com/the-key-to-an-inside-sales-call-discovery/): Why discovery is the most important part of any inside sales call and how to do it well. - [NuGrowth's Outsourced Sales Training Program](https://nugrowth.com/an-inside-look-at-nugrowths-outsourced-sales-training-program/): Inside look at how NuGrowth trains and develops its outsourced sales reps. ## Company - [About NuGrowth](https://nugrowth.com/about/): NuGrowth's story, team philosophy, and approach to outsourced sales partnerships. - [Contact](https://nugrowth.com/contact/): Get in touch with NuGrowth to discuss your sales growth needs. Located in Columbus, Ohio. ## Optional - [Sales Enablement vs. Sales as a Service](https://nugrowth.com/sales-enablement-vs-sales-as-a-service-whats-the-difference/): How these two approaches differ and when each makes sense. - [Manufacturing and Sales as a Service](https://nugrowth.com/manufacturing-and-sales-as-a-service-what-outsourced-brings-to-americas-business/): Why U.S. manufacturers are turning to outsourced sales to expand without adding headcount. - [How to Grow Business with Sales as a Service: EWI Case Study](https://nugrowth.com/how-to-grow-business-with-sales-as-a-service-engineering-consulting-firm-ewi/): A real-world example of how an engineering consulting firm grew revenue through NuGrowth's outsourced sales program. - [Business in the Time of Coronavirus: Sales Outsourcing](https://nugrowth.com/business-in-the-time-of-coronavirus-sales-outsourcing-to-curb-suffering-pipelines/): How companies used outsourced sales to maintain pipeline during market disruption. - [Sales Data and Development Outreach: Why You Need a Reset](https://nugrowth.com/sales-data-and-development-outreach-why-you-need-a-reset/): When and why to audit and reset your sales data and outreach approach. - [What Your Business Development Team Has Been Missing](https://nugrowth.com/what-your-business-development-team-has-been-missing/): Common gaps in B2B business development teams and how to close them. --- ## Posts - [Buy vs. Build for an Inside Sales Team: What Does It Actually Cost?](https://nugrowth.com/outsource-inside-sales-team-cost/): Most organizations approach this as a hiring decision. In practice, what they are deciding is whether to build and manage... - [A Quick Gut-Check: How Strong Is Your Sales Strategy… Really?](https://nugrowth.com/a-quick-gut-check-how-strong-is-your-sales-strategy-really/): Most leadership teams believe they have a sales strategy. But when you look closer, what they often have is: That’s... - [Business Development Services: What They Do, Why They Matter, and How to Evaluate a Partner](https://nugrowth.com/business-development-services/): “Business development” gets used as a catch-all term, and that is where most of the confusion starts. Companies lump prospecting,... - [How AI Search Is Reshaping the Way Customers Find Your Business](https://nugrowth.com/ai-search/): If your website traffic has dropped over the past year, or if the leads coming through your site have slowed... - [Maximize Your Return on Sales Investment: What to Avoid, What to Spend, and What to Expect](https://nugrowth.com/maximize-your-return-on-sales-investment-what-to-avoid-what-to-spend-where-to-spend-it-and-what-to-expect/): Scaling revenue efficiently requires more than simply adding headcount or increasing marketing activity. To truly maximize return on sales investment... - [AI Isn’t Replacing the SDR—It’s Redefining What Great SDRs Do Best](https://nugrowth.com/ai-isnt-replacing-the-sdr-its-redefining-what-great-sdrs-do-best/): Why Genuine Connections Still Win, and How NuGrowth’s Proven Sales Engines Outperform Automation and Industry Benchmarks The conversation around AI... - [Why It’s Time for a CRM Database Audit (With Eye-Opening Stats)](https://nugrowth.com/why-its-time-for-a-crm-database-audit-with-eye-opening-stats/): Your CRM is only as reliable as the data inside it. Without regular maintenance, that foundation—and the insights you derive... - [Getting to Know You: How to Find a Real Partner for Increasing Sales](https://nugrowth.com/getting-to-know-you-how-to-find-a-real-partner-for-increasing-sales/): Outsourcing is becoming more common in the business development world – from software development to content creation, and more, savvy... - [Take the Guess Work Out of Sales with Market Research Campaigns](https://nugrowth.com/take-the-guess-work-out-of-sales-with-market-research-campaigns/): A well-crafted, effective go-to-market plan is the holy grail of development. Why have so many missed the mark? They too often skip... - [An Inside Look at NuGrowth’s Outsourced Sales Training Program](https://nugrowth.com/an-inside-look-at-nugrowths-outsourced-sales-training-program/): One of the most critical aspects of our success at NuGrowth is our outsourced sales training program. The program’s benefits are... - [Who’s Watching the Sales Tools? What Integration and Management Can Bring to Your Business Development Strategy](https://nugrowth.com/whos-watching-the-sales-tools-what-integration-and-management-can-bring-to-your-business-development-strategy/): Sales tools are not an answer in themselves. Technology is integral to building your business development strategy, but you need... - [How to Grow Business with Sales as a Service: Engineering Consulting Firm EWI](https://nugrowth.com/how-to-grow-business-with-sales-as-a-service-engineering-consulting-firm-ewi/): As a sales as a service provider, we often encounter two questions about sales as a service. Those questions are:... - [Buy vs. Build: Which New Business Development Strategy Should You Choose?](https://nugrowth.com/buy-vs-build-which-new-business-development-strategy-should-you-choose/): Whether you’ve been in business for a year or a decade, you know industry is fluid. Markets change, tech advances,... - [Automated Customer Journeys: Key Act-On Emails Principles](https://nugrowth.com/automated-customer-journeys-key-act-on-emails-principles/): Automated customer journeys are a cornerstone to successful outreach strategies for organizations of any size. It’s one of the most... - [The Top Automated Journeys for Your Constituent Outreach Campaign](https://nugrowth.com/the-top-automated-journeys-for-your-constituent-outreach-campaign/): Email automation is the “too good to be true” outreach campaign tool. Automated emails take less time to create, send,... - [Your Top Email Marketing Campaign KPIs to Watch](https://nugrowth.com/your-top-email-marketing-campaign-kpis-to-watch/): Key performance indicator (KPI) data is essential for building your constituent base. Whether you’re a for-profit business looking to grow... - [Tradeshows are Back - How are You Leveraging Them for Sales Appointment Setting?](https://nugrowth.com/tradeshows-are-back-how-are-you-leveraging-them-for-sales-appointment-setting/): After an over a two-year hiatus, in-person tradeshows are making a comeback. While many still offer virtual options, nothing can... - [What Does it Mean to Have a Data-Based Business Development Strategy?](https://nugrowth.com/what-does-it-mean-to-have-a-data-based-business-development-strategy/): Business today relies on data to inform all aspects of operations. It used to be that only large companies with... - [Improve Your Outreach Campaigns with Our Email Automation Journey Infographic](https://nugrowth.com/improve-your-outreach-campaigns-with-our-email-automation-journey-infographic/): The modern customer demands high personalization and almost instant feedback from your organization. Your outreach campaigns need to reflect these... - [Top 9 Tips to Land Your Messaging in Inboxes and Boost Email Marketing Campaign Performance](https://nugrowth.com/top-9-tips-to-land-your-messaging-in-inboxes-and-boost-email-marketing-campaign-performance/): Email marketing campaigns are a popular sales and marketing tool for many reasons, most notably its relatively low cost and... - [The How and Why of the Automated Journey Outreach Campaign](https://nugrowth.com/the-how-and-why-of-the-automated-journey-outreach-campaign/): Customer expectations have changed rapidly over the past two years. Your customers expect more personalization, more relevant messaging, and outreach... - [Finding Your Target Audience with Marketing Automation (and Other Tips)](https://nugrowth.com/finding-your-target-audience-with-marketing-automation-and-other-tips/): Targeted marketing can be one of the most challenging elements in sales. Determining what messages to put out and where... - [It’s Time to Hire Performance-Based Outsourced Sales Reps](https://nugrowth.com/its-time-to-hire-performance-based-outsourced-sales-reps/): The role of a sales rep has shifted over the past 5-10 years and continues to change today. What once... - [Marketing Automation or Email Marketing Platforms – What’s Best for Associations?](https://nugrowth.com/marketing-automation-or-email-marketing-platforms-whats-best-for-associations/): Email marketing is one of the most popular forms of outreach for non-profits and other member-based organizations. And with good... - [Constituent Communication: Using Marketing Automation to Connect with Organization Members](https://nugrowth.com/constituent-communication-using-marketing-automation-to-connect-with-organization-members/): As a member-based organization, your goals differ from traditional businesses. While many companies focus on gaining leads and making sales,... - [Need Marketing Automation Support? Here's Why](https://nugrowth.com/need-marketing-automation-support-heres-why/): Marketing automation is more than a “popular” sales and marketing tool; it’s moved to essential. Eight out of ten companies... - [Why Consumer Market Research is Trending for Sales Teams](https://nugrowth.com/why-consumer-market-research-is-trending-for-sales-teams/): When looking at successful business operations, there are a few key factors that stand out. One of the first is... - [Sales Enablement vs Sales as a Service: What’s the Difference?](https://nugrowth.com/sales-enablement-vs-sales-as-a-service-whats-the-difference/): As a sales as a service (SaaS) provider, we often get the question, “Sales enablement vs sales as a service... - [Creating an Email Marketing Campaign in Six Steps](https://nugrowth.com/creating-an-email-marketing-campaign-in-six-steps/): Email marketing campaigns don’t get the attention they deserve. Though more recent communication tech, like texting and live chats, certainly... - [The Top Sales Best Practices that May Surprise You](https://nugrowth.com/the-top-sales-best-practices-that-may-surprise-you/): A google search for sales and marketing “tips and tricks” can yield thousands of results. Some highlight a specific piece... - [How to Set Salesforce Up the Right Way: Your Salesforce Implementation Steps](https://nugrowth.com/how-to-set-salesforce-up-the-right-way-your-salesforce-implementation-steps/): Research shows that anywhere from 30-60% of all Salesforce or other CRM projects fail. For the majority, the issues lie... - [Marketing Automation and CRM Integration: Why and How](https://nugrowth.com/marketing-automation-and-crm-integration-why-and-how/): Though some view them in opposition, your marketing automation and CRM systems are a match made in heaven. Each system... - [What Does a Buyer Persona Mean for Business Development?](https://nugrowth.com/what-does-a-buyer-persona-mean-for-business-development/): If you’re in the business development world, you’ve heard about buyer personas. But what does a buyer persona mean for... - [6 Questions to Ask About Salesforce Implementation Services](https://nugrowth.com/6-questions-to-ask-about-salesforce-implementation-services/): Those in development know Salesforce is a double-edged sword. On the one hand, it offers a host of benefits: improving customer... - [How to Make Your Email Marketing Campaign Succeed in 7 Steps](https://nugrowth.com/how-to-make-your-email-marketing-campaign-succeed-in-7-steps/): If you’re uninformed, discovering how to make your email marketing campaign succeed can be time-consuming and stressful. You know you... - [New Business Development and the American Rescue Plan: Leveraging Funding to Bring Growth to Your Community](https://nugrowth.com/new-business-development-and-the-american-rescue-plan-leveraging-funding-to-bring-growth-to-your-community/): The American Rescue Plan went into effect in March 2021, providing another round of funding for individuals, businesses, and municipalities to... - [Top 6 Business Development Adjustments to Get Back on Track](https://nugrowth.com/top-6-business-development-adjustments-to-get-back-on-track/): As of June 1st, COVID-19 restrictions in every state have been dramatically updated. More and more businesses are transitioning back... - [Top 3 Ways to Leverage Your Sales Database Better](https://nugrowth.com/top-3-ways-to-leverage-your-sales-database-better/): If this past year has taught us anything, it’s that you can’t sleep on innovation. The rapid changes in supply... - [The Digital Marketing & Sales Data You Need Right Now](https://nugrowth.com/the-digital-marketing-sales-data-you-need-right-now/): The year 2020 exposed some of the most fragile parts of businesses. Many found a lack of sales and digital... - [Building Business Development, the Right Way: Part II](https://nugrowth.com/building-business-development-the-right-way-part-ii/): In part one of this two-part post on building business development, Director of Business Development Jeff Tillar looked at how to secure a... - [The Three Steps to Leveraging Market Research for Sales](https://nugrowth.com/the-three-steps-to-leveraging-market-research-for-sales/): Whether or not you use market research for sales makes a difference. Hinge Marketing found that companies who frequently used market... - [Your Essential Sales Enablement Processes](https://nugrowth.com/your-essential-sales-enablement-processes/): There are dozens of sales process models out there, ranging from five to eight to twelve steps or more, but... - [Building Business Development, the Right Way: Part I](https://nugrowth.com/building-business-development-the-right-way-part-i/): You have the idea, you’ve got the staff, and you’ve realized the vision for starting, pivoting, or growing your business.... - [Top 5 Reasons Your Marketing Automation Campaigns Are Failing](https://nugrowth.com/top-5-reasons-your-marketing-automation-campaigns-are-failing/): On average, a little over half of companies are using marketing automation, many with great success. But, not all. About 33% still... - [Don't Skip Database Management: Here's Why](https://nugrowth.com/dont-skip-database-management-heres-why/): If you’re like most people, you’ve already slipped up on one or two of your New Year’s resolutions. But just... - [Sales Appointment Setting in A WFH Environment](https://nugrowth.com/sales-appointment-setting-in-a-wfh-environment/): In March 2020, the way we do business drastically changed. As the novel COVID-19 coronavirus took hold of the world,... - [What We're Thankful for at NuGrowth Solutions…and How You Can Be, Too](https://nugrowth.com/what-were-thankful-for-at-nugrowth-solutionsand-how-you-can-be-too/): Businesses across the world have adapted to the COVID-19 pandemic in many ways. Our team at NuGrowth Solutions is no... - [Shocking CRM Implementation and Support Stats You Need to Know](https://nugrowth.com/shocking-crm-implementation-and-support-stats-you-need-to-know/): You need to know a lot before your CRM implementation, and there’s still more to do after to ensure you’re... - [How Does Your Business Development CRM Rank?](https://nugrowth.com/how-does-your-business-development-crm-rank/): You want your business development team to be in top shape. That’s why you invest time, effort, and funds into... - [Your One-Stop Sales Enablement Solution](https://nugrowth.com/your-one-stop-sales-enablement-solution/): Businesses seeking sales enablement solutions face similar issues. Whether it’s getting a new business off the ground, bringing a new... - [6 Signs You Need an Outsourced Sales Training Reboot](https://nugrowth.com/6-signs-you-need-an-outsourced-sales-training-reboot/): Shockingly, studies found 70% of employees surveyed say they don’t have mastery of the skills needed to do their jobs. How... - [Salesforce Support: Equipping Your Team with Salesforce Customization](https://nugrowth.com/salesforce-support-equipping-your-team-with-salesforce-customization/): It may be tempting to think customizations are merely a perk when it comes to your team and your Salesforce... - [Salesforce Services: Do You Have the CRM Support Partner You Need?](https://nugrowth.com/salesforce-services-do-you-have-the-crm-support-partner-you-need/): According to Harvard Business Review, close to 70% of all CRM projects fail. Why? Studies show the majority of users... - [NuGrowth Solution’s Business Development Toolkit](https://nugrowth.com/nugrowth-solutions-business-development-toolkit/): Over the years, we’ve worked with dozens of businesses of varying sizes and industries. Yet, our team comes up against... - [Sales Enablement Content: What it Means and Why You Need It](https://nugrowth.com/sales-enablement-content-what-it-means-and-why-you-need-it/): Simply put, sales enablement content are pieces that move prospects through the sales funnel. These can be sales sheets, blog... - [Be Ready for the Retail Busy Season with Sales as a Service](https://nugrowth.com/be-ready-for-the-retail-busy-season-with-sales-as-a-service/): If you work with the retail industry, the busy season preparation starts now. And, despite the disruptions of the on-going... - [Manufacturing and Sales as a Service: What Outsourced Brings to America’s Business](https://nugrowth.com/manufacturing-and-sales-as-a-service-what-outsourced-brings-to-americas-business/): The state of manufacturing has evolved over the last decade. Rapid tech advances accelerated speed-to-market, and product demand increased in... - [Leading Your Inside Sales Team: Motivation with Communication and Connection](https://nugrowth.com/leading-your-inside-sales-team-motivation-with-communication-and-connection/): There are many reasons why you need to up the motivation for your inside sales team. It could be a... - [Worried About Hitting Sales Quotas? Do this with Your Marketing Budget](https://nugrowth.com/worried-about-hitting-sales-quotas-do-this-with-your-marketing-budget/): In mid-March of 2020, the world changed overnight when the COVID-19 novel coronavirus was declared a pandemic. Schools closed, businesses... - [7 Best Practices for Phone Prospecting and Sales Appointment Setting](https://nugrowth.com/7-best-practices-for-phone-prospecting-and-sales-appointment-setting/): “No one picks up. ” “It’s a dead end. ” With the rise of data-driven prospecting and digital outreach in... - [Insurance and Sales as a Service: Why it Makes Sense](https://nugrowth.com/insurance-and-sales-as-a-service-why-it-makes-sense/): Anyone in the industry will tell you insurance is about relationships. Insurance agents and their clients need to build trust,... - [Adjusting Your Business Development Plan: Market Outreach, Pipeline Management & Team Training](https://nugrowth.com/adjusting-your-business-development-plan-market-outreach-pipeline-management-team-training/): It’s not uncommon for business development plans to change throughout the year, but 2020 has been an extreme case. For... - [Is Work-from-Home the New Business Development Normal?](https://nugrowth.com/is-work-from-home-the-new-business-development-normal/): In the wake of the 2020 global coronavirus pandemic, thousands of businesses were forced to transition to a work-from-home environment... - [Uncertainty and Sales: How is Your Inside Sales Team Holding Up?](https://nugrowth.com/uncertainty-and-sales-how-is-your-inside-sales-team-holding-up/): “Uncertainty” may be the word of 2020. This year has forced businesses to stop and rethink over and over again,... - [Determine Your Re-Opening Business Development Plan with these Five Questions](https://nugrowth.com/determine-your-re-opening-business-development-plan-with-these-five-questions/): Businesses across the country are embarking on the re-opening process after the COVID-19 novel coronavirus pandemic shut-down. Whether that means... - [Top Salesforce Support Tips for CRM Success](https://nugrowth.com/top-salesforce-support-tips-for-crm-success/): Organizations have one of two experiences with Salesforce: immediate satisfaction or extreme frustration. The differentiating factor between these experiences is... - [Steps to Increase Sales KPIs: From Setting Indicators to Merging the Sales Gap](https://nugrowth.com/steps-to-increase-sales-kpis-from-setting-indicators-to-merging-the-sales-gap/): Success is sustained growth. But how can you tell whether you’re growing, or not? While revenue tells part of the... - [Who is Managing Your Salesforce and Sales Data? And Who Should be Managing It](https://nugrowth.com/who-is-managing-your-salesforce-and-sales-data-and-who-should-be-managing-it/): It’s the day before the big meeting with investors, and you need critical data from your system, but you can’t... - [The Importance of Discovery: How and Why Inside Sales Relies on It](https://nugrowth.com/the-importance-of-discovery-how-and-why-inside-sales-relies-on-it/): Asking questions and gathering information is central to responsible, productive decision-making. Whether it’s deciding to take a job offer or... - [Essential Elements of Your Business Development CRM](https://nugrowth.com/essential-elements-of-your-business-development-crm/): I am lucky to work closely with our clients to align their goals with our custom sales as a service... - [The 3 Stages of Salesforce: Implementation, Enablement, and Support](https://nugrowth.com/the-3-stages-of-salesforce-implementation-enablement-and-support/): Over the past few months, your business has likely relied on cloud-based systems more than usual. With so many working... - [Top 8 Questions to Ask Before Re-Opening Your Business: Development Planning and Beyond](https://nugrowth.com/top-8-questions-to-ask-before-re-opening-your-business-development-planning-and-beyond/): Earlier this month, businesses started the slow and uncertain process of “re-opening” after the COVD-19 novel coronavirus shut down. This... - [Inside Sales Training from an Outsourced Partner: What NuGrowth Can Bring to Your Team](https://nugrowth.com/inside-sales-training-from-an-outsourced-partner-what-nugrowth-can-bring-to-your-team/): These are uncertain and potentially stressful times for many businesses as each day brings new developments on when and how... - [The Top 5 Elements to Evaluate Your Sales Execution Plans](https://nugrowth.com/the-top-5-elements-to-evaluate-your-sales-execution-plans/): The global coronavirus COVID-19 pandemic has forced everyone to reassess operations. As many businesses are in a forced slowdown, now... - [Crafting Salesforce for Sales Enablement](https://nugrowth.com/crafting-salesforce-for-sales-enablement/): During this unprecedented moment in history, most businesses have seen a slow in operations due to the novel COVID-19 coronavirus.... - [Why DIY Isn’t for Business Development: Benefits of Sales Outsourcing](https://nugrowth.com/why-diy-isnt-for-business-development-benefits-of-sales-outsourcing/): How we do business is rapidly changing in our current environment due to the COVID-19 novel coronavirus outbreak. As many... - [Taking Time to Think Big: Business Development Strategy Elements Scoring Leads in Five Steps](https://nugrowth.com/taking-time-to-think-big-business-development-strategy-elements-scoring-leads-in-five-steps/): As we’re forced to slow down as a nation, many businesses are harnessing the moment to think big and plan... - [Bringing Leads Home: Why Content and Cadence are Key to Business Development Strategy](https://nugrowth.com/bringing-leads-home-why-content-and-cadence-are-key-to-business-development-strategy/): As the world course corrects to recover from the restrictions and economic strain the coronavirus pandemic has caused, we offer... - [Should You Outsource Business Development? Ask These Questions to Find Out](https://nugrowth.com/should-you-outsource-business-development-ask-these-questions-to-find-out/): The recent coronavirus pandemic has caused a major shift in the way businesses operate throughout the world. While many adjust... - [Business in the Time of Coronavirus Sales Outsourcing to Curb Suffering Pipelines](https://nugrowth.com/business-in-the-time-of-coronavirus-sales-outsourcing-to-curb-suffering-pipelines/): It’s official – the coronavirus, also known at COVID-19, has made its impact on the U. S. , including disrupting... - [Marketing Automation and CRM: The Two Prongs of Your Sales Pipeline Strategy](https://nugrowth.com/marketing-automation-and-crm-the-two-prongs-of-your-sales-pipeline-strategy/): As a development manager, your sales pipeline strategy is always on your mind. You want it to grow and move,... - [Trade Show Marketing: What to Do Before, During, and After](https://nugrowth.com/trade-show-marketing-what-to-do-before-during-and-after/): In the past year, almost 40% of companies increased their trade show budget. That’s resources devoted to trade show marketing, prospect... - [Top Salesforce Support Needs: Actuate Your Development Data](https://nugrowth.com/top-salesforce-support-needs-actuate-your-development-data/): Bad data leads to bad development decisions. We all know this to be true. Stats like 40% of businesses failing due... - [Up Your Campaign Game with Business Development Tactic Groups](https://nugrowth.com/up-your-campaign-game-with-business-development-tactic-groups/): Business development Tactic Groups have been a staple for us at NuGrowth since the beginning. The simplicity and effectiveness of... - [Avoid Salesforce Implementation Mistakes with These Top Tips](https://nugrowth.com/avoid-salesforce-implementation-mistakes-with-these-top-tips/): Salesforce remains one of the most popular CRMs and a highly effective sales, marketing, and customer service tool. But, if... - [Sales Data and Development Outreach: Why You Need a Reset](https://nugrowth.com/sales-data-and-development-outreach-why-you-need-a-reset/): Sales data is the necessary fuel for development outreach. If you’re starting with inconsistent, out of date, or just plain wrong... - [The NuGrowth Team Shares: Our Favorite Salesforce Apps for Optimizing Your CRM](https://nugrowth.com/the-nugrowth-team-shares-our-favorite-salesforce-apps-for-optimizing-your-crm/): A Fortune 500 company that continues to grow in the ranks, Salesforce has staked its claim as the #1 CRM... - [Sales as a Service 2020: Five Trends to Stay Ahead of in the New Year](https://nugrowth.com/sales-as-a-service-2020-five-trends-to-stay-ahead-of-in-the-new-year/): A new year signals two things: looking back at what you’ve done and looking forward to where you’ll go. In... - [Build Strategic Content in Five Steps: The Sales as a Service Model](https://nugrowth.com/build-strategic-content-in-five-steps-the-sales-as-a-service-model/): Research shows close to 70% of the buyer’s journey is complete before prospects reach out to your business. That means you need... - [4 Sales Cycle Obstacles and How an Outsourced Sales Partner Can Help](https://nugrowth.com/4-sales-cycle-obstacles-and-how-an-outsourced-sales-partner-can-help/): With decades of combined sales experience, our team at NuGrowth has seen it all. In those years, we’ve gained wisdom (and data!... - [NuGrowth Solutions Gives Back: Our Philosophy of Philanthropy](https://nugrowth.com/nugrowth-solutions-gives-back-our-philosophy-of-philanthropy/): Our NuGrowth Solutions team has much to be proud of this year, from the many sales team members we’ve coached... - [You Need These Business Development Posts to Start Out the New Year](https://nugrowth.com/you-need-these-business-development-posts-to-start-out-the-new-year/): From the Sales Experts at NuGrowth Solutions The new year is here, bringing with it resolutions to make this year... - [The Year-End Business Development List from NuGrowth Solution](https://nugrowth.com/the-year-end-business-development-list-from-nugrowth-solution/): The holidays are here, and for businesses, the end of the year means more than trimming the tree and doing... - [5 Steps to Get Your Data Right: New Business Development in the New Year](https://nugrowth.com/5-steps-to-get-your-data-right-new-business-development-in-the-new-year/): As we near the end of the year, it’s time to make resolutions to do better next year. One way... - [Inside Sales Solutions: The Five Part Outreach Approach](https://nugrowth.com/inside-sales-solutions-the-five-part-outreach-approach/): When it comes to inside sales, veterans and newcomers alike struggle with the same thing: prospect outreach. Outreach is the... - [Top 4 Gaps in Your Business Development Strategy and How to Fill Them](https://nugrowth.com/top-4-gaps-in-your-business-development-strategy-and-how-to-fill-them/): According to HubSpot, 75% of companies say “closing more deals” remains their top priority. That’s not surprising considering growth relies... - [On-Board Better: 4 Keys to Finding the Best Sales as a Service Partner](https://nugrowth.com/on-board-better-4-keys-to-finding-the-best-sales-as-a-service-partner/): According to a recent survey, sales as a service (SaaS) providers are growing fast (32% per year) and showing no signs of... - [Making Marketing Automation Work for Your Outsourced Sales Campaign](https://nugrowth.com/making-marketing-automation-work-for-your-outsourced-sales-campaign/): An Infusionsoft Small Business Marketing Trends Report recently showed that 43% of businesses with in-house marketing say their efforts are ineffective. What’s... - [When Did Sales Become Scary? Signs You Need Inside Sales Services to Bring You Back from the Dead](https://nugrowth.com/when-did-sales-become-scary-signs-you-need-inside-sales-services-to-bring-you-back-from-the-dead/): According to a survey conducted by sales strategist Marc Wayshak, 61% of salespeople say selling is more challenging now that it... - [Content and the Sales Journey: The Essential Outsourced Sales Campaign Pieces](https://nugrowth.com/content-and-the-sales-journey-the-essential-outsourced-sales-campaign-pieces/): Cadence and content are vital elements for an effective sales campaign. These two elements are also challenging for many internal... - [Sales as a Service Development Strategy Essentials: 6 Outreach Cadence Tips](https://nugrowth.com/sales-as-a-service-development-strategy-essentials-6-outreach-cadence-tips/): In all my years working in sales as a service, I frequently encounter the same development outreach issues among clients.... --- ## Pages - [Form Thank You](https://nugrowth.com/thank-you/): We’ll be in touch! - [Contact](https://nugrowth.com/contact/): Contact us We’d like to get to know you and your business goals. Let’s connect. Give us a call 800.... - [Services](https://nugrowth.com/services/): Services Sales Execution Plan Unlock Your Sales Potential: A Proven Roadmap to Success Are you ready to elevate your sales... - [About](https://nugrowth.com/about/): Your Partner in Growth NuGrowth is the Pioneer in Outsourced Sales Teams Since 2007, NuGrowth has hired, trained and managed... - [Global Styles](https://nugrowth.com/global-styles/): Global Styles Colors Fonts buttons This page previews Global Fonts and Colors for this Kit. Changes made in Site Settings... - [Home](https://nugrowth.com/): Scale your business with effective partnership Overcome challenges and reach revenue goals by teaming up with a partner that delivers... --- # # Detailed Content ## Posts - Published: 2026-05-18 - Modified: 2026-05-25 - URL: https://nugrowth.com/outsource-inside-sales-team-cost/ Most organizations approach this as a hiring decision. In practice, what they are deciding is whether to build and manage an entire operating department. Here is what the real first-year cost of building a basic inside sales function looks like. Building an Internal Inside Sales Team ComponentTypical Annual CostSenior Sales Leader$140K – $200K2 SDRs (salary + benefits)$120K – $180KRecruiting fees (15–25%)$40K – $80KTech stack & tools$15K – $40KRamp productivity loss (3–6 months)Significant pipeline delay Realistic First-Year Investment Using conservative midpoints: Senior leader: $170K 2 SDRs: $150K Recruiting (20%): $64K Tools: $27K Total: ≈ $411,000+ in year one None of that guarantees consistent performance. Partnering With NuGrowth When you partner with NuGrowth, you get a dedicated team with senior leadership, active management, a proven process, transparent reporting, and continuous optimization built in. All for less than the cost of one senior sales leader (< $170K). The Financial Difference OptionEstimated CostBuild internally≈ $411K+NuGrowth partnership< $170K Estimated Savings Dollar savings: $240K+ annually Cost reduction: ~58–65% less than building internally Time to productivity: Immediate instead of 6–12 months The Executive Impact Rather than hiring one person and hoping a team takes shape around them, you gain a fully operating revenue engine for less cost and far less risk. No hiring cycles No turnover downtime No ramp delays No management distraction Predictable pipeline creation Companies that choose to build take on the full operational burden of a sales department. Companies that partner with NuGrowth get the outcomes of one without the overhead. NuGrowth runs the... --- - Published: 2026-05-04 - Modified: 2026-05-25 - URL: https://nugrowth.com/a-quick-gut-check-how-strong-is-your-sales-strategy-really/ Most leadership teams believe they have a sales strategy. But when you look closer, what they often have is: a target list a pitch deck a CRM activity expectations That’s not a strategy. That’s motion. A strategy should create predictable outcomes, not just busy calendars. So here’s a simple challenge: Ask Yourself — and Answer Honestly 1) Market Focus Can your team clearly explain why a prospect should change now? Do you target situations — or just industries? Would two different reps describe your ideal customer the same way? If not, your pipeline depends on timing luck rather than positioning. 2) Messaging Effectiveness Do executives respond differently than managers — and intentionally? Is your messaging tied to measurable business outcomes? Do prospects repeat your value back to you in their own words? If conversations stall after interest, the issue is rarely effort — it’s relevance. 3) Campaign Performance Do you know which outreach campaigns outperform the others? Do you know what is driving the higher performers? Can you diagnose where deals die in the buying journey? If improvement requires “trying harder,” you don’t have a controllable process yet. 4) Sales & Marketing Alignment Do both teams agree on what resonates with the buyer? Does marketing influence conversations, or just traffic? Are you measuring activity — or progression to sales cycle? Misalignment isn’t a communication problem. It’s a shared-definition problem. The Hidden Cost of Not Knowing Without clear answers, companies compensate by: adding more leads buying more tools increasing activity targets... --- - Published: 2026-04-25 - Modified: 2026-05-25 - URL: https://nugrowth.com/business-development-services/ “Business development” gets used as a catch-all term, and that is where most of the confusion starts. Companies lump prospecting, marketing campaigns, partnerships, and closing under the same label, then wonder why pipeline is inconsistent and close rates slip. Business development services are not a vague growth function. When the work is defined clearly and executed with discipline, they produce predictable buyer engagement, stronger pipeline, and measurable Return on Sales Investment (ROSI). When it is not, you get activity without outcomes and a lot of meetings that never go anywhere. At NuGrowth, we treat business development as its own function with clear boundaries, clear ownership, and clear metrics. Done correctly, it is not a lead-generation factory. It is a disciplined three-part practice: targeting the right personas, applying professional persistence to earn engagement, and developing relationships that build trust before a prospect ever enters a sales cycle. We act as an extension of your team, not an outside vendor, and we deliver a complete business development function, including the leadership and management that run it day to day. What Business Development Actually Covers Business development is the function responsible for identifying target accounts, engaging the right personas inside those accounts, earning their time, and developing the relationship to the point that a real sales conversation is warranted. It sits between marketing and closing sales, and it operates as an active, judgment-driven discipline rather than a passive handoff. A strong business development function runs on a consistent three-part rhythm. It defines and... --- - Published: 2026-03-02 - Modified: 2026-03-18 - URL: https://nugrowth.com/ai-search/ If your website traffic has dropped over the past year, or if the leads coming through your site have slowed down, you are not alone. AI search has fundamentally changed how potential customers find businesses online. Research firm Gartner has forecast that traditional search engine volume could decline by as much as 25% by the end of 2026 as users increasingly turn to AI-powered tools such as ChatGPT, Google’s AI Overviews, and Microsoft Copilot for answers. This shift is beginning to affect businesses across many industries. Companies that rely heavily on organic search for lead generation are often seeing the impact first. At the same time, organizations that adapt their digital strategy to align with AI-driven search behavior are positioning themselves to gain visibility while competitors adjust more slowly. At NuGrowth, we have been helping clients navigate this transition and develop strategies that keep their businesses visible in this new landscape. This article explains what is happening, why it matters for your business, and what you can do about it. The Landscape Has Shifted For years, the formula was straightforward. Build a website, optimize it for search engines, and customers would find you through Google. That model still works, but it is no longer enough on its own. Today, when someone searches for a product, service, or solution to a problem, they increasingly receive an AI-generated answer directly on the search results page. Independent studies show that more than half of Google searches end without a click to a website.... --- - Published: 2025-12-15 - Modified: 2026-05-25 - URL: https://nugrowth.com/maximize-your-return-on-sales-investment-what-to-avoid-what-to-spend-where-to-spend-it-and-what-to-expect/ Scaling revenue efficiently requires more than simply adding headcount or increasing marketing activity. To truly maximize return on sales investment (ROSI), organizations need a clear strategy around where to invest, how much to invest, and what obstacles can derail performance. Equally important is understanding how long it realistically takes to see ROI—both for the business overall and for each new sales rep you bring on board. In this blog, we break down the essential components of smart sales investment and provide practical benchmarks to help guide your decisions. 1. The Most Important Areas to Consider When Aiming for High Return on Sales Investment (C-Suite Edition) Before we dive in, let's get one thing out of the way: achieving great ROSI is not as simple as “hire a few sales reps and cross your fingers. ” (That’s the unofficial strategy of many companies—and also why so many forecasts are made with a straight face and a shaky voice. ) When you’re sitting in the C-suite, the challenge isn’t just “fix sales. ” It’s ensuring your entire revenue engine works together—because even the best rep can’t outsell a broken system. Here are the key areas every CEO, CFO, and COO should look at, with a few misconceptions and laughs along the way. A. Strategy & Go-to-Market Fit: The Foundation Everyone Thinks They Have Right Most executives assume the strategy is clear—until they ask five leaders to explain the ICP and get six different answers. Misconception:“We know exactly who we sell to. ”Reality:Your... --- - Published: 2025-11-23 - Modified: 2026-05-25 - URL: https://nugrowth.com/ai-isnt-replacing-the-sdr-its-redefining-what-great-sdrs-do-best/ Why Genuine Connections Still Win, and How NuGrowth’s Proven Sales Engines Outperform Automation and Industry Benchmarks The conversation around AI replacing Sales Development Representatives has grown louder over the past few years. With AI tools capable of generating messages, conducting research, and personalizing outreach at scale, many assume SDRs are on the way out. But the data tells a very different story. AI isn’t making SDRs obsolete—it’s making the great ones stand out even more. Despite heavy investment in sales tech, buyers continue to respond far more positively to human-led interactions: 82% of buyers say they prefer human contact during the buying journey (Salesforce “State of the Connected Customer”). Only 14% of buyers trust AI-generated outreach—but 74% trust a knowledgeable sales rep (Gartner). And even with automation exploding, live conversations are still the #1 predictor of pipeline creation (Bridge Group SDR Research Report). Automation may increase volume, but only humans can create trust, understand nuance, and represent a brand authentically. Which is why exceptional SDRs aren’t being replaced—they’re becoming more valuable. The Misconception: More Automation = More Pipeline Sales teams have rushed to adopt AI tools in hopes of “10x-ing” their pipeline. Yet the data shows diminishing returns: Email reply rates dropped 40% over the last three years as automation volume skyrocketed (HubSpot). Over 67% of buyers say they ignore messages that “sound automated. ” More than half of buyers are overwhelmed by vendor outreach, citing “too much generic automation” as the top reason they disengage (Forrester). AI does a... --- - Published: 2025-11-08 - Modified: 2026-05-25 - URL: https://nugrowth.com/why-its-time-for-a-crm-database-audit-with-eye-opening-stats/ Your CRM is only as reliable as the data inside it. Without regular maintenance, that foundation—and the insights you derive from it—quickly erode. According to data cited by ZoomInfo, a staggering 94% of businesses suspect that their customer and prospect data is inaccurate—a signal that nearly all organizations are sitting on shaky ground. (Gartner) The True Cost of Data Decay It's not just about trust—dirty data bites your bottom line too: 40% of business objectives fail due to inaccurate data. That’s nearly half of your strategic goals at risk. (Gartner) Plus, up to 70% of B2B data becomes obsolete annually, meaning three-quarters of your CRM could be outdated before you launch your next campaign. (Gartner) Gartner estimates that poor data quality costs organizations an average of $12. 9 million per year. (Gartner) IBM reports that U. S. businesses lose approximately $3. 1 trillion each year due to poor data quality. (IndustrySelect) What to Watch For During a CRM Audit When you audit your CRM, these areas should be your priority: Undeliverable Emails & Bounce RatesIdentify and purge hard bounces immediately. It's the first defense in protecting your sender reputation and keeping campaigns efficient. New Hires & DeparturesJob churn is real—ZoomInfo data highlights how pervasive inconsistencies are in contact records. Refreshing titles and affiliations is essential to avoid misdirected outreach. Updated Contact InfoWith nearly all businesses doubting the accuracy of their data, updating phone, email, and profile details should be a routine practice. Duplicates & Incomplete DataInaccurate or partial records disrupt... --- - Published: 2025-11-07 - Modified: 2026-05-25 - URL: https://nugrowth.com/getting-to-know-you-how-to-find-a-real-partner-for-increasing-sales/ Outsourcing is becoming more common in the business development world – from software development to content creation, and more, savvy agencies are turning to outsourced partners and increasing sales.  Statistics show: 57% of companies leveraged outsourced work to increase productivity Outsourcing can increase overall productivity by up to 100 times Those who outsource save around 60% of overall business costs Almost 80% of companies that outsource say they feel optimistic about their outsourced partnership Yes, these stats are real – but only if you work with a real partner. Endless vendors promise to boost your sales, improve your productivity, and transform your development strategy, so how do you know which are the real deal? Some simple questions can help you find your answer. Is the work collaborative? Any vendor will dictate what is valuable and define metrics and goals for you. A true partner will ask what you value and your goals, using your answers to form their strategy. Whomever you chose should offer their expertise and experience to inform how to proceed, but you should be a central part of the process from day one. Both you and your provider have something to bring to the table: you have your industry experience, and they have their business development expertise. The two should work hand-in-hand. Are they resourceful and flexible? Any experienced sales and marketing professional knows the development process isn’t cut and dry. It’s about coming up with a data-backed plan, implementing it, and continually adjusting as you gain more data. Look for a provider who... --- - Published: 2025-11-06 - Modified: 2025-11-30 - URL: https://nugrowth.com/take-the-guess-work-out-of-sales-with-market-research-campaigns/ A well-crafted, effective go-to-market plan is the holy grail of development. Why have so many missed the mark? They too often skip step one and rush right to their goal, buying a generic go-to-market plan or creating one with little to no research. Step one is your market research campaign. Without market research, you’re wasting time and money on a shot in the dark. You need a market research campaign – complete with purposeful surveys and targeted data analysis – to create an impactful outreach plan. What Market Research Brings to Your Sales Strategy Market research has two main benefits for your business: 1) it determines the right-fit audience for your product or service, and 2) it brings the data you need to craft an effective go-to-market strategy. Through strategic surveys, purposeful outreach, and detailed research, market outreach campaigns illuminate key elements for your go-to-market campaigns such as: Identifying ideal industries, company types, and customer profiles to target Recognizing key decision-makers for each target industry Understanding decision-maker preferences Targeting ideal ad placement for maximum engagement Informing best outreach content and strategies Using Market Research to Maximize Innovation and Minimize Risk Market research campaigns also offer some “fringe” benefits to help your business fine-tune strategies and stand out in the market, such as: Signal where you should pivot before hiring and deploying a team to target a particular market Understand what stands out about your business, allowing you to capitalize on that unique quality Provide insight into whether your business needs to expand to new... --- - Published: 2025-11-05 - Modified: 2025-11-30 - URL: https://nugrowth.com/an-inside-look-at-nugrowths-outsourced-sales-training-program/ One of the most critical aspects of our success at NuGrowth is our outsourced sales training program. The program’s benefits are two-fold: 1) equipping team members with the skills and confidence they need to be excellent salespeople, and 2) bringing individuals together in a cohesive team with shared vision and goals. Starting with the Goal in Mind All our trainings are based upon core NuGrowth Principles. Those principles include: Practice professional persistence Know listening grants speaking Think “value add” Control what you can control Realize effort never goes to waste Be a self-leader Along with these principles, we mix personal experience with expert resourcing, including several well-respected books to help team members improve their skills and themselves. Books like Stephen Covey’s The Seven Habits of Highly Successful People and Larry Wilson’s Changing the Game provide a well-researched backbone to bring our core principles and sales philosophy to life. Establishing Life-Long Learning Training starts the day a team member is hired, but it never really ends. NuGrowth University is our initial sales training program for new hires. This learning path teaches new team members to be self-leaders and introduces a common vocabulary for streamlined communication. Right off the bat, we equip and connect. We continue to offer Weekly Sales Training for all team members, reminding them there is always room to improve and learn.  The NuGrowth leadership team– an always accessible resource for expertise – leads these weekly training sessions in collaboration with outside training firms to keep everyone growing as a sales professional. In addition, we hold Monthly Innovation... --- - Published: 2025-11-04 - Modified: 2026-05-26 - URL: https://nugrowth.com/whos-watching-the-sales-tools-what-integration-and-management-can-bring-to-your-business-development-strategy/ Sales tools are not an answer in themselves. Technology is integral to building your business development strategy, but you need to focus on which tools you use and why. Without any oversight or connection, you can fall into common mistakes like: Selling to the wrong people (i. e. , those without the need or authority to make the purchase) Selling features instead of solutions to specific pain points Impersonal, one-size-fits-all outreach Make tool integration and management a part of your business development strategy to avoid these issues. Someone needs to be watching your sales tools. Why Sales Tool Integration Integrating your sales tools brings a host of benefits, not the least of which is making it easier to do more, better. When your various tools synch up, you’re able to improve data and segmentation. The information your email marketing tool gathers is slightly different than what you gain through social media messaging. When you bring it together, you get a better, fuller picture of the market, your customers, and how to hone your sales strategy to hit directly on prospect needs. Integration also means fewer errors in data processing. The less information you manually enter, the less likely you’ll mistype or put something in the wrong place. This contributes to overall improved data quality. When all your systems sync together, it’s also easier to train your team. Rather than learning a dozen or so new tools, they can focus on understanding one centralized system. Why Sales Tool Management With a... --- - Published: 2025-11-03 - Modified: 2026-05-25 - URL: https://nugrowth.com/how-to-grow-business-with-sales-as-a-service-engineering-consulting-firm-ewi/ As a sales as a service provider, we often encounter two questions about sales as a service. Those questions are: 1) how does sales as a service work and 2) how to grow business with sales as a service. One answers the other. With an understanding of what sales as a service is, one can see how to grow business with this powerful offering. How Does Sales as a Service Work? Sales as a service (SaaS) is a collection of services an organization provides to grow development in another organization. At NuGrowth, those services include sales team training, CRM management, market research, and marketing campaigns, among other sales enablement services. The difference between sales as a service and outside sales rep services is that sales as a service addresses an organization’s needs across the sales pipeline. SaaS delivers tools, data, and strategies along with highly trained sales talent. Sales as a service teams provide more than just representatives, they provide sales, CRM, and account managers among other high-level roles to ensure all areas from creating a customer profile to closing deals are covered. The Sales as a Service Difference SaaS gives organizations the long view, focusing on the steps that lead development teams to lasting sales success. The key factor in that long view is sales team support. When working with a new client, team structure and support are the first areas we address. We ask managers: Does your team have the tools they need (CRM, marketing automation) to close... --- - Published: 2025-11-01 - Modified: 2026-05-25 - URL: https://nugrowth.com/buy-vs-build-which-new-business-development-strategy-should-you-choose/ Whether you’ve been in business for a year or a decade, you know industry is fluid. Markets change, tech advances, and customer preferences morph. What worked for years may one day fall short – and you may find you need a new business development strategy. To stay nimble, think ahead on how you can equip your business to adapt to these changes. When evaluating your need for transformation, you can go in one of two directions: build internally or look outward and partner with a firm that can bring in fresh ideas to energize your business. Whether you decide to build internally or buy an outsourced solution, there are a few areas to consider before making your choice. Questions to Consider: Build or Buy? What are our core pipeline issues, and why haven’t we been able to move them? Do we have the time to build on our own? How do our funds look? How much can we put towards buying or building? Do we have the resources to devote to internally addressing our shortfalls? Is our team balanced with strong sales leadership and specialized sales team members (i. e. , sales training, CRM implementation, marketing strategy)? Do we need a new perspective? What to Look for If You Buy If your answers point to needing a more immediate, fixed-cost solution to add specialization and a new perspective, you’re a better candidate to go outsourced. But not all outsourced services are the same. As you assess your options, look for a provider with:... --- - Published: 2022-06-21 - Modified: 2026-05-25 - URL: https://nugrowth.com/automated-customer-journeys-key-act-on-emails-principles/ Automated customer journeys are a cornerstone to successful outreach strategies for organizations of any size. It’s one of the most effective strategies we use at NuGrowth to help our clients grow their outreach and engagement. Below are some of our best practices for setting up and executing these journeys through Act-On’s marketing automation system. What is an Automated Customer Journey? First, a short explanation: automated customer journeys are created through email automation where a series of potential paths are laid for each segment of prospects, customers, or members. When the recipient takes (or doesn’t take) a specific action, their next email is triggered. Each new message is designed to eventually send them on the path to engagement in some way (i. e. , make a purchase or sign up for an event). We use these automated journeys to help clients grow their outreach base and increase their specific KPI goals, such as the open rate or click-through rate. Let’s take a look at some of the steps our expert email marketing team takes in setting up an automated journey for our clients. 1. Curate the Source List The first step in launching an automated customer journey in Act-On is to determine the purpose of the journey. Hand-in-hand with this purpose is the source list, or who to enter into the program. It’s essential to decide on the segment details tied to each specific program. When creating segments, consider not only profile filters – such as location, title, industry, etc. – but also behavior filters, like... --- - Published: 2022-06-10 - Modified: 2026-05-26 - URL: https://nugrowth.com/the-top-automated-journeys-for-your-constituent-outreach-campaign/ Email automation is the “too good to be true” outreach campaign tool. Automated emails take less time to create, send, and analyze, making your outreach faster and more effective. Email outreach itself has the highest ROI of any form of marketing, bringing in $42 for every $1 spent. Add in automation, and you can see up to a 300% higher click-through rate for your drip campaigns. With so many benefits, it’s a no-brainer for organizations to use email automation to drive engagement and increase their reach. One of the best ways to use automated emails is through specific constituent journeys. These journeys are paths that different individuals can go on depending on how they came to you, where they are in their constituent lifecycle, and where you want them to go. Let’s take a look at some top email journeys below. Welcome Emails The Welcome Journey is one of the earliest email automation journeys you need as an organization. This journey introduces new constituents to you, thanks them for being a part of your community, and provides any vital information they need to access resources (i. e. , how to log into their unique account). Depending on how individuals interact with your first welcome message, you can funnel them into different paths. Those who immediately log in to their online account can get an email detailing what they’ll find on their account page. Constitutes who click through to your blog could get an invitation to sign up for your newsletter.... --- - Published: 2022-06-07 - Modified: 2024-08-07 - URL: https://nugrowth.com/your-top-email-marketing-campaign-kpis-to-watch/ Key performance indicator (KPI) data is essential for building your constituent base. Whether you’re a for-profit business looking to grow your customer base or a non-profit focused on building and engaging your audience, you need data to inform your email marketing campaigns. And once you have a plan in place, KPI growth tracking is vital to help you measure what’s working and what’s not. Email outreach provides a great indication of how your business or organization is growing (or not). Below are some of the most-watched email KPIs you can use to determine how your outreach is fairing. Common Email KPIs to Watch Bounce Rate: This metric tells you what percentage of your audience didn’t receive your email. Bounces can be hard (permanent non-delivery) or soft (temporary issues that result in a delayed delivery). Bounces happen due to old email addresses, bad email servers, or because someone has blocked your messages. Hard Bounce: A permanent non-delivery usually resulting from an invalid or expired email address. Soft Bounce: This could be a one-time bounce where the remote server did not receive the message. This is most commonly related to spam policies, full inboxes, or an improper connection. Delivery rate: On the other side of bounce rates, delivery rates show the percentage of people who received your message. Aim to get your delivery rate over 90% for newly acquired email addresses and grow it to the high 90s for warm leads and commonly targeted email addresses. Open rate: Open rate tells you what percentage of recipients opened your message.... --- - Published: 2022-05-24 - Modified: 2026-05-26 - URL: https://nugrowth.com/tradeshows-are-back-how-are-you-leveraging-them-for-sales-appointment-setting/ After an over a two-year hiatus, in-person tradeshows are making a comeback. While many still offer virtual options, nothing can beat the energy of an in-person event. If you and your team can do so safely, you can start filling your calendar with these events and begin honing your sales appointment setting strategies. Why Tradeshows Are Ideal for Sales Appointment Setting Trade shows are social events.  Those attending are not only looking to learn more about the topics of the event, but they also want to meet customers and prospects and better understand their competition. Typically, there are defined time slots available during a tradeshow to meet with your team. These slots could be during breakfast, lunch, dinner, or drinks, depending on the event schedule.  Your goal is to schedule specific meeting times with your team to review potential prospects or projects that may come out of the event. As a social experience, there are multiple opportunities for you and your team to connect in person with potential leads. Pre-Event Prep: Leveraging Tech for Outreach Your sales appointment setting strategy starts long before you attend the event. Using marketing automation and your CRM, your team should craft multiple email touches personalized for your different outreach segments. Our team sends messaging beginning about three weeks out, sending emails at a defined cadence to keep our prospects engaged leading up to the tradeshow. Email #1 Sent three weeks before the event Targets accounts, prospects, and industries of interest Lets them know our... --- - Published: 2022-04-25 - Modified: 2026-05-26 - URL: https://nugrowth.com/what-does-it-mean-to-have-a-data-based-business-development-strategy/ Business today relies on data to inform all aspects of operations. It used to be that only large companies with huge budgets could access the level of data needed to optimize. Modern tech has made it possible for any business to access powerful data. Thanks to this increased access, intelligent business development teams turn to a data-driven business development strategy. That means integrating data into every aspect, especially sales and marketing. The more data you can gather and analyze, the better decisions you can make regarding your products, services, and most effective marketing approach. Data Tools and Applications When it comes to your business development strategy, data can be used to: Optimize marketing Improve customer acquisition and retention Identify new opportunities There are a few essential tools your business can leverage to gain and effectively process data. Some of the top include: 1) Market research Though market research is not a physical tool, it is a powerful process to have in your data toolbox. With market research, you can confirm or update your hypothesis about your industry and gain information about new industry segments you plan to break into. Use your market research information to shape your outreach strategy and optimize your products and services to meet emerging needs. The market research process requires mining data to help understand trends in your industry, changes in preferences, and other valuable insights. For most small to mid-sized businesses, it's advantageous to outsource market research for better quality. With all that data in... --- - Published: 2022-04-12 - Modified: 2026-05-25 - URL: https://nugrowth.com/improve-your-outreach-campaigns-with-our-email-automation-journey-infographic/ The modern customer demands high personalization and almost instant feedback from your organization. Your outreach campaigns need to reflect these two factors, and automated email journeys are the key to hitting on both customization and speed. Though email has been a preferred outreach method for decades, the automated email journey brings your engagement quality to a new level. Our latest infographic, Email Automation Journeys: The Top Journeys You Need to Improve Engagement, covers the basics of email automation and how to get your organization started in the automated journey space. In this infographic, you’ll discover: Why you need to automate your email outreach What are the top automation journeys you need How to improve your automated messaging ... and much more! View the infographic here. Want to know more about how to improve your outreach campaign KPIs? Get in touch with the team at NuGrowth Solutions for more details on boosting engagement, improving communication quality, and seeing better results from your outreach. Contact us at 800. 966. 3051 or fill out a simple contact form here. --- - Published: 2022-04-05 - Modified: 2026-05-26 - URL: https://nugrowth.com/top-9-tips-to-land-your-messaging-in-inboxes-and-boost-email-marketing-campaign-performance/ Email marketing campaigns are a popular sales and marketing tool for many reasons, most notably its relatively low cost and high impact. Yet, organizations and businesses are missing out on these benefits with a simple issue: emails that don’t end up in inboxes. This is a common concern among marketers who see hard and soft email bounces limiting their campaign’s efficacy. Email platforms have become more sophisticated about their junk and spam email filtering in the past few years. Recent stats show that as many as 53% of emails end up in the recipient’s spam folder, guaranteeing these messages will never be read. With average bounce rates between 2% and 5%, your organization needs to pay attention and take action if you’re seeing anything above a 5% non-delivery. Once you hit that threshold, you’re in danger of going even higher. High undelivered rates are red flags to email platforms, which start labeling your messages as junk. You need a strategy to avoid this downturn. 1. Keep your contact lists updated Bad email addresses are the top cause of undelivered emails. It could be that someone entered their email incorrectly, changed jobs, or doesn’t use that email address anymore. Either way, you need to stay on top of the contact information in your email lists. Data decays at about 30% each year, so you need to make regular check-ins to ensure messages are getting through to all your contacts. 2. Delete undelivered emails from your mailing list Do not stop, do... --- - Published: 2022-03-22 - Modified: 2024-08-07 - URL: https://nugrowth.com/the-how-and-why-of-the-automated-journey-outreach-campaign/ Customer expectations have changed rapidly over the past two years. Your customers expect more personalization, more relevant messaging, and outreach campaigns that speak directly to what they want and how what you're providing or selling fills their needs. These changes have made marketing automation and the automated customer journey increasingly crucial to gaining and retaining clients or organization members. Are you utilizing this powerful outreach campaign approach to grow your customer or member engagement? What is the automated journey? There are two parts to this form of outreach: the automation and the intentional journey mapping. The automated part means each campaign is set ahead of time and sent without you or your team needing to enact all its pieces manually. Messages are usually sent due to a specific trigger but can be scheduled or manually initiated and then have follow-ups sent automatically based on interactions with the initial message. Initiated through marketing automation, the mapped journey encompasses all forms of client outreach. Whether you're connecting via email, social media, text, or on your website, all the ways you reach customers are part of these specific journeys. Each outreach is one point in a particular path specifically designed to increase recipient engagement. While customer journeys are typically the path to purchase, they can also lead to event sign-ups, to engage in organizational education opportunities, or other desired outcomes. Why the automated journey? What is so special about this specific form of outreach? One of the keys is timing. Since these outreaches... --- - Published: 2022-03-15 - Modified: 2026-05-25 - URL: https://nugrowth.com/finding-your-target-audience-with-marketing-automation-and-other-tips/ Targeted marketing can be one of the most challenging elements in sales. Determining what messages to put out and where can seem like an impossible task. If you’re not using tools like your CRM and marketing automation to understand what message to put out, you won’t end up with quality leads. You need to take time to understand your audience, using the right tools to gain data, and putting that data to work. What Audience Data Do You Need? You need a few essential data pieces to identify your target audience and their needs. Some of those include: Geographic location: where do they live (country, region, state, etc. )? Product or service preference: what do you sell that interests them most? Revenue range: how much can they spend on your offering(s)? Decision-maker title/position: who do you need to talk to in a given organization? How Do You Get Audience Data? Knowing what you need to discover is half the battle. Next, you need the right tools and processes to gain that valuable audience information. Some of the top tools are: Marketing AutomationMarketing automation tracks all your audience interactions. It can tell you who opened an email, clicked on a link, landed on a specific landing page, or even replied to a social media post. With this wealth of interaction data, you can determine who interacts with your content and what content they like best. Customer Relationship Management Tool (CRM)Your CRM houses all your customer and prospect data, so it can... --- - Published: 2022-03-01 - Modified: 2024-08-07 - URL: https://nugrowth.com/its-time-to-hire-performance-based-outsourced-sales-reps/ The role of a sales rep has shifted over the past 5-10 years and continues to change today. What once centered around phone calls and handshakes has changed with growing demands and increased complexity in the sales process. In the last year alone, almost 60% of companies surveyed reported higher sales rep turnover than before. With this high turnover and a growing need for better quality candidates, savvy sales managers are looking at other ways to grow their pipeline. Many are looking into targeted, performance-based outsourced sales reps as a viable option. What is a performance-based outsourced sales rep? Outsourced sales reps are individuals who work for an outsourced sales company and are hired to improve specific points in their client’s sales pipeline. The “performance-based” part of these reps means a significant portion of their compensation is based on their performance. The more business a performance-based rep brings in, the better they’ll be compensated for their performance. Why hire outsourced reps? There are multiple benefits to hiring a performance-based outsourced rep team. Some include: Hire only for what you need. You can decide what part of the sales funnel you want outsourced reps to attack. Let your inside team work on their strengths (i. e. , closing sales) while an outsourced team bridges your gaps (i. e. , generating new leads) Gain the KPIs you need. Outsourced teams don’t just come by themselves; they bring top-of-the-line training and tools to build out KPI insights in your industry, creating targeted buyer... --- - Published: 2022-02-15 - Modified: 2026-05-25 - URL: https://nugrowth.com/marketing-automation-or-email-marketing-platforms-whats-best-for-associations/ Email marketing is one of the most popular forms of outreach for non-profits and other member-based organizations. And with good reason: studies have shown it yields an estimated 122% ROI. Yet, there is still debate on the best system to deploy emails: email marketing platforms or marketing automation software. To answer the question, we looked at the pros and cons of each system. Email Marketing Platforms Email marketing platforms are systems explicitly designed to curate subscriber lists and send emails. Organizations can create email list segments, design emails, and schedule email deployments with these platforms. Most systems can also track email data like open rates, click-throughs, and bounces. Pros Provides significant data on email engagements Costs less upfront than marketing automation Allows for scheduling emails and list segmentation Integrates into marketing reasonably easily with a high ease-of-use Offers pre-created email templates for quick content creation Cons May not deliver a solid ROI due to issues with messaging being caught in spam despite promising spam detection Cannot provide one-to-one data that emails prompted donations, event sign-ups, or other desired actions Can have rapid costs increases as the number of contacts or list segments grow May not offer the desired level of customization with potentially rigid templates Marketing Automation Marketing automation systems are software platforms that manage multiple marketing channels. With marketing automation, organizations can create, schedule, and gain data on email, social media, and website interactions, among other marketing streams. Its value lies in automating repetitive tasks and tracking member engagement... --- - Published: 2022-02-02 - Modified: 2026-05-25 - URL: https://nugrowth.com/constituent-communication-using-marketing-automation-to-connect-with-organization-members/ As a member-based organization, your goals differ from traditional businesses. While many companies focus on gaining leads and making sales, your priorities are different. For you, it’s all about engaging with and providing value for your current members. The nuance of bringing value to your members is challenging, especially in an organization where your marketing team is pulling double or triple duty. Your focus is on giving your members the information and connections they can’t get on their own. But, with an overworked team, maintaining consistent, effective member communication can fall to the back burner. With marketing automation and these tips, you can stay on top of your communications, providing efficient, regular outreach to increase engagement and bolster your member community. 1. Understand What Your Members Value Generic communications about who you are and what you do can only go so far. For impactful content that engages your constituents, you must understand what your members value. Market research can help you discover areas like legislative or environmental news, valuable events and partnerships, or grants and discounts relevant to your members. Your goal is to establish the value of their donations or member dues clearly – it’s why you matter. Marketing automation can assist in understanding what your members value through targeted A/B email testing. You can send out one correspondence highlighting a relevant event and another that details specific grants your members can access. See which gets more engagement, and you’ve got your answer on which has the higher value.... --- - Published: 2022-01-19 - Modified: 2026-05-25 - URL: https://nugrowth.com/need-marketing-automation-support-heres-why/ Marketing automation is more than a “popular” sales and marketing tool; it’s moved to essential. Eight out of ten companies use marketing automation to gain, score, and nurture leads, and for good reason. Marketing automation can improve workflow, boost conversion rate, increase productivity, and bring critical personalization to customer outreach. Yet, not all businesses see these benefits. Why? The disconnect lies in a lack of marketing automation support. You need the right processes, people, and technology to gain marketing automation’s benefits. Some of those vital pieces include: Integrating Market Research and CRM Data We’ve said it repeatedly: you need quality data for quality results. You need to pull in data from market research and your CRM for your marketing automation to see valuable output. The more you can discover about your current and potential customers upfront, the more success you’ll see in your marketing automation campaigns. Establishing Lead Scoring The data you gain from market research and your CRM should give you enough to set up lead scoring in your marketing automation system. Though there are frameworks to create your scoring system, each business is unique. Once you determine ways to identify “hot” (or “sales ready”) leads versus “cold” leads, you can establish automated pathways to nurture each appropriately. Identifying Audience Segments Segmentation is a sales and marketing cornerstone. Your customers and leads are unique, but you can use some common factors to group specific identities. Once you know your different marketing segments, you can establish the right content, cadence,... --- - Published: 2021-12-08 - Modified: 2025-01-28 - URL: https://nugrowth.com/why-consumer-market-research-is-trending-for-sales-teams/ When looking at successful business operations, there are a few key factors that stand out. One of the first is people: well-trained data administrators, content creators, sales reps, and coaches are critical. In conjunction with a quality team is consumer market research. Why consumer market research? Because it brings the vital data needed for long-term growth. The greatest development team is nothing without the right data to equip them. Consumer market research brings that data, arming teams with the information they need to build a database, target leads, and continually move their sales pipeline. Hinge Marketing found that companies that use market research saw profitability double and growth increase by 15x compared to those that don’t’ use research. Why is consumer market research so essential? It Builds a Relevant Database When your team understands who is interested in your product or service, they can start auditing and augmenting your database. Once you know what types of businesses and job titles you should target, your team can gather leads and start tagging them based on differentiating factors (i. e. , location, job title, price point). Market research can also help identify new markets, allowing you to grow your database and outreach. And, market research enables you to understand your competition to pinpoint your unique values in the market. It Helps Better Qualify Leads Once you have data on what factors constitute the hottest leads, run reports to flesh out those high-quality prospects. The more information you have on the market and... --- - Published: 2021-11-24 - Modified: 2025-01-28 - URL: https://nugrowth.com/sales-enablement-vs-sales-as-a-service-whats-the-difference/ As a sales as a service (SaaS) provider, we often get the question, “Sales enablement vs sales as a service – what’s the difference? ” While both have “sales” in the name, the distinction between sales enablement and sales as a service is subtle but important. While any organization needs sales enablement to increase profits and grow their bottom line, sales as a service brings the people and skills to make sales enablement happen. Sales Enablement Sales enablement is precisely what it sounds like: it means to make sales happen. It requires strategy, technology, training, and data analytics, among other elements working together to engage prospects and turn them into customers. Some of the main aspects of sales enablement include: Tools, specifically the a well-crafted tech stack Process and strategy Data and analytics Each of these pieces needs to work together to make sales enablement a reality. They feed into and build on one another: tools bring in data, and data translates to strategy. Successful development teams understand the dependent nature of each piece, fully engaging in sales enablement that gets results. Sales as a Service Understanding sales enablement is critical to understanding sales as a service (SaaS). SaaS brings all the elements of sales enablement with the people to make it happen. With sales as a service, you gain: Top-notch, customized sales tech Advanced data and analytics Results-driven sales processes and strategy Expertly trained reps and sales support teams And, you get it all with one provider. The all-in-one... --- - Published: 2021-11-10 - Modified: 2025-01-28 - URL: https://nugrowth.com/creating-an-email-marketing-campaign-in-six-steps/ Email marketing campaigns don’t get the attention they deserve. Though more recent communication tech, like texting and live chats, certainly bring benefits, email remains one of the most effective marketing methods. In fact, some research shows it has a 4,200% ROI – now that’s effective. But, to gain such high returns on your email marketing campaigns, you need to put thought into how they’re deployed. One size does not fit all, and your team needs to consider how to craft the right messaging, send it at the right time, and keep improving each campaign to reach your goals. Here are a few steps to get you started: 1. Clean Up Your Database A clean database is where it all begins. Make sure you have good contact information for the right people before you start your email campaigns. Do a database audit to clean out duplicate information and expired contact information and fill in any gaps you can. 2. Understand Your Audience Use market research to understand who you’re contacting with your email marketing campaigns. Some of the most critical information you need is their pain points, ideal price range, and who is a decision-maker for your product or service. Use this knowledge to create email messaging that speaks directly to your audiences’ needs. 3. Create Audience Segments Though your audience as a whole will have a lot in common, some nuances set them apart. Those nuances are important as they can affect things like the best time of day to... --- - Published: 2021-10-27 - Modified: 2025-01-28 - URL: https://nugrowth.com/the-top-sales-best-practices-that-may-surprise-you/ A google search for sales and marketing “tips and tricks” can yield thousands of results. Some highlight a specific piece of technology, while others promise an email template that’s “guaranteed” to get results. While some of these tools and strategies can help, often they’re fleeting or don’t work as a standalone solution. If my years in sales have taught me one thing, it’s that the most effective strategies are often the most straightforward. These are the top sales best practices we use at NuGrowth that keep delivering year after year. 1. ) Get Your Database Right Contact data is the starting point for any sales campaign. If you start with unreliable, error-ridden, or mismatched data, you set yourself up to fail. A clean, quality database is critical. The biggest mistake we see is a “one and done” attitude regarding CRMs and contact databases. Sales teams will tell us they cleaned up their database, only for us to find out it was years ago. You need a dedicated person to manage your database, ensure it’s cleaned and updated regularly, and carefully manage data in and out. Discipline is vital. Beyond the data itself, you also need robust reporting to keep up with the market’s changes. Successful sales teams watch how contacts respond to their outreach and update their personas and segments based on their findings. The information you need is at your fingertips - if you know how to extract it from your CRM system. 2. ) Hone Your Messaging and... --- - Published: 2021-09-01 - Modified: 2026-05-25 - URL: https://nugrowth.com/how-to-set-salesforce-up-the-right-way-your-salesforce-implementation-steps/ Research shows that anywhere from 30-60% of all Salesforce or other CRM projects fail. For the majority, the issues lie in not knowing how to set up a Salesforce CRM. While a powerful and effective sales tool, Salesforce implementation requires forethought and planning to allow your CRM to live up to its potential. We talked with one of NuGrowth’s CRM Administrators, Patrick Bellish, about some of NuGrowth’s best practices for how to set up Salesforce the right way. 1. Designate a point person Patrick and his team first recommend designating a point of contact in your organization. This individual will manage the overall setup and be the “go-to” internally and externally for Salesforce-related questions and concerns. “This person should be high up enough to deal with billing information, yet also have buy-in to the ROI of Salesforce as a tool,” Patrick said, “This individual will be the point of contact for Salesforce support, users submitting requests, adding additional user licenses, Salesforce help support cases, and everything in between. ” From there, identify individuals from each team (i. e. , sales, marketing, account management) as stakeholders. These stakeholders should work directly with your Salesforce point person to advocate for the needs of their department and aid in educating their team on how to use the system. 2. Define roles and goals While it can be tempting to dive right into Salesforce, customizing and building things out, we caution against it. “Take your time and set things up the right way to save yourself a lot of... --- - Published: 2021-08-25 - Modified: 2025-01-28 - URL: https://nugrowth.com/marketing-automation-and-crm-integration-why-and-how/ Though some view them in opposition, your marketing automation and CRM systems are a match made in heaven. Each system is designed to gather and use customer data to improve your sales, so how could they not be perfect for each other?   This reciprocal relationship often falls apart due to a rift between sales and marketing teams. When each team thinks they have the answer on their own, they lose out on the power of the dual relationship. Why Marketing Automation + CRM Works Each piece in the marketing automation and CRM team works to improve the other’s processes. Marketing automation is about reaching the customer and bringing back intel on who they are and what they want. CRMs store and process that customer data, breaking it down to create segments and specific sales strategies to reach them. Then, marketing automation puts those outreach methods into practice with automated systems. At the same time, sales reps use CRMs to reach out with a nuanced touch, supplementing marketing automation’s efforts. Then, the conversations sales reps have with prospects influence marketing automation messaging, and the symbiotic relationship continues. Both systems are one half of a whole that allows your team to gain, interpret, and act on customer data most efficiently and effectively. Marketing Automation Moves customers along with automated messaging Sends targeted messages at the most valuable times in the buyer’s journey Keeps marketing moving at all times thanks to automation Provides great testing ground for message content and timing CRM... --- - Published: 2021-08-11 - Modified: 2025-01-28 - URL: https://nugrowth.com/what-does-a-buyer-persona-mean-for-business-development/ If you’re in the business development world, you’ve heard about buyer personas. But what does a buyer persona mean for your development strategy? It means a great deal. Buyer personas are the key to unlocking your sales database and putting that data to work. It’s how you get names in your CRM to become responses in your inbox. Let’s look at how to create these personas to help you get more calls back and meetings set. 1. Identify your persona groups Before you start your research, you need to know who you’re researching. Identify the different people in decision-making positions for your target industries. Generally, you will have three groups: High level: C-suite employees that report directly to CEOs, CFOs, COOs, and the like Senior Level Managers: Senior Vice Presidents or Executive Vice Presidents Product or Account Managers: those more directly connected with the day-to-day details of the product or service they sell and in a position to decide which solutions to use to help their business 2. Define each persona’s role Once you understand the different decision-maker groups you have, get details on what their role entails. Think about what knowledge and tools they leverage daily, what a typical day looks like for them, and their core responsibilities. The more details you can get on how their role fits into their industry, the better. 3. Identify pain points and challenges This is the core of what will shape your strategy. Once you know the specific challenges each persona faces,... --- - Published: 2021-07-28 - Modified: 2025-01-28 - URL: https://nugrowth.com/6-questions-to-ask-about-salesforce-implementation-services/ Those in development know Salesforce is a double-edged sword. On the one hand, it offers a host of benefits: improving customer profiles, streamlining prospect communication, holding a wealth of data and reporting abilities, and highly adaptable. However, to access these benefits, you must know how to use this complex system. That’s where Salesforce implementation services come in. With Salesforce implementation services, you can harness the potential of Salesforce through expert advice and action. Whether you’ve had your Salesforce system for years or you’re looking to implement Salesforce for the first time, it’s worth looking into this professional help. As you’re looking for the right Salesforce implementation service provider, ask the following questions to get the best in the business:  What do we need in our Salesforce system? Notice that the question is about what you need specifically. A quality provider will know what is essential for your business and where you can save on time and money by leaving out complex functions or add-ons. They’ll also know if and when you need to bring those more complex pieces into your system. An experienced Salesforce implementation provider knows it’s best to start with the essentials and build from there. How would you rate our data quality? How can we improve it? This question tests the provider’s data cleansing abilities. If you’re not already doing it regularly, every database could use a data cleanse. You want your provider to understand where your database issues lie (duplicates, expired contact information, incorrect data field entries) and have a plan on... --- - Published: 2021-07-14 - Modified: 2025-01-28 - URL: https://nugrowth.com/how-to-make-your-email-marketing-campaign-succeed-in-7-steps/ If you’re uninformed, discovering how to make your email marketing campaign succeed can be time-consuming and stressful. You know you have a great product or service, but you can’t engage contacts to learn more. How can you cut through the noise? With many of your prospects receiving dozens of promotional emails each week, your message needs to make an impact. Follow these steps to get there. 1. Know what to say and who to say it to Intentionality is at the heart of your outreach. Start by understanding who you’re talking to and what they want to hear. Your goal is to make it about them, not about you. You need to understand what your prospects value and make that core to your conversation: talk about how your good or service can meet their needs. Focus on individual roles (i. e. , VP of Sales, Marketing Manager) and gain market data to understand what matters most to them. In order to best communicate with your audience, curate an email list of decision-makers in your target industry and segment it to speak to different audience groupings by role, location, or another discernible category. For each segment, leverage CRM and marketing automation data along with market research to choose the best messaging. Determine each audience’s pain points, motivations, and goals to craft compelling messages. 2. Have quality contacts Once you know who you want to reach, ensure that’s who you have in your CRM and that you can get in touch.  Bad outreach data... --- - Published: 2021-06-30 - Modified: 2026-05-25 - URL: https://nugrowth.com/new-business-development-and-the-american-rescue-plan-leveraging-funding-to-bring-growth-to-your-community/ The American Rescue Plan went into effect in March 2021, providing another round of funding for individuals, businesses, and municipalities to curb the economic impact of the COVID-19 pandemic. It provided nearly $350 billion in aid to states and cities, including funding for economic development organizations. Designated to “respond to the COVID-19 emergency and address its economic effects,” the funding released to organizations should be used to bring new business development and ease the economic impact on municipalities like yours. And it should be put to use now. While you need to act fast to surge economic growth, your action must also be strategic. That’s where sales outsourcing can help. With an end-to-end fully operational development team, an outsourced sales organization can help you optimize data, identify opportunities, and build a strategy for immediate execution to get your economic community back on track. How Sales Outsourcing Can Bring Business to Your Community With an outsourced sales team, you get the tactical expertise and operational power you need to jump-start your community’s re-opening.  A sales outsourcing team provides: Strategic planning to set an achievable roadmap for building relationships and bringing top brands to your community Growth identification, targeting existing businesses in your community, and helping them identify development opportunities Relationship building through targeted conversations with skilled representatives, building connections on your behalf Content creation to improve your outreach, especially on a digital landscape Opportunity spotting, flushing out areas for industry and business growth Market research to understand the needs of your target industries and what they’re looking... --- - Published: 2021-06-15 - Modified: 2025-01-28 - URL: https://nugrowth.com/top-6-business-development-adjustments-to-get-back-on-track/ As of June 1st, COVID-19 restrictions in every state have been dramatically updated. More and more businesses are transitioning back to in-person work, and the state of the economy is beginning to change. Amidst these changes, your business development team needs to take a step back before stepping back up.  More than half of workers surveyed by Zoominfo said they’ll be back in the office by June, and a lot has changed since everyone was in the office. You need to make adjustments to the “new normal. ” With so much changing – and at a rate faster than initially anticipated – it’s time to get some outside help to focus on your critical development needs. 1. Audit and Update Your Database The COVID-19 pandemic had a significant effect on staffing. Roles changed, individuals retired early, companies downsized, and overall, there was a shift in who works where doing what. As the dust settles, you need to keep your database up to date with these changes. Reach out and research to discover who changed roles and moved companies, adjusting your prospect tags to reflect the best contact. You may also need to update personas and target segments based on overall changes in the market. Take nothing for granted – make sure you have accurate, up-to-date data before resetting your outreach. An outsourced partner like NuGrowth can help you get your database up to speed quickly.  Our database audit identifies errors and gaps, and our team works to get your data ready for the market.... --- - Published: 2021-05-26 - Modified: 2025-01-28 - URL: https://nugrowth.com/top-3-ways-to-leverage-your-sales-database-better/ If this past year has taught us anything, it’s that you can’t sleep on innovation. The rapid changes in supply chains, business operations, and other shifting dynamics in 2020 highlighted the need to keep up with new tech and strategies to see how you can improve operations. The same is true for how you’re using your sales database.  You can do so much more in your database beyond using it to make a call, send an email, log your actions, and move on. Among the many sales database innovations out there, we’ve highlighted three to inform outreach, engage prospects, and improve team performance overall. Built-In Workflows Imagine if your custom outreach cadences were embedded in your database. That’s precisely what you get with built-in workflows. Custom cadences for each segment or persona are integrated into each profile so you can see where you are and where you’re going with an individual prospect. You can also add critical prospect info like pain points and top questions to ask right there in the profile. With built-in workflows, you get all the information you need at your fingertips, equipping your team for success with each outreach. Dynamic Pipeline Statistics In sales, you need up to the minute, real-time information on your pipeline so you can spot potential issues before they become real problems. Dynamic pipeline statistics in your database can provide detail on inflow/outflow, trends, forecasting, sales cycle duration, and other fluctuating data right in your database. You can then leverage these real-time statistics to improve... --- - Published: 2021-05-12 - Modified: 2025-01-28 - URL: https://nugrowth.com/the-digital-marketing-sales-data-you-need-right-now/ The year 2020 exposed some of the most fragile parts of businesses. Many found a lack of sales and digital marketing investment was one of those weaknesses. Those who diversified their sales and marketing with digital tactics could rapidly assess shifting metrics. This allowed them to be nimble, taking action and adjusting to swiftly changing trends. But those who relied on outdated tools or labor-intensive data gathering practices were left behind. If you felt unprepared for the unexpected in 2020, you need to update your practices to gain, interpret, and act on critical data now. Some of the most valuable data you need includes: Market Data Market research jumped from valuable to essential over the last year. What worked last month was suddenly irrelevant this month. To stay on top of what’s happening in your target market, you need to set up systems to regularly assess areas like sales cycle, deal size, buying patterns, and customer motivation. Each of these areas determines your prospecting strategy and, if they change, your strategy needs to quickly adjust to keep up. Customer and Prospect Data If your team didn’t correctly leverage your CRM this past year, you felt it.  The customer and prospect data you gain from correct CRM usage is the raw material you need to craft a winning outreach plan. With your CRM data, you can see which outreach cadences and content are working for which target segments. Quality CRM processes also help you identify critical decision points within the buyer’s journey.... --- - Published: 2021-04-14 - Modified: 2025-01-28 - URL: https://nugrowth.com/building-business-development-the-right-way-part-ii/ In part one of this two-part post on building business development, Director of Business Development Jeff Tillar looked at how to secure a solid development foundation. Quality data and effective tools, along with market intelligence, are the base of a thriving business. But you need to use that data and those tools in the right way to achieve your development goals. Step 3: Optimize Messaging and KPIs After you gather the market intelligence you need to understand your target industry, take what you learned and develop multiple outreach campaigns. Each of these campaigns should target a different opportunity segment. Execute these campaigns to validate what you learned from your market research, getting real results to your hypothesis on prospect pain points and preferences. To understand what makes a campaign a success, you need to set-up key performance indicators (KPIs). Relevant KPIs include conversion rate, meeting set rate, open rate, and close ratio. Get a baseline for each KPI before you begin tracking so you’ll know if you’re making progress. Each marketing campaign should have its own KPI tracking. As you gain data, you will need to make adjustments. Be careful to only change one element at a time (i. e. , time of day sent or mode of communication) so you can accurately target what triggered an improvement. Over time, you’ll understand the ideal lanes to ramp up your sales effort and come to near perfection in your outreach methods. The KPI data you gain also aids in forecasting your sales pipeline to help you plan... --- - Published: 2021-03-31 - Modified: 2025-01-28 - URL: https://nugrowth.com/the-three-steps-to-leveraging-market-research-for-sales/ Whether or not you use market research for sales makes a difference.  Hinge Marketing found that companies who frequently used market research saw 15 times more growth and almost double the profitability of those that don’t use any research. Market research brings you the critical data you need to market your business successfully. With research, you can discover who the decision-makers are in a market, their pain points, and other essential information to target your sales and marketing. 1. Understand Your Market The first step in leveraging market research for sales is to conduct the research. Reach out to your target businesses to better understand who they are and how you can craft your services to meet their needs. The data you gain should answer vital questions like: Is our product or service in demand for our target businesses? What are the most prominent pain points we can address? What is an acceptable price range within the market? These questions will help you determine if you’re reaching the right businesses and if you can be profitable under your current product or service plan. From there, dig deeper to learn more about decision-makers in your target market and their preferences. 2. Analyze Data and Establish Segments Your research data should go straight to your CRM. Use your CRM system to analyze who is in your market (potential clients and competitors) and establish segments based on your results. You can categorize by geography, business type, business size, or another relevant differentiator. The key is to create groups... --- - Published: 2021-03-17 - Modified: 2026-05-25 - URL: https://nugrowth.com/your-essential-sales-enablement-processes/ There are dozens of sales process models out there, ranging from five to eight to twelve steps or more, but no matter the model, there are core elements of sales enablement that remain. Those core elements include identifying and qualifying prospects, nurturing them, and closing the deal.  While there are nuances along the way, the critical part of these elements is the order. When it comes to sales, you can’t skip around or jump in at any point – the process is a process for a reason. By following these core elements in order, you can get your team started on that sales enablement process. The Foundation: Identify and Qualify Before you reach out to any prospects, you need to know who to target. This is where your team should spend most of their time. Without a solid base of understanding whoto target, you could waste time and money pursuing fruitless leads. To identify the best prospects for your team, use market research to understand who is in your sales space, what they want, and how they’re looking for products or services like yours. Market research sheds light on critical information like purchasing habits, pain points, decision-makers, and contact preferences within your target industry or segment. This research can also help you identify new segments to target. Once you know more about who to target and how, your team needs to establish lead scoring to identify the most qualified leads. Lead scoring helps you understand who is closer to purchase based on factors like level of need, budget, and authority of the specific contact within the... --- - Published: 2021-02-24 - Modified: 2025-01-28 - URL: https://nugrowth.com/building-business-development-the-right-way-part-i/ You have the idea, you’ve got the staff, and you’ve realized the vision for starting, pivoting, or growing your business. You’re ready to jump in – but you don’t know where to start. Is there one right way to build your business development for this new venture? While there may not be one right way, there are right steps. Each business has its unique needs, but regardless of size, industry, or history, you need to start with the right foundation and build from there when marketing a new product or service. I’ve worked with countless CEOs, CMOs, CBDOs, and other C-suite executives who are breaking into a new market. Let’s look at the first two steps that guided them to build a successful new business development operation. Step one: Set the Foundation with Data and Systems Successful sales teams are built on a solid foundation. You need to start with the right tools to empower your team to scale the businesses over the long run. If you skip this step and run too fast, you can find yourself wasting time and money. Core tools to a successful sales infrastructure include a Customer Relationship Management system (CRM) and Marketing Automation.  As you gain traction, you’ll need to grow your tech stack, but these two are essential to your foundation. Along with these tools, you need a reliable database to feed these systems and gain the critical insights essential to growing your development operations. Start by implementing a CRM system to manage the... --- - Published: 2021-02-10 - Modified: 2025-01-28 - URL: https://nugrowth.com/top-5-reasons-your-marketing-automation-campaigns-are-failing/ On average, a little over half of companies are using marketing automation, many with great success. But, not all. About 33% still consider their marketing automation campaigns to be unsuccessful. Are you one of these 33% waiting to see results from your marketing automation campaigns? These are a few things that could be holding you back. 1. Your database is outdated, unorganized, or both If you’re operating with out of date or unorganized data, you’re working with both hands tied behind your back. Successful marketing automation campaigns rely on valuable data. Ensure you’re scrubbing your database regularly and educate your team on how to organize information. 2. You siloed your data Your sales and marketing data should be shared and continuously build off one another. Your sales team gains data through calls and emails while marketing feeds off online interactions. You need both to create a complete prospect picture. The more information you can gather on a prospect, the better you’ll be able to segment your campaigns to their needs. 3. You aren’t segmenting data This is a common pitfall for many marketing automation campaigns. The more targeted your campaigns are, the more successful they’ll be. You can target better when your data is segmented better: by industry, buyer persona, and new relationship versus existing relationship, to name a few categories. The more dialed in you can get to the pain points and preferences of the individual receiving the campaign messaging, the higher your success rate. 4. You aren’t analyzing data Too often, marketing... --- - Published: 2021-02-03 - Modified: 2025-01-28 - URL: https://nugrowth.com/dont-skip-database-management-heres-why/ If you’re like most people, you’ve already slipped up on one or two of your New Year’s resolutions. But just because you tripped up doesn’t mean you need to give it all up – especially if that resolution deals with your development strategy and database management. Many businesses resolve at the beginning of the year to “clean house” and “start fresh,” and the development database is often one of the first places to start. There’s good reason to focus on cleaning out and honing in your database management – it may be the most influential part of your development strategy. Database marketing works. According to a Forbes study, businesses with “data-driven marketing” are up to six times more likely to “be profitable year-over-year. ” If that’s not a ringing endorsement, we don’t know what is. Database marketing is designed to target who your ideal customers are and get them exactly what they want to see and hear. Customization and personalization in marketing and service are now essential. Quality data provides your team with the details on what customers want so that you can translate that to your outreach. Data helps you identify your ideal customer, predict their behavior, and gain immediate feedback on your tactics’ success. Database marketing saves you time and money and sets your business up for life-long success. But your database marketing is only as good as your database itself. How can you be sure your data and database are set up to yield the effects of database... --- - Published: 2021-01-27 - Modified: 2025-01-28 - URL: https://nugrowth.com/sales-appointment-setting-in-a-wfh-environment/ In March 2020, the way we do business drastically changed. As the novel COVID-19 coronavirus took hold of the world, organizations of all types were forced to move their operations to a primarily work from home (WFH) capacity, changing the game for sales appointment setting, among other operations. According to Gartner, 88% of organizations worldwide made WFH “mandatory or encouraged” once the pandemic hit. Since then, almost 75% of CFOs surveyed said they plan to move at least 5% of their employees to permanent WFH, and 25% of those CFOs say they’ll move 10% to remote work.  Global Workplace Analytics estimates up to 30% of the worldwide workforce will be WFH by the end of 2021, while they estimated only 4% would do so pre-pandemic. Even if your locality or organization has moved back to in-person work, many of the people you’re trying to connect with could still be operating WFH and limiting in-person contact and meetings for the near future.  With tradeshows on hold and many avoiding leaving home, how are you to fill your calendar without these in-person meetings? The key is to shift your strategy and focus on meeting the emerging needs of your contacts. Start with a database assessment. Before you pick up the phone, make sure your database has adjusted to the changes precipitated by the pandemic. People likely shifted roles, adjusted their best contact info, or decided to make career moves in response to the changing times. The last thing you want to do is... --- - Published: 2020-11-25 - Modified: 2026-05-26 - URL: https://nugrowth.com/what-were-thankful-for-at-nugrowth-solutionsand-how-you-can-be-too/ Businesses across the world have adapted to the COVID-19 pandemic in many ways. Our team at NuGrowth Solutions is no exception. We, along with hundreds of other businesses, have continued to adjust as the pandemic environment changed. Some notable happenings as a result of the pandemic include: Small business revenue decreased by 20% since January 2020 (source) 3/4ths of remote team managers worry about how to keep their team connected (source) 86% of working parents want work flexibility today, compared to 46% pre-pandemic (source) More than 80% of companies accelerated their automation technology in response to the pandemic (source) A Gartner CFO study found 58% of executives canceled conference spending and 51% froze travel and expenses (source) With all these adjustments, it can be challenging for a team to come together and find sustainable solutions. Yet, the NuGrowth team rose to the occasion. We asked some of our team how their specific group adapted to the changes brought on by the pandemic and what they’re working to overcome as they continue to adjust. From Our Team: How We Adapted and How We Continue to Grow We really focused on how to communicate during the pandemic. It has brought us closer and allowed us to use the tools we have even more efficiently. All our meetings and trainings moved virtual. We hold the same weekly meetings we would have in the office, and it’s good to see each other weekly and hear how people are doing. I’m thankful for how we were set... --- - Published: 2020-11-18 - Modified: 2026-05-25 - URL: https://nugrowth.com/shocking-crm-implementation-and-support-stats-you-need-to-know/ You need to know a lot before your CRM implementation, and there’s still more to do after to ensure you’re getting the most out of your system. We took a look at some of the most impactful CRM statistics to help you understand what elements to consider when choosing and implementing your CRM system. Top CRM Stats and What they Mean In looking at these top stats, we found each was part of a story about what matters to CRM implementation and support. The story we discovered was: Mobile Access to Your CRM Matters Over 80% of CRM users access the software from a mobile device (cell phone or tablet) (source) 12% of businesses used cloud-based CRMs in 2008 – that number jumped to 87% by 2019 (source) Quality CRM Implementation and Data Management Matters When properly implemented, a CRM can yield an ROI of over 245% (source) Up to 30% of data stored in CRMs is considered “not useful” by the organizations that use it (source) Time-consuming data entry is the leading cause of poor CRM adoption (source) The number one reported CRM adoption challenge is manual data entry (source) Training to Understand Your CRM Matters Over 475% of organizations reported adoption issues when implementing a CRM (source) Ease of use is the second most important factor for businesses when deciding on a CRM (source) Companies with less than a 75% adoption rate have poorer sales team performance (source) Almost 45% of CRM users use less than half of... --- - Published: 2020-11-11 - Modified: 2025-01-28 - URL: https://nugrowth.com/how-does-your-business-development-crm-rank/ You want your business development team to be in top shape. That’s why you invest time, effort, and funds into strategizing and perfecting your operations, striving for the most efficient and effective processes. To achieve this goal, you apply assessments – performance goals for your sales reps and KPI reporting to test strategies – but how do you assess your business development CRM? If you want the most from your operations, don’t you want the best CRM system, too? See if your technology stacks up to your high standards with our CRM ranking system. Test Your CRM’s Rank If your CRM system has one of these features or processes, give yourself a point. A dedicated CRM admin (in-house or outsourced) * A clean, error-free, and duplicate-free database Regular processes to maintain clean, correct data Accurate data mapping Established data defining and tracking Automated tasks to speed up processes Custom KPIs and reporting Custom workflows and dashboard views System synching (i. e. , with marketing automation, customer service, geomapping) Continued education and always-accessible training resources *Note the “dedicated” here – meaning focused primarily on managing your CRM. Development managers, CFOs, or other executive-level positions who also manage your CRM don’t count. How’d you rank? If you have less than 5 points, it’s time to get a system upgrade and refresh.  Between 5 and 8 means you’re on the road to a superior system but still have some improvements to go.  More than 9?  Congratulations – you’re maximizing your CRM capabilities and tapping into the best development resource... --- - Published: 2020-11-04 - Modified: 2025-01-28 - URL: https://nugrowth.com/your-one-stop-sales-enablement-solution/ Businesses seeking sales enablement solutions face similar issues. Whether it’s getting a new business off the ground, bringing a new product or service to market, or expanding to a new business territory, each is facing the same core issue: how do I scale my business? See how outsourced development can effectively scale retail operations The old adage tells us, “spend money to make money,” but it leaves out that it depends where you spend that money. To effectively scale your business, you need to divert funds to the most essential tools and services that produce the best results. That’s where a sales as a service provider like NuGrowth comes in – with its as-needed sales enablement solutions making it easy to invest in the tools or services you need, getting you the highest impact for your investment. Learn about how NuGrowth serves and expands manufacturing business What Can Sales as a Service Do for Me? Sales as a service can address a multitude of needs from how to keep up with a changing sales market, to defining a sales strategy and addressing tech function and needs. Some of the significant benefits sales as a service can bring to your business include: Hiring and training a fully functional business development team Implementing or refreshing sales tech (i. e. , CRM and marketing automation) Customizing development tech to streamline use Creating and enacting data-driven go-to-market strategies Designing custom marketing content Establishing effective outreach cadence and scripts Updating data recording and reporting for improved processes And all... --- - Published: 2020-10-28 - Modified: 2025-01-28 - URL: https://nugrowth.com/6-signs-you-need-an-outsourced-sales-training-reboot/ Shockingly, studies found 70% of employees surveyed say they don’t have mastery of the skills needed to do their jobs. How would you feel if 70% of your employees felt they didn’t have the necessary skills to close deals? If 70% of your team felt like they were floundering? While it may not be 70%, likely some of your development team needs- whether they know it or not –better training. Even if a rep or manager comes with years of experience, they don’t have that experience in your company with your product or service and core values. Every team can benefit from outsourced sales training; it’s just a matter of to what degree. Signs Your Company Needs a Sales Training Reboot There’s a free-for-all methodology There’s nothing wrong with individual reps putting their own spin on how they talk with prospects or close deals, but you need consistency of process. A defined, company-wide methodology and use of a common vocabulary give everyone a solid starting framework. Defined methods also unite your team and make it easy to give and take advice, knowing everyone is on the same page. There are no best practices Similar to defining methods, you should have identified best practices. No matter where you are in your business’s life, there’s something you’re doing right that keeps you thriving. Leverage data to understand which methods are doing well, record them, and share them with your team to help you continue to grow. There’s nowhere to go with questions Studies show that... --- - Published: 2020-10-21 - Modified: 2026-05-25 - URL: https://nugrowth.com/salesforce-support-equipping-your-team-with-salesforce-customization/ It may be tempting to think customizations are merely a perk when it comes to your team and your Salesforce CRM. However, personalization and customization are what set Salesforce apart from other CRMs – if you’re not taking advantage, you’re leaving significant opportunity for operational effectiveness on the table. The right Salesforce support leads to direct impact, with teams seeing a 44% sales productivity increase from expert administration. With a team of Salesforce Certified Administrators, we’ve seen the power of customization at work. Why Customize Your Salesforce? The number one reason to customize your Salesforce is simple: when a system works for your team, your team will actually use it.  Customization drives team adoption, and adoption is critical to move your Salesforce’s energy from potential to actual. With an actuated Salesforce system, your team can track targeted KPIs and gain insights on daily, weekly, and monthly benchmarks. With customization, you make Salesforce your central development hub. Which Salesforce Customizations Should You Use? If you feel overwhelmed by the variety of customization offerings, take a step back and focus in on these essential features: Automate repetitive tasks Customize pipeline management Define prospect journey Personalize views for each role (i. e. , sales rep vs. VP of Sales) Customize dashboards and reports by department, role, etc. Tailor activities (i. e. , conversations, meetings held, contact rate) Use third-party integrations (i. e. , marketing automation, Geopointe, NuGrowth Accelerator) Each of these features makes your Salesforce system more intuitive, in turn making it more productive and efficient. How... --- - Published: 2020-10-14 - Modified: 2026-05-25 - URL: https://nugrowth.com/salesforce-services-do-you-have-the-crm-support-partner-you-need/ According to Harvard Business Review, close to 70% of all CRM projects fail. Why? Studies show the majority of users don’t understand key features and give up on the system. How can you get your team to buy in and use the full features of your development tech investment? A CRM support partner can help set you up for long-term CRM success. With targeted implementation, training, and on-going service, you can be sure to maximize your CRM and activate its development dexterity. Setting Up Your CRM The first step in successful CRM use is setting up your systems to serve your business’s needs. Up to 40% of small to medium-sized businesses said they lacked the personnel to correctly set up their CRM. A good CRM partner can implement your CRM with the right resources – setting you up with the capabilities you need and leaving out the ones you don’t. And, they’ll train your team on how to use them, identifying stakeholders in each department to serve as an on-going resource. A significant part of quality implementation is customization. A CRM partner can set you up with custom reporting, workflows, sales team scorecards, and dashboard views for each sector, rep, manager, and executive in your company. You can also gain integration with web forms, email marketing, and drip campaigns, among other additions. Refreshing Your System If you’re past implementation but still have CRM issues, a CRM partner can help you clean up what you’ve already got. Many teams find they have more... --- - Published: 2020-09-30 - Modified: 2025-01-28 - URL: https://nugrowth.com/nugrowth-solutions-business-development-toolkit/ Over the years, we’ve worked with dozens of businesses of varying sizes and industries. Yet, our team comes up against recurring business development problems that each has in common. Some of the typical sticking points include: Keeping up with a changing market Defining a strategy Finding and retaining top talent Determining best marketing strategies and resources Bringing in new business, retaining business, or expanding current business Understanding technology function and best use To address these problems, we put together a toolkit of the essential business development items any company needs to tackle these issues. Sales Team Mentorship and Training When we encounter a business struggling with finding and retaining talent, we ask, “Why? ”. Usually, it boils down to a poorly equipped team.  Successful teams are built from the inside out, solidified with dedicated training, team-building, and mentorship. With a solid foundation, your sales team will build a winning combination of skills and confidence that attracts others. NuGrowth’s upper management team takes an active role in the hiring, training, and development of all our team members, from sales reps to seasoned sales managers. We focus on building team support with managers who have come up through our ranks, acting as both mentor and coach.  This serves to teach and empower the team by building on strengths and establishes a team-driven purpose to succeed. CRM Strategy and Process Part of a development team’s tech frustrations stems from a lack of vision on why and how to use the technology itself. You may... --- - Published: 2020-09-23 - Modified: 2026-05-24 - URL: https://nugrowth.com/sales-enablement-content-what-it-means-and-why-you-need-it/ Simply put, sales enablement content are pieces that move prospects through the sales funnel. These can be sales sheets, blog posts, infographics, case studies, or any piece of content you use as part of your development strategy. Impactful sales enablement content is customized and targeted, meaning it’s specialized for a particular audience segment and designed to motivate prospects to take a specific action (i. e. , request more info or schedule a phone call).  Sales enablement content is dropped at a strategic time in the buyer’s journey, like after an online quote request or following a discovery phone call.  Used in conjunction with your team’s CRM and marketing automation, you can program delivery of each strategic piece of content at the opportune time. Why Use Sales Enablement Content Many confuse enablement content with content marketing. Though the big picture concept (using content to influence sales) is similar, the difference is sales enablement content does more than bring in prospects. With sales enablement content, you can: Establish yourself as a thought leader Build trust and establish relationships Educate prospects, bringing in more highly-qualified leads Increase brand awareness and credibility Grease your sales pipeline Better equip your team for outreach engagement In the end, each piece of quality, targeted sales content you produce provides more tools for your team and a better experience for potential customers. Jump-Start Your Sales Enablement Strategy with NuGrowth Solutions Get your sales enablement strategy off the ground with NuGrowth Solutions. Our expert sales and design teams are poised to create... --- - Published: 2020-09-16 - Modified: 2025-01-28 - URL: https://nugrowth.com/be-ready-for-the-retail-busy-season-with-sales-as-a-service/ If you work with the retail industry, the busy season preparation starts now. And, despite the disruptions of the on-going global pandemic, consumer insight surveys found COVID-19 “hasn’t impacted consumers’ holiday spending plans. ” Though shoppers don’t plan to change their spending, they do plan to change their habits. The same survey found more people plan to shop online, with almost 70% planning to start before Black Friday. Is your business ready to handle these changes in the retail market? Leveraging Sales as a Service to Adapt Every year poses a challenge for companies looking to attract new brands or increase sales shares, but 2020 poses a whole new obstacle.  You can help your business prepare for the coming busy season with sales as a service offerings like: Custom CRM implementation and support Customer Relationship Management (CRM) software is the key to gaining the data you need to tap into new markets or grow your current clients. Yet, each industry and business demand different CRM data fields, workflows, and reporting.  A sales as a service provider offers custom CRM development, implementation, and support to help your team identify and invest in brands and create meaningful, nurturing relationships throughout the sales cycle. Market research Identifying market opportunities and trends is critical for expanding business. Sales as a service teams can conduct market research to understand changing client needs and position your services to meet them. They also offer proper messaging, outreach, cadence, and other go-to-market strategies based on findings. Build relationships To win clients, you need to... --- - Published: 2020-09-09 - Modified: 2026-05-25 - URL: https://nugrowth.com/manufacturing-and-sales-as-a-service-what-outsourced-brings-to-americas-business/ The state of manufacturing has evolved over the last decade. Rapid tech advances accelerated speed-to-market, and product demand increased in some industries and decreased in others. At the end of 2019, Deloitte put out a report stating manufacturing “overall deal value has increased by almost 35%” while “volume decreased by almost 30%”. The authors go on to say that manufacturing companies that diversify their portfolios and business models were the most likely to succeed in this ever-changing market. Are you ready to meet the challenges of a changing market? Is your business diversified? Are you ready to make the distribution, system, or product changes necessary for growth? Sales as a service can help. Whether you’re concepting new products, working with distributors, or selling direct, sales as a service providers can bring the teams and tools to support your growth goals. 1. Identify opportunities Outsourced sales as a service teams are built to identify new business. Market research is a core sales service offering, leveraged to pinpoint the intersection of market need and company strengths. Many firms look to outsourced sales teams to conduct the market analysis needed to illuminate the right opportunities for their business. 2. Attract new business Sales as a service teams not only identify new business; they work to bring that business to your door. Customized outreach strategies draw on company strengths and values, positioning messaging to target prospect pain points. 3. Convert leads Another valuable service outsourced teams provide is lead conversion. Whether it’s working with your in-house... --- - Published: 2020-08-26 - Modified: 2026-05-25 - URL: https://nugrowth.com/leading-your-inside-sales-team-motivation-with-communication-and-connection/ There are many reasons why you need to up the motivation for your inside sales team. It could be a summer slump, an overworked team, or you could be in the midst of a crisis, like the global pandemic that hit the world in the Spring of 2020. Sales is stressful in normal times, but any of these small or large issues can send your team into a tailspin. How can you keep them connected, motivated, and successful, no matter the issue at hand? Watch for Burnout Burnout is prevalent among sales teams and something challenging to come back from. Watch for the signs among your team: restlessness, inability to focus, fatigue, and general lack of motivation. You can avoid burnout by taking actions like enforcing working hours and setting realistic goals. Keeping your team “on the job” from 10 am-6 pm, 8 am-4 pm, or whatever times you define means they won’t be tempted to work into the night and feel overburdened. Setting achievable benchmarks make it easy for your team to feel accomplished and take a break from work once they’ve reached their daily or weekly goal. Encourage Healthy Competition The distinction between healthy and unhealthy competition is important here. You want team members to challenge each other, not cut each other down. Avoid pitting salespeople against one another or having a “dog eat dog” atmosphere. If your team thinks missing a goal means a demotion, they’ll only be motivated by fear. Inspire positive competition by celebrating monthly successes, even if it’s... --- - Published: 2020-08-19 - Modified: 2026-05-26 - URL: https://nugrowth.com/worried-about-hitting-sales-quotas-do-this-with-your-marketing-budget/ In mid-March of 2020, the world changed overnight when the COVID-19 novel coronavirus was declared a pandemic. Schools closed, businesses shifted to work-from-home, and what was normal quickly became abnormal. As the dust settled from this rapid change, companies faced new questions and challenges, worries about hitting sales quotas, and how to maintain business in an ever-changing world. As events continue to go virtual for Q4, there is no right answer on how to keep your business running, but there are moves to avoid. During a crisis, some may instinctually halt marketing spending and double down on old strategies. Both actions feel safe, but in the end, are destructive. Successful businesses keep the long term in mind, even in the middle of significant disruption. To maintain and grow your business during these uncertain times, you need to pivot your strategies and target your spending. Now is when “bang for your buck” is most critical. Ideate, Test, and Evaluate While it may seem counterintuitive, now is the time to experiment. The old systems of outreach are gone, and there is no clear path to the new ones. The only way you’ll determine what works is by coming up with ideas and testing them out. Explore all the opportunities you think of, rapidly testing, and evaluating results till you see what sticks. The trick is to identify ways to use your funds in the most impactful way. At this point, no idea is a bad until proven so. Stay Relevant One of the main reasons... --- - Published: 2020-08-12 - Modified: 2026-05-25 - URL: https://nugrowth.com/7-best-practices-for-phone-prospecting-and-sales-appointment-setting/ “No one picks up. ” “It’s a dead end. ” With the rise of data-driven prospecting and digital outreach in the development sphere, a rumor went around that phone prospecting was dead. Yet, successful development teams still leverage phone prospecting for sales appointment setting. Why? The Facts on Phone Prospecting Well, they know the facts. Phone prospecting methods evolved, leveraging data, and digital tools to modernize this impactful communication tool. Studies show: 69% of buyers accepted one or more cold calls in 2019 More than 80% of buyers said they set sales appointments as a result of multiple contacts that started with a cold call Almost half of buyers say cold calls are their preferred first contact 57% of C-suite executives report they value information gained from phone calls with reps Seem like the sales call is alive and well. It’s all about how you leverage it. 1. Start with a qualified lead Here’s where data comes into play. Though still known as “cold calls,” initial sales calls shouldn’t be cold at all. The information gained from your marketing automation drip campaigns and CRM equips you with background knowledge you can use to build a relationship right away. 2. Use multiple outreach tactics While the prospecting call is very much alive, it can’t do the job on its own. Sales calls should be one part of a multi-pronged outreach strategy. Content sharing, email, and social media outreach are all elements of what makes up a professionally persistent, data-driven outreach strategy. 3. Practice... --- - Published: 2020-08-05 - Modified: 2025-01-28 - URL: https://nugrowth.com/insurance-and-sales-as-a-service-why-it-makes-sense/ Anyone in the industry will tell you insurance is about relationships. Insurance agents and their clients need to build trust, and that means devoting time and energy to excellent service and fostering connections. With so much time required to foster relationships, it can be difficult for small, independent agencies to tackle development. For most businesses, Q1 goals and plans are now irrelevant and the future uncertain. As we gain data on the effects of the 2020 COVID-19 pandemic, businesses are seeing in print what they detected in their experiences: Enter outsourced sales, also known as sales as a service. Whether an agency needs to streamline operations, better manage data, or grow their client base, sales as a service is a cost-effective, impactful solution. Why Outsource Insurance Sales? When presented with the outsourced sales as a service solution, some may question, “Isn’t outsourcing too impersonal for insurance? ”. With the right provider, it’s not. A great sales as a service team integrates with an agency, customizing approaches to best fit the agency brand. And, bringing in an outsourced partner frees up agency resources to devote more time to building relationships and improving connections. Other insurance outsourced benefits include: Reduce operational costs Leverage data more effectively Understand client and prospect behavior Create a client-centric experience And, unlike multi-tasking agents, outsourced teams are 100% focused on growing business. Their goals are your goals, and they don’t have the day to day tasks of running an agency or keeping up with secondary responsibilities to distract them.... --- - Published: 2020-07-29 - Modified: 2026-05-25 - URL: https://nugrowth.com/adjusting-your-business-development-plan-market-outreach-pipeline-management-team-training/ It’s not uncommon for business development plans to change throughout the year, but 2020 has been an extreme case. For most businesses, Q1 goals and plans are now irrelevant and the future uncertain. As we gain data on the effects of the 2020 COVID-19 pandemic, businesses are seeing in print what they detected in their experiences: The U. S. saw and continues to see an up to 52% decrease in in-person shopping Between March and April 2020, the U. S. experienced close to a 25% drop in trade Globally, non-manufacturing firms saw a 57% decrease in demand These numbers paint a picture many companies never thought they’d see. With so much unknown, it can be challenging to determine a plan forward. Moving Development Forward in Uncertainty Moving forward, though challenging, is not impossible. The first step is acknowledging the need to change direction. At the beginning of the year, you may have planned to grow a particular market or introduce a new service, and devoted funds to reach those goals. Now you need to reassess your business development plans and reallocate funds to tackle new, emerging priorities. There are three major areas to devote your business development funding: market outreach, lead and customer pipeline management, and team training. Each plays a critical role in your pipeline, and each needs your devotion to different degrees. Managing Market Outreach The way of the market changed dramatically in these last few months, so your go-to-market strategy must adapt. In potentially volatile times like these,... --- - Published: 2020-07-22 - Modified: 2025-01-28 - URL: https://nugrowth.com/is-work-from-home-the-new-business-development-normal/ In the wake of the 2020 global coronavirus pandemic, thousands of businesses were forced to transition to a work-from-home environment overnight. Some transitioned fairly successfully, while others faced a more chaotic experience. No matter which your business experienced, you may be sticking with work-from-home for the long-term.  As you make your new business development team plans, working from home will be part of the equation. What Work-from-Home Can Mean for Your Business Working from home, or remotely, has several benefits to you, your employees, and your business. Remote work means significant savings on office space and it expands your hiring pool far beyond your geographic constraints. Employees with flexible working options tend to stay with a company longer and experience higher satisfaction from a more measured work-life balance. And, without the commute, your team gets more working hours during the day. Other work-from-home stats to consider include: From 2005 to 2017, remote work saw a 159% increase, and it continues to grow 85% of businesses say they saw an increase in productivity and 77% saw a lowering in operating costs due to remote work As of 2017, telecommuters reduced greenhouse gas emissions by the equivalent of taking 10 million cars off the road   A Future of Work survey showed 78% of managers listed “flexible schedules and telecommuting” are the most effective non-monetary way to increase employee retention Making Work-from-Home Work for You If your business had a rough transition to mandatory work-from-home, chances are you weren’t able to implement... --- - Published: 2020-07-15 - Modified: 2025-01-28 - URL: https://nugrowth.com/uncertainty-and-sales-how-is-your-inside-sales-team-holding-up/ “Uncertainty” may be the word of 2020. This year has forced businesses to stop and rethink over and over again, leaving many constantly wondering what may be around the corner. But uncertainty doesn’t necessarily translate to poor outcomes. Though it may be challenging to navigate the development climate during uncertainty, your inside sales team can still experience success, just as our NuGrowth team did over the last months. Thanks to our dedicated leadership and mentoring model and tech-forward environment, our team was able to see a consistent increase in conversations held, meetings set, and opportunities closed from March to April and again from April to May. You can experience this success as well. Start by taking a breath. The number of mistakes business leaders make during a crisis is making decisions out of fear or panic. Save your team from fallout by pausing and taking in your situation. Assess your options and come up with a short-term plan to fulfill your long-term goals. Then, get ready for change. Innovation is part of every successful venture, and it’s even more critical now. You will need to change something about the way you do business. It may be a new marketing message or method, a change in revenue goals, update to product scope, or a pivot in territory management. No matter what it is, ensure your team is briefed on the what, when, and why, and is prepared for the shift. Change can be difficult, but with strong, communicative, and supportive management, your team can take it... --- - Published: 2020-07-08 - Modified: 2026-05-25 - URL: https://nugrowth.com/determine-your-re-opening-business-development-plan-with-these-five-questions/ Businesses across the country are embarking on the re-opening process after the COVID-19 novel coronavirus pandemic shut-down. Whether that means welcoming in customers or bringing employees back to the office, each organization has its unique challenges to consider. Yet, all will contend with two major areas: health and safety, and the economics of business development planning. While there are guidelines from local governments and the CDC on addressing health and safety issues, many owners, managers, and executives are grappling with how to address business development planning in this uncertain time. As you and your team wade through the planning process, consider the following questions. 1. What is our goal? First things first: what is your goal in the current climate? You may have established a development goal for this month, quarter, or year back in January, but the global economy has changed drastically since then. Look at where you were at the start of the year and where you planned to be. Then, see where you are now and come up with checkpoints to help you move closer to your original goal. Though at a larger scale, this re-assessment is no different than what you should do every quarter. Once you have your new goal in mind, you can get to work on how to make it happen. 2. What do we need to change? As your goal changes, so will your methods for achieving it.  Significant elements to consider here are employees, product and service offerings, and customer base. Each of these areas... --- - Published: 2020-07-01 - Modified: 2025-01-28 - URL: https://nugrowth.com/top-salesforce-support-tips-for-crm-success/ Organizations have one of two experiences with Salesforce: immediate satisfaction or extreme frustration. The differentiating factor between these experiences is the level of Salesforce support. Companies that implement correctly, regularly refresh their system, and invest in reliable support see the benefits of their Salesforce system hundreds of times over. If you’re reading this post, you probably don’t fall into the “Salesforce success story” category. But it’s not too late to join.  No matter where you are in your Salesforce journey, you can get out of your frustration and despair. Implementation If you’re yet to implement your Salesforce system, you’re in the ideal spot. Get yourself set-up for success by: Allocating resources. Up to 40% of SMEs say they lack the resources to implement a CRM. You need time and resources (i. e. , a dedicated team) to start out with a system you and your team understand and can use in the way you need. Focusing on data. Data cleansing and proper mapping are critical to your overall success. Do it well or face the consequences later. Training your team. Provide adequate, targeted training to each department and individual. For the best results, you need more than a one-off tutorial. Identify stakeholders in each department as a continual resource for the inevitable questions that will come once people start using the system. Customizing at the right level. Stay away from the extremes of adding every customization you can see or using an out-of-the-box, “as is” version of Salesforce. Be thoughtful... --- - Published: 2020-06-24 - Modified: 2026-05-25 - URL: https://nugrowth.com/steps-to-increase-sales-kpis-from-setting-indicators-to-merging-the-sales-gap/ Success is sustained growth. But how can you tell whether you’re growing, or not? While revenue tells part of the story, KPIs tell the rest. Key Performance Indicators tell you where you are and help set a map for where you need to go. But to increase KPIs, you need to know what yours are and which ones need help. To get your organization on the road to sustained growth, follow these four steps: 1. Identify KPIs Which KPIs matter differs from industry to industry and from business to business. Do a quick Google search, and you’ll find some of the most common KPIs. But that doesn’t mean each is right for you. Take a look at the list and determine which are actionable, measurable, and critical factors to success for your particular organization.  Each should also connect to an overall goal, i. e. , bring in more business, expand reach in X market, etc. 2. Track KPIs Now that you know what data matters, you need a way to track it. CRMs are the best tool for tracking KPIs. With a CRM, you can determine your baseline and set up automation to track KPI-relevant data.  Here’s where customization is important: you need the right fields and reports to track the data you want. Though CRM automation can aid in KPI-data tracking, you must also establish systems among your team to track KPIs. Decide who will record data, how often, and in what format. Craft dashboards for leadership so they can easily access and... --- - Published: 2020-06-17 - Modified: 2026-05-26 - URL: https://nugrowth.com/who-is-managing-your-salesforce-and-sales-data-and-who-should-be-managing-it/ It’s the day before the big meeting with investors, and you need critical data from your system, but you can’t figure out how to find it. You call the support line, but it will take hours to get them up to speed on your issues. Months and years of work are stuck. Your team is frazzled. You’re frustrated. And it looks like you have a long day of drugging up sales data ahead. Has your business ever experienced this nightmare scenario? When you encounter Salesforce issues without reliable support, productivity slows, and critical operations can come to a halt.  You invested in Salesforce or a similar CRM system to centralize data, standardize and streamline workflow, improve customer service, and provide accurate sales forecasting. Without quality CRM management, you’re missing these goals by miles. CRM Support: Where is Your Weak Point? In most cases, CRM problems stem from one of three issues: Poor implementation Improper or inconsistent use (tied to poor implementation) Poor support management While you can’t go back in time and change your implementation experience, you can move forward with quality CRM management. Poor management can stall your CRM.  Stats from those in hospitality show “unstructured or “dirty” data was the top issue in unsuccessful CRM usage, with 42% of participating hoteliers saying this bad data made it useless for critical insights like how to handle guest communication. What You Need in CRM Support For successful CRM support, you need a dedicated support person or team, depending on your business size.... --- - Published: 2020-06-10 - Modified: 2026-05-26 - URL: https://nugrowth.com/the-importance-of-discovery-how-and-why-inside-sales-relies-on-it/ Asking questions and gathering information is central to responsible, productive decision-making. Whether it’s deciding to take a job offer or looking into buying a new car, we ask questions and gather data to make the best choice. Shouldn’t we put the same level of thought into prospecting? Too often, we’re tricked into thinking the number of hours we put in is what closes a deal. However, it’s really the quality of those hours. That’s why inside sales teams practice discovery when working with prospects. Why Focus on Discovery in Prospecting? The discovery practice is mutually beneficial. Smart prospects want to know more about your business, and knowledgeable sales reps want to gain as much prospect info as possible. It is the best way to determine, for both you and your prospect, whether it’s beneficial to move forward. The discovery process also opens both sides to learn about each other and build a relationship. That relationship makes it more likely a prospect will trust you, and trust is an essential element that sways leads to convert. If a prospect trusts that you’re looking out for their best interests, they’ll be ready to commit to you for the long term. Making Discovery Happen: Before the Call Authentic discovery grows from preparation. Before making your discovery call, gather as much data as you can on your prospect. This knowledge helps you craft better questions and turn your focus to the buyer’s needs rather than your own. Confirm your research findings during your call. The act... --- - Published: 2020-06-03 - Modified: 2025-01-28 - URL: https://nugrowth.com/essential-elements-of-your-business-development-crm/ I am lucky to work closely with our clients to align their goals with our custom sales as a service solutions. However, a recurring roadblock we hit in these discussions is effective business development CRM usage. Many tell me they tried a CRM, but the results weren’t worth the effort. Or, they’re wary of implementing a new system and tackling the perceived complexity, seeing it as more trouble than its worth. When I hear these hesitations, I empathize.  Studies show 40% of SMEs say they lack the resources to implement a CRM, and less than 45% of companies surveyed had a 90% CRM adoption rate. There are data and experience to support these misgivings, but it doesn’t have to be this way. Thoughtful business CRM implementation, regular refreshes, and dedicated support unlock the average 29% boost in sales and a 34% increase in productivity with effective CRM implementation and maintenance. If you set your system up right, you’re sure to avoid unnecessary pain and reap the revolutionary benefits a CRM offers. Essential Elements for an Effective CRM Track all activities. If the intelligence isn’t logged, there’s no benefit. Limited data leads to limited insights. Customize your fields. Custom fields (i. e. , contract end dates, fiscal year, software they’re utilizing) track pertinent prospect information, helping to better segment your database for targeted campaigns. Train your outreach team to gather this custom data to build your CRM. Note and clean bad data. Train your team to record incorrect information, duplicates, and missing data. Have a... --- - Published: 2020-05-27 - Modified: 2026-05-26 - URL: https://nugrowth.com/the-3-stages-of-salesforce-implementation-enablement-and-support/ Over the past few months, your business has likely relied on cloud-based systems more than usual. With so many working from home due to the global COVID-19 coronavirus pandemic, businesses were forced to shift to online processes. For many, that meant relying on their CRM more than before and discovering issues in how they leverage this critical system. Where are you in your Salesforce usage? Have you just started with Salesforce implementation? Been using the system for years? Ready to move to the next level? No matter where you are, be aware that your Salesforce CRM system holds the power to activate your business – if you let it. Too often, businesses think purchasing a CRM is the solution to their problems. They forget that business enablement tools are only as useful as the people and processes around them. Why Your Salesforce CRM May Be Failing You Though it may be hard to hear, if your Salesforce CRM is failing you, it likely has a lot to do with how you are your team are using it. Study after study shows successfully implemented CRMs bring in up to a 29% boost in sales and a 34% increase in productivity. Yet, the median CRM failure rate is as high as 40% due to initial poor adoption. You have the means to harness productivity and revenue boosts through your CRM, if you’re willing to put in the time to make it work for your business. 1. Implement Right What does “right implementation” look like for your... --- - Published: 2020-05-20 - Modified: 2026-05-26 - URL: https://nugrowth.com/top-8-questions-to-ask-before-re-opening-your-business-development-planning-and-beyond/ Earlier this month, businesses started the slow and uncertain process of “re-opening” after the COVD-19 novel coronavirus shut down. This re-opening will be a long process, and nationally we’re just at the beginning. So far, the pandemic shutdown has caused up to a $500 million loss due to canceled events and an estimated million Americans to lose their jobs. Suffice to say its impact is significant and long-lasting. To achieve recovery from such an event, you need to do re-opening right. As you and your team start to transition and look to ramp up business, the below questions can help direct your re-opening and business development plan. 1. Are we following state and local guidelines? Since the virus has affected communities to different degrees, each state and, in some cases, city or county, has administered its own regulations. Get educated on your locality’s health and safety requirements and make a plan to adhere to those regulations first. You won’t be able to re-open until you’ve met these requirements. Most areas are calling for thorough office cleaning (i. e. , checking HVAC systems and deep cleaning all surfaces), limiting building capacity to a specified number of employees, wearing masks and/or gloves, and creating a traffic pattern around the office to avoid close proximity. Talk to your legal advisors to make sure the new systems and procedures you put in place follow guidelines before you open your doors. 2. What are our internal and external communication systems? At this time, it’s critical to have consistent,... --- - Published: 2020-05-13 - Modified: 2026-05-25 - URL: https://nugrowth.com/inside-sales-training-from-an-outsourced-partner-what-nugrowth-can-bring-to-your-team/ These are uncertain and potentially stressful times for many businesses as each day brings new developments on when and how “business as usual” will resume. Due to this uncertainty and stress, your team needs stability and unity. NuGrowth Director of Sales Support Brian McCann outlines some of the ways inside sales training can help you build and train your team to take on challenges and grow together.   Here at NuGrowth, we think a lot about what it means to have “a well-trained team. ” At the core is an understanding and discipline of four practice areas we use to serve our clients across business functions. 1. Values These are what is important to you as a business. Do you look for boldness? Honesty? Fairness? A combination of these? We get to the heart of what your company wants to see in its team and what you want customers to see when they look at you. 2. Beliefs Stemming from your values, your beliefs are more action-oriented. For example, if honesty is a value, a tied belief may be “we learn from our mistakes. ” If you’re valuing admitting failures, you must also believe there is something positive that comes from being honest. In our trainings, we look at what your team believes as individuals. We then discover how those individual beliefs can be translated into common, unifying beliefs as a team. 3. Methodologies Here is where we get down to the “brass tacks” of it all.  We train on sales methodologies like “the art... --- - Published: 2020-05-06 - Modified: 2025-01-28 - URL: https://nugrowth.com/the-top-5-elements-to-evaluate-your-sales-execution-plans/ The global coronavirus COVID-19 pandemic has forced everyone to reassess operations. As many businesses are in a forced slowdown, now is the time to reassess your sales execution plans to prepare for getting back to business with strategy and purpose. No matter how long you’ve been in development and sales, you know what qualifies as an effective sales strategy or tool changes quickly. That’s why it’s imperative to keep your sales execution plans changing as well. You need to ask yourself regularly: are we winning as much or more than we were in the past month/quarter/year? If not, why? The answer may lie in one of these five sales execution plan elements. 1. Data Are you gathering and analyzing the right metrics?  Identifying and tracking your KPIs is foundational to establishing a sales strategy. Ensure you have the right metrics to measure your progress accurately. Once you know which KPIs to track, set SMART (Specific, Measurable. Attainable, Relevant, and Timely) goals for individual reps and your team as a whole. 2. People Your team is your mouthpiece, so you want to be sure they’re saying what you want to say.  A successful development team is well-trained from day one. That means recruiting for key traits like work ethic, desire to learn and grow, coachability, and competitiveness, among other defining characteristics for your business. Ongoing training and mentorship are imperative in helping build and maintain your team as well. 3. Tools A robust CRM and marketing automation are the obvious must-have tools for... --- - Published: 2020-04-29 - Modified: 2026-05-25 - URL: https://nugrowth.com/crafting-salesforce-for-sales-enablement/ During this unprecedented moment in history, most businesses have seen a slow in operations due to the novel COVID-19 coronavirus. This forced slowdown provides a unique opportunity to take a look into your development strategy, analyzing data, and identifying gaps and opportunities to pivot. As we wait to see what the future holds, gathering those insights to pivot is more critical now than ever.   Your Salesforce CRM is designed to provide visibility and standard processes for the front end of your development procedures. It can track everything from call and email activity to talk time and opportunities generated, making it the perfect tool for sales enablement. However, less than 40% of CRM users have a 90% or more adoption rate. With such low adoption, it’s no wonder over one-third of CRM projects fail. How can you save your company from these stats? To start, see if your current CRM usage is answering the following critical development questions: How does this (month, quarter, year) compare to what we did in the past? Where are we winning now? How is that different from where we won before? Are there new lanes we should be focusing on in the current environment? If your data isn’t giving you these answers (or at least an indication), it’s time to refocus on how you’re viewing it through dashboards and reports. Dashboards One of the biggest hurdles in CRM adoption is an inability to understand data outputs. Make your data easier to process and interpret with targeted dashboards. Dashboards... --- - Published: 2020-04-22 - Modified: 2026-05-26 - URL: https://nugrowth.com/why-diy-isnt-for-business-development-benefits-of-sales-outsourcing/ How we do business is rapidly changing in our current environment due to the COVID-19 novel coronavirus outbreak. As many organizations adjust to remote work and online-only connections, some are unprepared and struggling to reconfigure their development approach. NuGrowth’s Director of Business Development Jeff Tillar lends his expertise in how an outsourced solution can help. When you have yet another stack of resumes in hand, sitting down to interview yet another round of sales reps or scouting for another new development manager, it’s time to stop and think.  How long have you been looking for “the right fit”?  Months? Years? All the other wheels of your business are running smoothly, but that essential sales lever keeps sticking. It’s time to think about sales outsourcing. Don’t be scared off – sales outsourcing is not the cheap, short-term solution the phrase was associated with years ago. Sales outsourcing isn’t someone in another country with a headset and a script, sticking to it word-for-word no matter what. Sales outsourcing is a long-term, solutions-driven, systematic approach to grease your business development for permanent, sustained success. Why You Should Buy Instead of DIY For those businesses in need of a new approach to development, we suggest a buy over a DIY. Here’s what effective sales outsourcing can provide for your business: Faster Speed to Market– Get your entire business development team and infrastructure built in five to eight weeks. We’ve seen companies spend decades trying to build a sales team and never get it right –... --- - Published: 2020-04-15 - Modified: 2026-05-25 - URL: https://nugrowth.com/taking-time-to-think-big-business-development-strategy-elements-scoring-leads-in-five-steps/ As we’re forced to slow down as a nation, many businesses are harnessing the moment to think big and plan for their post-pandemic recovery. One way your business can stay ahead is with data-driven lead scoring strategies to help you identify where to concentrate your development efforts. Growing your business takes a two-fold approach: bringing in new leads and converting those prospects to clients. This assessment may seem reductive, yet it hits at the essential issue many face in their business development strategy – how to convert leads. The hard facts are 80% of new leads never convert to sales. That’s why close to 3/4ths of companies name “converting leads into customers” as their top priority. This persistent problem does have a tried and true solution: lead scoring. Lead Scoring in Five Steps Almost 70% of marketers surveyed said lead scoring was a “primary driver of revenue” in their bids to increase lead conversion. Scoring leads is a way to ensure you’re delivering the most-likely-to-buy prospects into the hands of your sales team. Get your lead scoring strategy together in four steps: Define categories Identify and name the buckets into which leads can fall. Examples include a prospect, marketing qualified, sales qualified, and sales ready. Base each category on the score assigned and actions taken by the lead. A prospect will have simply visited your site, filled out a form, or showed another low level of interest. A sales qualified lead would have a higher score and displayed a need for your services and means... --- - Published: 2020-04-08 - Modified: 2026-05-25 - URL: https://nugrowth.com/bringing-leads-home-why-content-and-cadence-are-key-to-business-development-strategy/ As the world course corrects to recover from the restrictions and economic strain the coronavirus pandemic has caused, we offer insight into how your business can employ safe and effective tactics to continue to grow your pipeline. Business development strategy relies on gaining leads and moving them down the pipeline. However, many development managers find their team stuck with a pile of leads that aren’t going anywhere: almost 80% of new leads never convert to sales due to a lack of proper nurturing. How can businesses tackle this persistent lead nurturing and account closure issue? The answer is two-fold: content and cadence. Attacking Your Pipeline with Content Compelling content is essential for moving leads from one stage to the next in the buyer’s journey and down your development pipeline. Content can bring in leads with relevant stats on the issues prospects face, and your track record on meeting their needs. Other pieces can move prospects along with custom content addressing their unique problems and your personalized solutions. Great content gives prospects something to hold on to and refer back to, especially when they’re attempting to get others on board. Each piece establishes legitimacy for your business. High-quality content that both communicates and compels is the match to ignite the lead conversion fire. Examples of compelling content and its purpose include: Infographics and fact sheets to draw in new leads eBooks and whitepapers to increase engagement and keep prospects talking Client stories and testimonials to connect Demo videos and custom onboarding guides to get leads to... --- - Published: 2020-04-01 - Modified: 2026-05-25 - URL: https://nugrowth.com/should-you-outsource-business-development-ask-these-questions-to-find-out/ The recent coronavirus pandemic has caused a major shift in the way businesses operate throughout the world. While many adjust to this change, we offer this post to help your business decide if outsourcing is the answer to meeting your immediate and long-term needs. Outsource business development is a valuable tool for organizations of all sizes and stages in their growth cycle. However, many executives and development managers are wary of outsourced development. Whether it’s fear of releasing some control or skepticism about an outsourced team’s skills, organizations that write off an outsourced sales team are missing out on an experience that could radically change the direction of their development trajectory. Before you dismiss an outsourced business development solution, ask yourself these six questions. 1. Are we starting something new? Whether it’s starting a new business, expanding to a different market, or ramping up a new product or service, outsourced teams can give you the development boost you need to succeed. Outsourced sales teams are a great testing ground to see how a new product or service will perform or how receptive a market will be to your organization’s offerings. 2. Has your development activity plateaued? An outsourced sales team can bring the outside perspective you need to discover why development activity has slowed. Outsourced teams have a wealth of experience, paired with technology to capture and analyze data, to dig in and uncover new ways to exploit your strengths and minimize your sales gaps. From generating and qualifying leads to shortening... --- - Published: 2020-03-25 - Modified: 2026-05-25 - URL: https://nugrowth.com/business-in-the-time-of-coronavirus-sales-outsourcing-to-curb-suffering-pipelines/ It’s official – the coronavirus, also known at COVID-19, has made its impact on the U. S. , including disrupting the way many of us do business. Schools are closed, events canceled, and the government is asking everyone who can to work from home. Suffice to say the pandemic is affecting the global market. Many businesses that put aside time, funds, and energy for networking at tradeshows and conferences are seeing their sales pipeline suffer due to a hold on in-person meetings. And that means a significant shift in the way organizations can generate and nurture leads, let alone maintain business. How COVID-19 is Affecting Business It’s not business as usual in the wake of a pandemic. National and global markets are straining, and businesses are seeing current and future losses due to the calls for quarantines and self-isolation. Some of the recent stats include: More than 150 publicly traded companies warning investors of a coming loss due to closures and cancellations Reports of 42% of businesses seeing a slow in sales and 39% expecting supply-chain disruptions Over $1 billion in direct economic loss due to major tech event cancellations alone Loss for 53% of B2B marketers who consider in-person events as an effective channel for driving conversation Challenge for 44% of small businesses without measures to prepare for a recession Sales Outsourcing as Your WFH Pipeline Solution Amidst these losses, there is still a call for businesses to take action to keep employees and customers safe while moving forward.... --- - Published: 2020-03-20 - Modified: 2026-05-25 - URL: https://nugrowth.com/marketing-automation-and-crm-the-two-prongs-of-your-sales-pipeline-strategy/ As a development manager, your sales pipeline strategy is always on your mind. You want it to grow and move, yet are constantly assessing how. Marketing Automation: Gain, Nurture, and Qualify Marketing automation software is designed to streamline and automate marketing tasks. Leverage marketing automation to gain new leads with targeted outreach campaigns and nurture leads in the funnel. Schedule and track each campaign and use the data you acquire to qualify leads as sales-ready. Some of marketing automation’s main benefits include: CRMs (Customer Relationship Management systems) bring that human touch. The human connection brings the personalization prospects need to become customers. While marketing automation provides context on where a lead came from and what they’re interested in, a CRM helps you implement a targeted outreach strategy to bring the lead home. Critical CRM uses include using it to: See the complete prospect journey, including the last contact Understand a particular individual’s or segment’s interest and concerns Receive daily reminders to stay in touch and follow-up at a determined pace Send alerts to remind of scheduled calls, meetings, renewal dates, or other important events in the prospect or customer’s life CRMs leverage the data gained in marketing automation to move the prospect through the final critical stages in the funnel. Gain the Value of Both with NuGrowth Solutions We know the power of the CRM and marketing automation combo; we’ve worked with both to jump-start and refresh development strategies for numerous companies across a variety of industries. As our expertise grew, we added... --- - Published: 2020-03-11 - Modified: 2025-01-28 - URL: https://nugrowth.com/trade-show-marketing-what-to-do-before-during-and-after/ In the past year, almost 40% of companies increased their trade show budget. That’s resources devoted to trade show marketing, prospect outreach, and follow-up. The reason so many are upping their trade show investments is based on a simple fact: higher and more powerful ROI. The average face-to-face meeting costs upwards of $260 while a trade show prospect meeting is around $140. And each of those meetings are high impact, with almost 85% of trade show attendees saying they have buying authority.  Lower cost and higher impact meetings are just what you’re looking for with your development team. So how do you take advantage of the trade show’s development power? Follow these three critical steps. 1. Reach out BEFORE The first element is pre-event outreach. Get a list of attendees from online searches, checking in with previous years’ attendees, and scanning social media. Once you know who will be there, segment lists to create targeted outreach groups (i. e. , by location proximity, lost opportunities, or company size). In your outreach, use a multi-pronged approach. Contact prospects by email, phone, and direct messaging on social. Feel out what mode works best for each prospect and adapt your strategy. Start reaching out months ahead and stay connected with a steady drip of communication coming up to the weeks and days before the event. Your goal is to set up an in-person, face-to-face meeting during the trade show. Make it easy on prospects: offer specific dates and times to meet or share a link to select specific meeting... --- - Published: 2020-03-04 - Modified: 2025-01-28 - URL: https://nugrowth.com/top-salesforce-support-needs-actuate-your-development-data/ Bad data leads to bad development decisions. We all know this to be true. Stats like 40% of businesses failing due to inaccurate data, and almost 30% of sales rep time wasted on bad data signal the dangers of bad data loud and clear. While poor data points are a bad actor in development data failure, data collection and processing are also at fault. And all three are a major trigger in Salesforce support.  As a thriving business, your data should be able to do a variety of things like: Accurately qualify leads Provide strategy on how to gain and convert prospects Give a good read on where leads lie in the sales cycle Show the impact of your messaging strategy If you’re looking at this list and thinking, “But, how? ” then you’re missing essential data actuation skills required to leverage Salesforce or your other CRM system to the fullest. The NuGrowth Data Actuation System We work with businesses across a variety of industries and encounter the same data actuation problems time and again. When working with these businesses, there are a few questions we ask to evaluate their true Salesforce data collection, organization, and analysis systems. 1. Data completeness How many organizations and contacts are in the system? How much of the data has complete phone, email, and address information? How much of the data has company information, industry codes, revenue size, employee range? 2. Data accuracy Are the organizations still active? Is contact information active? Do contacts have an accurate title, matched with... --- - Published: 2020-02-27 - Modified: 2025-01-28 - URL: https://nugrowth.com/up-your-campaign-game-with-business-development-tactic-groups/ Business development Tactic Groups have been a staple for us at NuGrowth since the beginning. The simplicity and effectiveness of Tactic Groups make them an appealing and relatively easy to implement strategy, once you have the basics under your belt. What is a Tactic Group? Our sales and marketing Tactic Groups are honed-in strategies for specific constituent segments. Studies show marketers have seen up to a 760% increase in email revenue due to market segmentation. Tactic Groups go beyond this successful market segmentation – they take into account a whole new outreach strategy from a sales perspective, too. We see Tactic Groups as a way to stay engaged with and, as needed, convert contacts using targeted outreach adapted for each grouping. The key element lies in the targeted outreach cadence, scripts, and strategy tailored to each group. Why are Tactic Groups so beneficial? The success of Tactic Groups comes from the honed-in strategy unique to each Tactic Group segment. With your broader constituency broken into smaller groups, you can personalize content and strategy. If done right, sales reps can improve outreach effectiveness, translating into an immediate increase in KPI performance. The small groupings provided in Tactic Groups also lend to more robust data collection and management for each segment. With better data, you can dissect performance and identify where your team excels and where you need to improve. You can then divert resources to areas as needed. What are examples of Tactic Groups? We have four overarching Tactic Group categories: Net New, Event-Based, Re-Engage, and... --- - Published: 2020-02-19 - Modified: 2025-01-28 - URL: https://nugrowth.com/avoid-salesforce-implementation-mistakes-with-these-top-tips/ Salesforce remains one of the most popular CRMs and a highly effective sales, marketing, and customer service tool. But, if you’re having Salesforce issues, you’re not the only one: reports show CRM failure rates as high as 70%.  Improper Salesforce implementation can rob you of its many benefits. Companies that adopt a CRM like Salesforce have improved sales by almost 30%. And conversion rates with similar CRMs can increase by up to 300%, according to IBM. To reap such benefits, pay attention to these Salesforce implementation and maintenance tips. Salesforce Implementation Tips Map data correctly. Avoid writing new code or manually moving misplaced data. Map data correctly from the start to prevent months of headaches. Use clean data. As the saying goes, “garbage in, garbage out. ” Start with accurate data to minimize the need for clean-up. Go with first things first. Too often, companies try to think of every possible workflow customization and add all of them to implementation. This makes the process tedious and drawn out, and often users find many customizations irrelevant. Start with the essentials and build on later as you need. Establish stakeholders. Especially in a large implementation, there can be too many or too few people involved in learning about and managing your Salesforce system. Identify a point person or people to oversee the whole project and tap stakeholders from each group or team to have direct input. Start with the end in mind. Leverage stakeholders to determine priority outcomes and use that to direct fields and... --- - Published: 2020-02-12 - Modified: 2026-05-24 - URL: https://nugrowth.com/sales-data-and-development-outreach-why-you-need-a-reset/ Sales data is the necessary fuel for development outreach. If you’re starting with inconsistent, out of date, or just plain wrong data, you can bet you won’t be making any progress. Whether you’re converting leads or cultivating your customer base, data is the driving factor. Are you showing your sales data the care it deserves? Why Data Matters Businesses with superior data management see lead generation jump 152% beyond the average. That’s an in-your-face stat you can’t ignore. On the flip side, CRM data decays at an average of 30% per year. With such a consistent annual decay rate, you need to stay on top of your data cleanliness to stay successful. Bad or dirty data translates to inaccurate analysis and loss of critical business insights. You miss out on better lead qualification, stronger campaigns, and a better customer experience. That’s money left on the table and time wasted. It’s time to take a good, hard look at your data and processes. 1. Put a team in charge From C suite to database tech, you need a team of people focused on managing your data and your data processes. Gather team members from different departments involved at each step in your data collection process. The best way to keep your database up-to-date is to have a team watching it. 2. Audit your database Here is where a specialized outsourced sales partner can help. Audits, while essential, can be extremely time-consuming and challenging for first-timers. Get an outside service to remove duplicates, eliminate junk data, and merge... --- - Published: 2020-02-05 - Modified: 2026-05-26 - URL: https://nugrowth.com/the-nugrowth-team-shares-our-favorite-salesforce-apps-for-optimizing-your-crm/ A Fortune 500 company that continues to grow in the ranks, Salesforce has staked its claim as the #1 CRM in the business. With almost 20% of the market share, Salesforce and Salesforce apps are used in over 150,000 companies globally. At NuGrowth, we leverage Salesforce and its incredible capacity to help our clients run their business. As part of our CRM management services, we utilize some powerful Salesforce apps to target in on what the system can do for our clients. Below are some of our top choices. Geopointe Geopointe is a great tool for visualizing your database and creating actionable lists for your sales teams based on geography. Leverage Geopointe to visualize open contacts in sales territories, find “like” targets by referencable customers, and build target lists for tradeshows, conferences, or other travel-specific events. Conga Composer A tool to create and merge documents for reports, proposals, and  agreements, Conga Composer is built to leverage the data you already have in Salesforce. Build branded documents instantly, maintaining congruency on branding across all sales items. Conga also offers built-in esignature capabilities to make the sales process move even faster. Cloudingo This powerful data duplication tool is your data maintenance solution. It de-duplicates records based on matching rules and allows you to mass convert leads. Plus, its maintenance cycles can run automatically outside of office hours and without manual review. Act-On Software Act-On is an intuitive, robust marketing automation solution in its own right. Its integration into Salesforce makes the combination a powerful... --- - Published: 2020-01-29 - Modified: 2026-05-25 - URL: https://nugrowth.com/sales-as-a-service-2020-five-trends-to-stay-ahead-of-in-the-new-year/ A new year signals two things: looking back at what you’ve done and looking forward to where you’ll go. In development, where you go is shaped by your competitors and your customers, tracking the trends in the industry to see what to expect next. 2020 will undoubtedly be a great year of growth and discovery for sales. As we settle into a digitally-driven world with high customer expectations and a drive for personalization, there is much to learn. Here are some of the top sales trends of 2020 and how sales as a service (SaaS) can help. 1) Cold Calling is Back... Sort Of Though the strictly cold call may be dead, calling is not. It’s about quality over quantity these days, and it’s about data.  CRM and marketing data can tell you more about a prospect before you talk to them than ever, and that information makes your “cold” call much warmer. Data gathering and analysis are game-changers, but they cannot be your only lead qualification tool. There are some intangibles you can learn only through direct interaction with a prospect.  With the art of discovery, you can identify pain points, communication preferences, and other quality intel essential to engagement. How SaaS Can Help Training is key when it comes to learning how to talk to prospects. Sales as a service teams are fully equipped with the sales and mentorship experience that makes good salespeople great. And, thanks to their outreach expertise, SaaS providers have numerous email, call, and... --- - Published: 2020-01-22 - Modified: 2026-05-25 - URL: https://nugrowth.com/build-strategic-content-in-five-steps-the-sales-as-a-service-model/ Research shows close to 70% of the buyer’s journey is complete before prospects reach out to your business. That means you need to communicate your message before you speak or write a word – a message you communicate through your sales content. Sales content is a strategic part of any successful development plan. It gives off the first impression of your business and either directs prospects down the sales funnel or turns them away. Using the sales as a service model, you can craft your content to move prospects along in five steps. What to Communicate Before reviewing and crafting your sales content, think about the important points to communicate through your pieces. Your content isn’t about selling; it’s about drawing in prospects. With each piece you must: Position your organization as experts that care about solutions rather than sales Establish credibility by displaying results Engage, nurture, and move leads through the sales cycle Target content to attract new leads, engage those in your pipeline, and nurture current customers to grow. Five Steps to Strategic Sales Content The road to strategic content is not as difficult as you imagine, and the impact is more than you think. Start with these five steps: Identify the buyer’s journey – Before you can match content to the prospect journey, you need to know the path. From awareness to retention, you need content that speaks to each spot along the way. Assess your current content – No need to do work that’s already done. Check out the... --- - Published: 2020-01-15 - Modified: 2026-05-25 - URL: https://nugrowth.com/4-sales-cycle-obstacles-and-how-an-outsourced-sales-partner-can-help/ With decades of combined sales experience, our team at NuGrowth has seen it all. In those years, we’ve gained wisdom (and data! ) to recognize the most common issues development teams face in their quest for sales success. And, we know how an outsourced sales partner can help. The Four Obstacles: Resistance to Change The top sales cycle obstacles all come back to one issue: resistance to change. Though their root is the same, each obstacle has a different face. Lack of trust: Studies show only 3% of buyers trust their sales contact. With this stat in mind, it’s no wonder your sales lead is skeptical of your email or call. Denial of need or pain: One way businesses or individuals cope with their mediocre performance is to deny they’re in trouble. It’s as if they live in the “this is fine” meme, pretending their daily frustrations aren’t there. Inability to define need: If a potential client knows they’re in need, they still may not be able to identify what they need. This can prohibit them from seeking a solution as they’re not sure what to look for to make things better. Skepticism a solution exists: Whether it’s past buyer’s remorse or repeated bad experiences, many prospects believe there’s no solution out there. Let down time and again, they’ve stopped looking for something they now think is nonexistent. Overcoming Resistance: Training, Mentorship, and the Art of Discovery These dug-in beliefs can seem like impossible barriers when talking to a potential client. Trust... --- - Published: 2020-01-08 - Modified: 2026-05-25 - URL: https://nugrowth.com/nugrowth-solutions-gives-back-our-philosophy-of-philanthropy/ Our NuGrowth Solutions team has much to be proud of this year, from the many sales team members we’ve coached to the dozens of businesses we’ve helped get their development strategies on track. One of the things we’re most proud of is the ways we’ve helped our team grow by coming together to give back to our community.  Whether through direct service or the generous donations of the NuGrowth family, we’ve brought our philosophy of philanthropy to hundreds in our local Columbus community this past year. February: Tailgate Cookoff and Games Tournament for the American Heart Association We put our love of competition and cooking to good use in a tailgate cookoff and gaming tournament around America’s favorite tradition: the Super Bowl. Teams competed in euchre (a Midwest classic card game), cornhole, and ping pong while expert chefs showed off their game day specialties. All entry fees were donated to the American Heart Association, a non-profit funding cardiovascular medical research. March: March Madness for Little People of America Leveraging another American tradition, the NuGrowth team participated in March Madness with a bracket pool across the office. Winners gained PTO, and all entry fees went to the chosen charity, Little People of America (LPA). LPA provides support and information to people of short stature and their families. July and August: Mid-Ohio Food Bank Challenge One of our most anticipated events of the year is the Mid-Ohio Food Bank challenge. In the long summer months, we form teams and gain points by bringing in donation items and... --- - Published: 2020-01-02 - Modified: 2026-05-26 - URL: https://nugrowth.com/you-need-these-business-development-posts-to-start-out-the-new-year/ From the Sales Experts at NuGrowth Solutions The new year is here, bringing with it resolutions to make this year the best one yet. Your business can harness this feeling of a fresh start, revamping your business development strategy for a strong start to the new year. To get off on the right foot, here are some of our best posts from last year to help you tackle your most-in-need business development area. Database Health Sales as a Service Secrets to Success – A Healthy Database: Get the facts on what bad data can do to your business and the steps to ensure your database is healthy, clean, and put to good use. Data and Sales as a Service – What You Need, Why You Need It, and How to Get It: A more in-depth look at what data you need, what it’s telling you, and how to put it into action. Development Outreach The Key to a Great Inside Sales Call – Discovery: Hear from VP of Sales Kyle Tillar on the importance of discovery and the five categories to explore with sales leads. This Will Amplify Your Business Development Plan: The answer is your call script. Discover the critical elements of an impactful script and how each contributes to sales success. Inside Sales Solutions – The Five Part Approach: It’s all about cadence. Get the inside scoop on what to email and when to send for effective lead conversion. Sales as a Service Development Strategy – Six Outreach... --- - Published: 2019-12-18 - Modified: 2025-01-28 - URL: https://nugrowth.com/the-year-end-business-development-list-from-nugrowth-solution/ The holidays are here, and for businesses, the end of the year means more than trimming the tree and doing your holiday shopping. It’s also the time for business development end of year tasks, getting your organization in order before the clock strikes midnight on December 31st. Here’s a quick checklist to keep you on top of things during this busy time: Your Business Development End of Year Checklist Hold team performance reviews, getting an idea of where your team stands, what you need to improve, and setting goals for each team member File an annual report, sharing your progress with investors, clients, and staff Wish clients a “Happy Holiday” via eCard or postcard as an easy way to engage with them and leave a positive impression Audit your database to ensure a fresh start with clean data in the new year Schedule your marketing automation outreach to keep prospects and clients engaged while your OOO is on Set goals for the coming year, assessing your strategy and taking time to talk adjustments with your team Making Your Resolutions a Reality with NuGrowth As you set your goals for the new year, consider how you’ll achieve them. If you’re striving to improve your development strategy, NuGrowth can be that solution. We’ve helped businesses of various industries and sizes achieve results like a 20% increase in contact rates and a 300% increase in annualized revenue.  Discover how you can reach your goals – get in touch at 614. 304. 3920 or fill out a simple... --- - Published: 2019-12-11 - Modified: 2026-05-25 - URL: https://nugrowth.com/5-steps-to-get-your-data-right-new-business-development-in-the-new-year/ As we near the end of the year, it’s time to make resolutions to do better next year. One way your business can improve is through a fresh, new business development plan, starting with how you gather, store, and use data. According to a Salesforce Research Team “State of Sales” report, up to 66% of salespeople say the majority of their time is spent on administrative tasks, like data management, in a given week. That’s a lot of time that could go towards active sales, lead nurturing, or other critical pieces of the development process. How do you tackle this time-sucking data beast? Here are five steps to get you on the road to wrangling data to help, rather than hinder, your sales process. 1. Reset Your Database We don’t mean unplug it and plug it back in again. To reset, you need to perform a database audit and cleanse your system of old or corrupted data. Chances are you’ll want to leverage an outside service to flag invalid email addresses, honey pots, and duplicates, among other tainted data. And, once isn’t enough: schedule regular clean-ups to ensure you’re always operating with the best information. 2. Define Your Data Needs You know data is valuable, but do you understand what specific data is valuable for your unique business? Too often, businesses go overboard and collect anything and everything on prospects, resulting in data overload. To keep things manageable and effective, determine your must-haves, nice-to-haves, and beyond. Common valuable data points include industry segment, prospect origin (how they... --- - Published: 2019-12-04 - Modified: 2025-01-28 - URL: https://nugrowth.com/inside-sales-solutions-the-five-part-outreach-approach/ When it comes to inside sales, veterans and newcomers alike struggle with the same thing: prospect outreach. Outreach is the critical connection between a lead in a pipeline and a new customer. We’ve got the insides sales solution to help you make that connection: an intentional outreach cadence. The Five-Part Outreach Approach Effective prospect outreach comes from a combination of tested cadence and templates coupled with careful personalization. Your jumping-off point is a carefully crafted email and call cadence to keep prospected engaged and moving through the sales funnel. The key to effective outreach is two-fold: sincerity and personalization. Each message should convey your genuine interest in getting to know a prospect and helping them achieve their goals. Personalization goes hand-in-hand with this sincerity to discover more and aid them in their efforts. Essential Outreach Templates Our proven outreach approach has warmed up previously cold sales pipelines time and again. The spark is in the dedicated outreach structure coupled with a focus on prospect, rather than salesperson, benefit. 1st Attempt: Introduction This is your first email contact, following a phone call.  Start with a call first, keeping both email and phone options open till you discover the prospect’s preferred communication method. In this email, reference your call or voicemail and add two to three bullet points of impressive results or differentiating services you offer. Conclude by asking if you can send along other helpful material. This focus on providing something for them, rather than a call or meeting that would mostly benefit you, establishes your... --- - Published: 2019-11-27 - Modified: 2026-05-26 - URL: https://nugrowth.com/top-4-gaps-in-your-business-development-strategy-and-how-to-fill-them/ According to HubSpot, 75% of companies say “closing more deals” remains their top priority. That’s not surprising considering growth relies on an increase in sales over time. However, sales can be a tricky game. You need an air-tight business development strategy to stay in it. In our years of experience with businesses from a range of industries, there are some common holes in business development strategies. The key is to identify these shortcomings early and patch them up with a lasting solution. Which of these common holes are causing your sales pain? 1. Lead Scoring There’s a lot out there about how to gain leads, but not nearly enough about how to rate them. Lead scoring has two components: evaluating a prospect’s profile and rating their interactions with sales and marketing efforts. Both hinge on quality data in your CRM. Quality data starts with being intentional about how you gather information. Make a plan on what you’re recording and where, share it with your team, and enforce regular, proper data gathering. Part of determining what data you gather is how you’ll score each sales and marketing interaction. See a sample lead scoring matrix below to get you started on what data to track and how to rate it. 2. ) Prospect Progress Businesses often struggle with moving prospects through the buyer’s journey. A common issue here is a lack of follow up. The solution is a defined outreach cadence, adapted for each buyer persona. This form of professional persistence is a set plan for how often... --- - Published: 2019-11-20 - Modified: 2026-05-25 - URL: https://nugrowth.com/on-board-better-4-keys-to-finding-the-best-sales-as-a-service-partner/ According to a recent survey, sales as a service (SaaS) providers are growing fast (32% per year) and showing no signs of stopping. While that growth is encouraging, not all SaaS providers are created equal. Some providers merely want to turn a profit. Yet, others strive to serve their clients with lasting strategies, attacking development shortfalls. If you’re in the market for development solutions through SaaS, there are a few key qualities to look for in a provider. 1. ) Training and Coaching The first thing you’ll notice in a quality SaaS provider is their team. Be confident they’re hiring good people and have the skills to train and coach those already on your team. Well-trained salespeople net a 55% higher profit than poorly skilled ones, so skill level and aptitude are especially relevant. And it’s not just about training your team once. According to Salesforce, there’s a 17% performance difference in sales teams who used coaching and those that don’t. Sales requires lifelong learning, and it’s inevitable mistakes will be made. Great salespeople learn from those mistakes, thanks to mentors coaching them along the way. 2. ) Outreach cadence and strategy Your sales as a service provider should be well-versed in setting up an outreach strategy and contact cadence for your customers. Part of this strategy should include segmenting your audience, creating buyer personas, and establishing custom cadences and content for each. 3. ) Outreach content and templates As part of their outreach strategy, SaaS providers should identify types of content needed for each step along the sales... --- - Published: 2019-11-13 - Modified: 2026-05-25 - URL: https://nugrowth.com/making-marketing-automation-work-for-your-outsourced-sales-campaign/ An Infusionsoft Small Business Marketing Trends Report recently showed that 43% of businesses with in-house marketing say their efforts are ineffective. What’s holding them back from transforming their outreach efforts into sales? In many cases, it’s a lack of planning around the marketing and sales connection, especially for those leveraging an outsourced sales campaign. One tool can bring both together: marketing automation. Marketing Automation: What It Is and What It Can Do Marketing automation is, despite its name, a marketing and sales development tool.  With marketing automation, businesses can streamline their marketing outreach and measure their success in moving prospects through the sales funnel. Development teams leverage marketing automation to create customer segments and buyer personas, and to qualify leads. The data captured in the marketing automation stream is critical when it comes to establishing and refining outsourced sales campaign tactics. Marketing Automation and Sales: What You Need to Be Successful As with anything worthwhile, what you get out of marketing automation is only as good as what you put in. There are a few essential factors required to make your marketing automation experience successful: Social media and email: First things first – you need to have a way to share your messaging with prospects. Social media (Twitter, Facebook, LinkedIn) and email are the vital starting place. You need a presence on each and a strategy. Once you have your outreach efforts feeding through your marketing automation tool, you can begin capturing valuable info on what resonates with different audience segments and customize to increase... --- - Published: 2019-11-06 - Modified: 2026-05-26 - URL: https://nugrowth.com/when-did-sales-become-scary-signs-you-need-inside-sales-services-to-bring-you-back-from-the-dead/ According to a survey conducted by sales strategist Marc Wayshak, 61% of salespeople say selling is more challenging now that it was five years ago. And with good reason – the sales game has rapidly evolved amid the tech revolution. Those who stood still during this swift growth find themselves in a sales slump, looking to inside sales service solutions to bail them out. A seasoned and tech-savvy sales as a service provider has the tools, team, and training to bring these businesses up to speed. In fact, the sales slumps many firms encounter are tied to common problem areas that sales as a service can quickly tackle. Outreach Time and again, businesses are baffled because they’re not getting calls back. This issue ties directly to outreach – maybe they’re reaching out too much or too soon, or perhaps they’re giving up too early. Either way, the answer is a defined call cadence for each buyer persona. The key here is the differentiation by persona. Executives and managers do different work, meaning their availability and response times will vary. Sales as a service (SaaS) providers can help businesses target these personas and apply their time-tested cadences to gain results. Data Whether it’s that a business doesn’t have the right data, has incomplete or corrupted data, or simply doesn’t know how to use their data, all issues with data gathering and analysis can be tackled by SaaS. Sales as a service teams bring in top-of-the-line data gathering and analysis tools and have the experience required to put... --- - Published: 2019-10-30 - Modified: 2026-05-25 - URL: https://nugrowth.com/content-and-the-sales-journey-the-essential-outsourced-sales-campaign-pieces/ Cadence and content are vital elements for an effective sales campaign. These two elements are also challenging for many internal teams to perfect, which is why savvy managers turn to an outsourced sales campaign to help. When we work with businesses to improve their sales campaign, it’s imperative to match content with our proven outreach cadence. The right content can move a prospect to the next stage in the sales journey and provide an anchor to sales team members as they make contact. Examples of matching content to the sales journey include: Interest: Draw Them In Content in the interest stage should demand prospects’ attention. It’s the window display that makes them pause to take a longer look. Interest stage content should be easy to locate, direct about the problem you solve, and contain easy-to-digest information on capabilities or services. Blog posts Company Overview Infographics Fast Fact sheets Engagement: Keep Them Talking At the engagement stage, you want to get prospects to take a closer look. During engagement, leads are diving into specifics on your business and how you can solve their problems. You want to educate your audience on the finer points of what you can provide and how you stand out from the competition. eBooks Customer comments Whitepapers eNewsletters Consideration: Connect with Them Once a prospect has moved to consideration, they’re heavily invested. At this stage, you need to connect on a personal level and provide outside evaluation to help tip the scales. Content at the consideration stage should dive deep, address... --- - Published: 2019-10-23 - Modified: 2026-05-25 - URL: https://nugrowth.com/sales-as-a-service-development-strategy-essentials-6-outreach-cadence-tips/ In all my years working in sales as a service, I frequently encounter the same development outreach issues among clients. One of the most common is an inefficient outreach strategy. Whether it’s contacting too often or too little or issues with messaging or data, many development managers find they’re getting stuck on their initial outreach tactics. If you’re struggling with your outreach cadence, these top tips can help. Six Tips to Sharpen Your Development Outreach Professional Persistence: It’s important not to hit the same target numerous times in a short period. Leave one to two week intervals between each attempt so you’re staying in touch, but not badgering the contact. Each attempt is a critical brand impression – potentially the first brand impression of your company to the prospect – so be sure they’re positive, informative, and focused on customer needs. Pair calls with email: Whether you talk to the prospect or leave a voicemail, follow-up on these contacts with an email. This makes it easier for your prospect to respond or request additional information. If you do reach voicemail, make it enticing. Each voicemail message is essentially a 30-second commercial to view your email and follow-up. Diversify Messaging: Bring a unique approach to each call or email. Have scripts for emails and voicemails at each attempt within a particular campaign. Use different persuasion principals at each attempt: link to a blog or article in one and ask if you need to be referred to another individual in the next. Personalize... --- --- ## Pages - Published: 2025-02-16 - Modified: 2025-02-17 - URL: https://nugrowth.com/thank-you/ We'll be in touch! --- - Published: 2024-05-29 - Modified: 2026-05-25 - URL: https://nugrowth.com/contact/ Contact us We'd like to get to know you and your business goals. Let's connect. Give us a call 800. 966. 3051 Our location 5611 Maple Dell CtHilliard, OH 43026 Message us sales@nugrowth. com --- - Published: 2024-05-29 - Modified: 2026-05-25 - URL: https://nugrowth.com/services/ Services Sales Execution Plan Unlock Your Sales Potential: A Proven Roadmap to SuccessAre you ready to elevate your sales strategy? Our Sales Execution Plan helps you assess where you stand, identify gaps that need to be filled, and craft a clear path forward. With expert insights and actionable steps, we deliver go-to-market strategies that have a proven track record of driving measurable results. Whether you need to optimize processes or fine-tune your approach, we provide the tools and tactics to help your team achieve higher KPIs and increased revenues. Market Research Campaigns Find the Best Lanes for your Product or ServiceWhen rolling out a new product or service there are many questions that can arise when trying to determine an ideal product market fit. At a fraction of the cost of a sales team, NuGrowth’s Market Research programs offer email and phone outreach into markets of interest surveying prospect’s opinions and validating buyer interest before deploying sales and marketing teams at scale. Since these campaigns are cost effective and without long-term commitments, they can be deployed in many ways at different times throughout the year. From early-stage lead generation to client touch points, to membership feedback. There is tremendous value to be gained by hearing firsthand from your buyers so you can develop effective go-to-market strategies that resonate with them. Outsourced Sales & Marketing Your Brand, Our Expertise: Outsourced Sales & Marketing that delivers ROSI Imagine having a team of seasoned sales and marketing professionals representing your brand, without the... --- - Published: 2024-05-29 - Modified: 2026-05-25 - URL: https://nugrowth.com/about/ Your Partner in Growth NuGrowth is the Pioneer in Outsourced Sales Teams Since 2007, NuGrowth has hired, trained and managed sales and marketing professionals, developing them into effective self-leaders. Our specialized processes, methodologies and tactics were built and refined through decades of experience. Our results have consistently beat industry standards and have led to over $300 million in initial annual revenue for our clients. We’ve partnered with organizations in all phases of growth—from supporting restrained startups working towards their fundraising goals, to the establishment of national branch offices, to playing a role in multiple acquisitions. We know the difference a high–performing team member can make. As an extension of your team, we strive to be a proactive, value–added partner that positively contributes to your business journey. Outcomes for clients We have a proven track record for developing new business opportunity pipelines and achieving sales performance across multiple B2B industries. Emails Delivered 0 M+ Phone Calls 0 M+ Conversations 0 K+ Meetings Set 0 K+ Pipeline Added $ 0 M+ Revenue Closed $ 0 M+ Ready to explore a new venture? Take the first step by contacting NuGrowth to learn how we can equip your team on the journey to ROSI. contact us --- - Published: 2024-05-29 - Modified: 2024-05-29 - URL: https://nugrowth.com/global-styles/ Global Styles Colors Fonts buttons This page previews Global Fonts and Colors for this Kit. Changes made in Site Settings will be displayed here. Global Colors SYSTEM Primary Secondary Body text accent custom Pale Blue BG1 Pale Blue BG2 White BG/Accent Transparent Semi Transparent Overlay Global Fonts SYSTEM Primaryabcd Secondaryabcd body textLooking to change global styles? Click on top left menu in sidebarand then select Site Settings. accent textabcd custom Hero headlineabcd Accent Underlinedabcd Name Titleabcd Testimonials Textabcd Text Underlinedabcd Bigger Textabcd Buttons & Links Buttons and links inherit their style from Global Fonts and Colors settings in Site Settings. Main CTA button Underline Accent This is Hyperlink --- - Published: 2024-05-29 - Modified: 2026-05-25 - URL: https://nugrowth.com/ Scale your business with effective partnership Overcome challenges and reach revenue goals by teaming up with a partner that delivers ROSI (Return on Sales Investment). Actual Results Actual ROSI (Return on Sales Investment) for our clients Year 1: $802,731 Spend: $165,857ROSI: 266% Year 3: $3,885,883 Spend: $445,864ROSI: 888% Year 5: $12,178,678 Spend: $731,340 ROSI: 1,522% Partnerships initiated on behalf of our clients Ready to explore a new venture? Take the first step by contacting NuGrowth to learn how we can equip your team on the journey to ROSI. contact us --- ---