Rule 95:5 and TAM, SAM, SOM Method: Keys to Business Success

Regla 95:5 y método TAM, SAM, SOM:

Understanding market dynamics is essential for companies seeking to launch new products or services effectively. Two key tools in strategic planning are the Rule 95:5 and the TAM, SAM, SOM method. Both provide views on market size and company potential, albeit from different approaches. Let’s go deeper into each concept, starting from a base to achieve a comprehensive understanding.

95:5 rule in marketing

Imagine walking into a room full of potential customers for your product or service. According to the Rule of 95:5, only 5 out of every 100 people in that room are willing to buy. The other 95 people will have no intention of acquiring your offer at that moment. This concept challenges the belief that constant persuasion can lead everyone to buy.

Backed by research by Professor John Dawes at the Ehrenberg-Bass Institute, Rule 95:5 reveals a different marketing reality. Rule 95:5 reveals a different marketing reality. Most potential buyers will only belong to the marketplace because of their unique needs and timing unique needs and timing, without bowing to sales pressure.

Understanding buyer behavior

This rule is a stark reminder of the importance of understanding buyer behavior. buyer behavior. Recognizing that only a small segment of your potential market is ready to buy at any given time is key to adapting your sales strategies. sales and marketing and marketing strategies effectively.

TAM, SAM, SOM method

To understand and address market complexity, companies use the TAM, SAM, SOM approach as a methodology to divide the market into more manageable segments. This approach facilitates the establishment of realistic goals and allows efforts to be directed to areas where satisfactory results are more likely to be obtained.

What happens when Rule 95:5 is integrated with TAM, SAM, SOM?

While Rule 95:5 provides information about the immediate market readiness, the TAM, SAM, SOM method helps companies to understand your overall market potential and realistic scope. By integrating these concepts, companies can develop a nuanced approach to market analysis and strategic development.

  • Strategic planning:


By using the TAM, SAM, SOM framework, a company identifies market potential and targets appropriate segments. Applying Rule 95:5 provides deep insight by recognizing that only a small fraction of potential customers are ready to buy at any given time.

  • Targeted marketing and sales:


With this combined approach, companies can tailor their marketing strategies to target the 95% of potential customers who are not ready to buy, while aggressively targeting the 5% who are. This ensures an efficient allocation of resources, focusing on long-lasting relationships with the majority and capitalizing on immediate sales opportunities.

Application of Rule 95:5 and method TAM, SAM, SOM

Applying the 95:5 Rule involves understanding that only 5% of potential customers are ready to buy at any given time. This allows you to adjust sales and marketing expectations, focusing on immediate conversions and long-term relationships, realistically.



  • Calculate the inter-buying period and decision window will impact the active part of the market. Optimizing marketing and sales strategies involves adjusting expectations about customers willing to buy in the foreseeable future.


  • At forecasting strategyFor short-term opportunities (5%), current market estimates and total market size are used. In contrast, long-term strategies (95%) focus on content marketing and CRM tactics to drive future sales.


  • It is essential to invest in content marketing to educate and build long-term relationships, given the significant portion of the market not ready to buy immediately. Lead segmentation optimizes the sales strategy and personalizes the approach according to the buying cycle of each potential customer.


  • The periodic review of sales and marketing metrics is crucial to evaluate the performance of the strategies. Adjusting them according to current data ensures continuous improvement and optimization of the sales cycle.



The 95:5 Rule and the TAM, SAM, SOM method together provide a comprehensive framework for understanding market dynamics and planning market strategies. Planning strategies, market launch. By recognizing the limited preparation to purchase and identify realistic portions of the market realistic portions of the market In this way, companies can design more effective and efficient strategies for growth. Understanding and applying these concepts enables companies to navigate the market with insight, ensuring that efforts are focused where they have the greatest potential for impact.

Methods to improve Market Share vs Wallet Share

Mejoras para el Market Share y Wallet Share

Strategies for improving Wallet Share and Market Share are a key objective for any company seeking to grow and dominate its market. To achieve this goal, it is essential to implement effective strategies that boost both market share and customer spending share. 


Below are some proven methods that can help accomplish this:

Strategies for Wallet Share



Example of a B2B SaaS Company

Improving the customer experience

Providing optimal service and user experience to increase customer satisfaction and loyalty, with the aim of enhancing their market share.

“TechSolutions” offers personalized assistance 24 hours a day to solve any issue.

Offering added value

Identifying and offering additional value to customers can increase their engagement and propensity to allocate more budget to our solution.

“CloudTech,” a B2B software company, offers free lifetime updates as added value for its customers.

Customer retention strategies

Implement effective customer loyalty programs to motivate them to continue using the company’s services in the long term.

The company “DataInsight” offers exclusive discounts and access to premium features to its most loyal customers.

Market Share Strategies



Example of a B2B SaaS Company

Market expansion

Identifying new market segments and expanding the company’s presence can help increase its Market Share.

“CloudHub,” a cloud hosting platform, expands its offering to include specific services for the education sector.

Product development

Innovating and developing new products or features can attract new customers and increase market share.

“DataForge” introduces a new predictive analytics tool that helps businesses make more informed decisions.

Marketing strategies

Implementing effective marketing campaigns can increase the visibility of the company and its attractiveness to potential customers.

“SaaSify” uses targeted ads on digital platforms to promote its SaaS solution among relevant businesses.

Business Case: DataBoost


To illustrate how these strategies are applied in practice in B2B SAAS, let’s consider the case of “DataBoost,” a cloud accounting software company.


Strategies for Wallet Share

DataBoost has a loyalty program that rewards loyal customers for their loyalty with discounts and special benefits to encourage them to spend more on the platform. This is achieved through reward points for continued software usage and referrals to other potential customers.

Market Share Strategies

The company launches a digital marketing campaign to reach small businesses and freelancers, aiming to increase its visibility in the market and attract new potential customers. Additionally, they have developed new features based on market needs and received direct feedback from customers to continuously improve their product and stay competitive.


Methods for discovering and quantifying Wallet Share and Market Share

In the competitive business world, understanding and quantifying market share is essential for success. Wallet Share and Market Share are key indicators that reveal a company’s position in relation to its competitors and its market penetration.

Here are some effective methods for discovering and quantifying these metrics:

  1. Transactional Data Analysis

Transactional data analysis provides deep insight into customer transactions, allowing you to identify how much they are spending at a particular company compared to other options available in the market. This can be done through sales tracking systems and data analysis tools.

  1. Customer Satisfaction and Preference Surveys

Conducting customer surveys can provide valuable information about customer preferences, loyalty and buying habits. Specific questions about the frequency and amount of spending on the company’s products or services can reveal the brand’s Wallet Share.

  1. Competitive Analysis and Benchmarking

Competitive analysis helps to contextualize the company’s position in the market. Comparing sales, revenue and market share figures with key competitors can help quantify the company’s Market Share and Wallet Share.

  1. Market Share Tracking

Using market tracking tools and market research data can provide an overview of the company’s market share in your industry. This data can be useful in evaluating the effectiveness of marketing and sales strategies.

  1. Customer Retention Analysis

Customer retention analysis examines the rate at which the company retains its customers over time. High customer retention can indicate a strong Wallet Share, as customers continue to purchase products or services from the company on a regular basis.

Approaches using TAM, SAM, SOM in Market Share

The following tools are useful for understanding and addressing Market Share:

  • TAM (Total Addressable Market): Represents the total size of the available market for a product or service. For example, the TAM for a B2B project management software could be the total of all revenues generated by the companies that could benefit from that solution.


  • SAM (Serviceable Available Market): This is the portion of the TAM that a company can achieve with its current offer. For example, if a B2B project management software targets only companies of a certain size, then the SAM would be the TAM restricted to that market segment.

  • SOM (Serviceable Obtainable Market): This is the portion of the MAR that a company can actually capture. For example, if only a fraction of the target companies choose to purchase B2B project management software, then that will be the SOM.

Alternative in Wallet Share

Instead of calculating Wallet Share, which focuses on a customer’s share of a specific company, an alternative may be to calculate the percentage of a customer’s total spend in a specific category compared to the market’s total spend in that category. This provides a different view of the customer’s market share.

Formulas and Steps for Calculation

Formula for Wallet Share

Example: Suppose a B2B SAAS company called “TechSolutions” offers human resources management software. If a specific customer, “Company XYZ,” spends $5,000 at TechSolutions and $20,000 in total in human resource management software, then your Wallet Share would be: ($5,000 / $20,000) x 100 = 25%. This means that the 25% of Company XYZ’s total spending in that specific category goes to TechSolutions.

Formula for Market Share

Example: Continuing with the “TechSolutions” example, let’s assume that its annual sales are $1,000,000 and the total sales of all human resource management software companies in the market are $10,000,000. Then, the TechSolutions Market Share would be: ($1,000,000 / $10,000,000) x 100 = 10%. This means that TechSolutions has 10% share in the human resources management software market.


In conclusion, Wallet Share and Market Share are crucial indicators of performance and competitiveness in the B2B SAAS market. Understanding the differences between them, as well as strategies to improve and quantify them, is essential for business success. Companies can increase their market share by focusing on customer satisfaction, expanding the market, and continuing to innovate. This allows them to maintain a lasting competitive advantage.

Market Share vs. Wallet Share in B2B SAAS: Impact on Business Competitiveness

Market Share vs Wallet Share en el B2B SAAS

In the world of business software as a service (B2B SAAS), it is important to differentiate between Wallet Share and Market Share in order to be successful in business. These two concepts, although related, have different meanings and their proper understanding can lead to more informed and profitable strategic decisions. In this article, we will discuss Wallet Share and Market Share in the B2B SAAS context. We will explain their differences, importance and how to improve and measure them.

Definition of Wallet Share and Market Share

The Ideal Customer Profile is much more than a simple demographic description. It goes beyond data such as age or location and includes psychographic and behavioral information. Imagine the perfect customer for your product or service: your needs, desires, challenges and how you behave in the purchasing process. Knowing your ICP helps you personalize your messages and reach the people who are most likely to become customers.

The importance of ICP in your marketing strategy

Defining the ICP is crucial to the success of any marketing strategy. By understanding who you are targeting and adapt your messages accordingly, you can increase the effectiveness of your campaigns and reach your business objectives more efficiently. ICP allows you to accurately segment your audience, communicate effectively and optimize your return on investment.

What is Wallet Share?

Wallet Share is the share of a customer’s share of a customer’s spend that goes to a company compared to the total spend in a category. It is calculated by comparing what a customer spends in a company with the total expenditure on that type of product or service. This is an important measure for companies, as it enables them to to know their market share. In other words, it is the portion of a customer’s total budget that is allocated to a specific company rather than its competitors.

What is Market Share?

Market Share, on the other hand, is the portion of the total market that a company controls in terms of sales or revenues . It is the proportion of a company’s total sales in a specific market, expressed as a percentage of the total available market.

Importance in the B2B SAAS Context

In the context of B2B SAAS, both Wallet Share and Market Share are critical indicators of a company’s performance. Wallet Share reflects customer loyalty and shows the effectiveness of retention strategies. On the other hand, the Market Share indicates the company’s competitive position in the market.

Wallet Share in B2B SAAS

In a B2B SAAS environment, Wallet Share is closely related to customer satisfaction, customer retention and customer expansion. It is critical to understand how much of a customer’s budget is allocated to our SAAS solution compared to competing solutions.

Importance in the business sector

Wallet Share becomes an essential metric to evaluate the success of a B2B SAAS company. By focusing on increasing each customer’s share of spend, companies can generate additional revenue without necessarily expanding their customer base. This translates into greater financial stability and a significant competitive advantage.

Strategies to improve Wallet Share

To improve Wallet Share, B2B SAAS companies must adopt customized and proactive approaches . This includes identifying cross-selling and upselling opportunities , offering customized solutions and providing excellent customer service to foster long-term relationships.

Strategies to Increase Wallet Share

To increase share of wallet, B2B SAAS companies must implement effective strategies that allow them to adapt to the individual needs and preferences of their customers. Two key tactics in this regard are the personalization of offers and the identification of superusers.

Use of customer data for personalization

One of the most effective strategies to increase share of wallet is the personalization of offers using customer data. By analyzing customer behavior and preferences,companies can tailor their products and services to meet the specific needs of each customer, which in turn increases customer retention and satisfaction.

Grouping of users and identification of Super Users

User clustering is a powerful technique that allows companies to segment their customers into groups based on similar characteristics. By identifying these groups, companies can easily identify superusers, who are particularly committed and loyal customers that generate significant value for the company.

Benefits of identifying Superusers

Recognizing superusers within a customer base has numerous benefits for B2B SAAS companies. These customers are often brand ambassadors and can influence the purchasing decisions of other potential customers. In addition, targeting specific strategies to these customers can increase customer loyalty and value over the long term.

Implementation of User Clustering

Successful implementation of user clustering involves several key steps. First of all, companies must collect relevant data about your customers, as the purchasing behavior, the product preferences and the frequency of use. This data can then be analyzed using clustering techniques, such as cluster analysis, to identify patterns and segment customers into homogeneous groups.

Market Share in B2B SAAS

Market Share in B2B SAAS is a key indicator of a company’s success and competitiveness in its target market. A high Market Share indicates a dominant position and a greater ability to influence the market and dictate conditions.

Significance and relevance

Market Share in a B2B SAAS environment indicates a company’s relative market position in terms of revenue and presence. Customer quality and retention are important, as a business customer can generate more revenue than an individual customer.

Methods to increase Market Share

To grow in a competitive B2B SAAS market, companies must differentiate, expand, acquire and collaborate with key partners. In addition, investment in marketing and branding plays a key role in driving awareness and attracting new customers.

Major advantages of Market Share

Increasing market share brings a number of significant advantages for B2B SAAS companies. These advantages include brand consolidation, a stronger position vis-à-vis the competition and the ability to generate higher revenues by capturing a larger share of the market.

Key Differences Between Wallet Share and Market Share

Understanding the differences between these two indicators is crucial for an effective business strategy. Therefore, the following comparison chart will highlight the key differences between Wallet Share and Market Share, including their approach, measurement metrics and their relative importance in today’s business landscape:


Wallet Share

Market Share


It focuses on customer loyalty and spending allocated to a specific brand.

It focuses on a company’s market share and total sales.

Measurement metrics

It is calculated as the percentage of customer spending allocated to a specific company.

It is calculated as the percentage of a company’s total sales in the market.

Relative importance

It is crucial to evaluate customer retention and satisfaction, especially in competitive markets.

It is essential to determine a company’s position in the market and its competitiveness against other brands.


In conclusion, understanding and applying concepts such as Wallet Share and Market Share is critical for B2B SAAS companies looking to stand out in a highly competitive market. The Wallet Share provides detailed insight into customer loyalty and the effectiveness of retention strategies, while the Market Share reflects the competitive position in the market. Both indicators are complementary and require differentiated strategic approaches to improve them.

By personalizing offers, identifying superusers and using customer data, companies can increase their Wallet Share and Market Share, generating higher revenues and consolidating their market position. Understanding these metrics and applying them strategically can make the difference between success and stagnation in the competitive world of B2B SAAS. Ultimately, focusing on customer satisfaction and strategic differentiation are key to achieving and maintaining market leadership.

Marketing automation in B2B: Guide for Your Business

Automatización de Marketing B2B: Impulso Definitivo para el Éxito Empresarial

B2B marketing automation is not just a trend, but a strategic revolution that is redefining the way companies achieve their market objectives. In a digital world where efficiency and personalization are key, automation solutions emerge as the cornerstone for achieving impactful results.

What is B2B marketing automation?

The B2B marketing automation is the use of specialized technologies and software to automate and optimize marketing activities. This process includes everything from database segmentation to campaign execution and analysis, all designed to improve the efficiency and effectiveness of marketing strategies.

Innovation and customization through automation

B2B marketing automation technology has undergone a significant evolution, becoming an indispensable tool for lead generation, accurate customer segmentation and the execution of highly effective marketing campaigns. By integrating intelligent systems, companies can personalize their messages and offers, ensuring a unique experience for each prospect or customer.

Optimized workflows for maximum effectiveness

The adoption of automated workflows allows companies to improve coordination between departments, ensuring that every customer interaction is timely and relevant. By eliminating repetitive and manual tasks, valuable time is freed up to focus on creative strategies and data-driven decision making.

Predictive analytics: The compass for B2B success

Predictive analytics has become a prominent functionality of marketing automation in the B2B arena. Using algorithms and historical data, this tool allows forecasting trends and customer behaviors, which facilitates the design of campaigns with a proactive vision and the ability to dynamically adjust to reach the most receptive audience.

Guía completa de marketing automation para negocios B2B

Maximizing ROI: An Achievable Goal

One of the main promises of B2B marketing automation is the maximization of the return on investment (ROI). Thanks to accurate and measurable marketing tacticscompanies can experience a substantial increase in lead conversions, while at the same time control and reduce costs associated with traditional marketing campaigns. This translates into greater profitability and a better ability to make the most of available resources.

Advanced segmentation for personalized campaigns

Automation enables detailed segmentation based on customer behavior, demographics, previous interactions and preferences. This granularity ensures that marketing messages reach the right individuals, at the right time, with the most relevant offer, significantly increasing the likelihood of conversion and improving the effectiveness of campaigns.

Automation tools: Strategic partners in the digital age

Selecting the right automation tool is crucial. It must be able to integrate with other enterprise platforms, provide detailed analytics and be flexible enough to adapt to the changing needs of the B2B market.

Cultivating lasting customer relationships

The ultimate purpose of marketing automation in the B2B environment is not simply to sell, but to cultivate lasting relationships with customers. Through the lead nurturing And the constant communicationIn addition to the initial transaction, a foundation of trust is established that goes beyond the initial transaction, fostering loyalty and the possibility of future business. This emotional connection with customers is essential to build a solid and sustainable brand over time.

Automation and Sales Team: Perfect Alliance

Marketing automation not only benefits the marketing department but also strengthens the sales team by providing qualified data and well-profiled sales opportunities. This strategic alliance allows sales representatives to focus on closing deals with high-quality leads, thereby improving success rates and optimizing the sales cycle as a whole. This strategic alliance allows salespeople to focus on closing deals with high-quality leads, thereby improving success rates and optimizing the sales cycle as a whole.

Key elements of B2B marketing automation

Advanced audience segmentation

Effective segmentation is crucial to the success of marketing automation. Advanced platforms allow you to segment audiences based on multiple criteria such as behavior, demographics, past interactions and more, enabling highly personalized campaigns.

Multichannel campaign automation

Campaign automation should extend across multiple channels, from email to social media and the web. This ensures a consistent presence and a coherent and personalized customer experience.

Lead nurturing and lead scoring

Lead nurturing is an automated process of educating and maintaining the interest of prospects, guiding them through the sales funnel. Lead scoring, on the other hand, assigns scores to leads based on their likelihood of conversion, allowing you to prioritize efforts and resources.

Analysis and continuous optimization

A marketing automation platform should offer robust analytics and reporting capabilities. This allows companies to monitor the effectiveness of their campaigns and make real-time adjustments to optimize strategies.

Transforming B2B marketing for the future

In short, marketing automation in the B2B arena represents more than just a tool; it is a fundamental shift in marketing strategy that delivers measurable and sustainable results. By adopting automation solutions, companies not only stay competitive, but also set the standard for business success in the digital age.

At HelloMrLead, we invite B2B companies to explore how our customized solutions can transform their marketing and sales strategies, opening a new horizon of possibilities and achievements in today’s competitive marketplace.

Keep exploring our blogs and find out how to boost your business! Find out more about how to empower your business with our B2B marketing automation solutions and set a new standard for success in the digital age.

Complete Guide to B2B Lead Generation

Clave para la Generación de Leads B2B

In the fast-paced world of B2B marketing, lead generation is the essential pillar that drives business success. The ability to attract, captivate and convert potential customers into actual customers makes the difference between sustained growth and stagnation. In this complete guide, we will go deep into effective strategies for B2B lead generationhighlighting proven tactics that will elevate your company to new heights.

Understanding B2B Lead Generation

B2B lead generation encompasses the process of identifying and attracting companies or organizations interested in your products or services. Unlike the B2C market, where the focus is on the individual consumer, the B2B market seeks to establish solid and lasting business relationships.

Key Strategies for B2B Lead Generation

The process generally begins with close collaboration between the company and the outsourced sales agency. The agency familiarizes itself with the company’s products or services and then deploys its sales team to promote them and close sales on behalf of the company.

1. Creation of valuable and relevant content

Content continues to reign supreme in digital marketing. To attract B2B prospects, it is crucial to create relevant and valuable content that addresses the specific challenges and needs of your target audience. Consider developing detailed guides, case studies and downloadable content that offer practical solutions to common problems faced by companies in your industry.

2. Web site optimization for lead generation

Your website is the virtual gateway to your company and an essential tool for lead generation. Be sure to optimize it to capture leads by including contact forms, clear calls to action (CTAs) and specific landing pages that convert visitors into leads. Implement contact forms on each page and offer downloadable content in exchange for the visitor’s contact information.

3. SEO and SEM strategies

SEO (Search Engine Optimization) and SEM (Search Engine Marketing) are crucial to increase online visibility and drive quality traffic to your website. Conduct thorough keyword research, optimize your website content and run paid advertising campaigns to improve your search engine rankings.

4. Content marketing and automation

Content marketing and automation are powerful tools for nurturing and converting leads into customers. Use automated emails, follow-up sequences and personalized content to guide your leads through the sales funnel and effectively close more business.

Set up a series of automated emails to be sent to leads after they complete a form on your website, offering them relevant content and opportunities to interact with your company.

5. Strategic collaborations and alliances

Collaboration with influencers and strategic partnerships can significantly expand your reach and allow you to reach new markets. Identify thought leaders in your industry and look for opportunities to collaborate on mutually beneficial content, events or joint campaigns. Consider organizing a joint webinar with a complementary company in your industry, where you can share knowledge and reach a wider audience.


In summary, B2B lead generation is an essential process for business success in today’s world. By implementing effective strategies and focusing on providing value to your audience, you can stand out in your industry and achieve your lead generation goals consistently. Don’t underestimate the power of a well-designed and executed strategy to generate leads in the B2B environment!

At HelloMrLead, we are committed to helping you achieve your B2B lead generation goals. Contact us to find out how we can take your lead generation strategy to the next level.

How to define the ideal customer profile (ICP) to boost your marketing strategy

Identificación del cliente ideal:

In the world of digital marketing, understanding who you are targeting is essential to the success of any strategy. Ideal Customer Profile (ICP) is a fundamental tool that allows you to identify and understand your target audience. In this article, we will go into detail about what ICP is, its importance and how you can use it to improve your marketing strategies.

What is the profile of the ideal customer?

The Ideal Customer Profile is much more than a simple demographic description. It goes beyond data such as age or location and includes psychographic and behavioral information. Imagine the perfect customer for your product or service: your needs, desires, challenges and how you behave in the purchasing process. Knowing your ICP helps you personalize your messages and reach the people who are most likely to become customers.

The importance of ICP in your marketing strategy

Defining the ICP is crucial to the success of any marketing strategy. By understanding who you are targeting and tailoring your messages accordingly, you can increase the effectiveness of your campaigns and achieve your business objectives more efficiently. ICP allows you to accurately segment your audience, communicate effectively and optimize your return on investment.

Benefits of defining and enhancing the ICP

Defining the Ideal Customer Profile brings a number of significant benefits to your marketing strategy:

Increased segmentation accuracy

By knowing your ideal customer in depth, you can segment your marketing efforts more precisely, which increases the effectiveness of your campaigns.

Improved communication

Understanding the needs, desires and challenges of your ideal customer allows you to communicate more effectively with them, which strengthens the brand-customer relationship.

ROI optimization

By directing your resources to the market segment most receptive to your offer, you maximize the return on investment of your marketing activities.

Steps to define and enhance the ICP

The following are the key steps to define the Ideal Customer Profile:

Market research

Conducts extensive market research to identify trends, unmet needs and competitors. This will help you understand the big picture in which you operate.

2. Data analysis

Collect and analyze demographic, psychographic and behavioral data of your current and potential customers. Use tools such as surveys, social media analysis and interviews to obtain valuable information.

3. Creation of people

Use the information collected to create detailed profiles of your ideal customers, also known as “personas”. It includes details such as age, gender, income, interests, buying behaviors and challenges.

4. Validation and adjustment

Validate your personas by testing and adjusting based on real data. The market and customer needs may change over time, so it is crucial to keep your profiles up to date.

Example: Ideal Customer Profile

Let’s say you are the marketing director of “InnovateTech”, a software-as-a-service (SaaS) company that provides project management solutions for small and medium-sized enterprises (SMEs) in the technology sector. When defining the Ideal Customer Profile for “InnovateTech”, you could identify it as follows:

  • Name: David, Project Manager in a software development company.
  • Age: 30 – 45 years old.
  • Gender: Male.
  • Education: Bachelor’s degree or higher in computer science or related fields.
  • Work experience: 5+ years in software project management.
  • Needs: Project management tools that are easy to use, scalable and integrate with other platforms used by your team.
  • Challenges: Coordinate distributed teams, stay within budget and meet deadlines.
  • Buying behavior: Extensive online research, search for recommendations and demonstrations before making a purchase decision.
  • Interests: Technology, project management innovation, continuous improvement.

This profile allows you to personalize your marketing messages and more effectively reach potential customers like David, who are more likely to become satisfied “InnovateTech” customers.


Defining and enhancing the Ideal Customer Profile is critical to the success of any marketing strategy. By understanding who you are targeting and tailoring your messages accordingly, you can increase the effectiveness of your campaigns and achieve your business objectives more efficiently. Don’t underestimate the power of ICP in your marketing strategy!

Remember, at HelloMrLead we are committed to helping you achieve your digital marketing goals.

Learn more about how we can work together!

Outsourced sales force: Maximize your sales potential

ventas externalizada

Sales force outsourcing is a business strategy that has gained popularity in recent years. But what does it mean exactly? How can it benefit your company? In this article, we will explain in detail what is the outsourced sales force and how it can help maximize your sales potential.

What is an outsourced sales force?

Outsourced sales force is when a company hires an outside sales force to represent its products or services. Instead of employing internal salespeople, the company delegates this function to an external agency specialized in sales.

How does it work?

The process generally begins with close collaboration between the company and the outsourced sales agency. The agency familiarizes itself with the company’s products or services and then deploys its sales team to promote them and close sales on behalf of the company.

What is an inside sales force?

On the other hand, an internal sales force is made up of company employees who work exclusively for the company. These salespeople operate from the company’s facilities and focus on selling directly to the organization’s customers. Their exclusive dedication to the company can generate greater commitment and product knowledge.

Benefits of sales force outsourcing

  • Cost Reduction: By outsourcing the sales force, the company can reduce costs related to hiring and training internal salespeople.
  • Greater flexibility: The company can easily adjust the size of its outsourced sales team according to business needs.
  • Access to specialized expertise: Outsourced sales agencies often have specialized experience and expertise in sales techniques and different industries.

How to maximize your sales potential?

Now that we understand what an outsourced sales force is, it is important to explore how it can help maximize a company’s sales potential.

Focus on Core Business

Outsourcing the sales force allows the company to focus on its core business, that is, on the central activities that generate value for the company. By leaving the sales task in the hands of outside experts, the company can devote more resources and attention to other critical areas of its operation.

  • Artificial intelligence is gaining ground in the field of commercial outsourcing, enabling task automation and personalization in customer interaction.
  • Commercial outsourcing is expected to focus increasingly on providing an exceptional customer experience through personalization and omnichannel.

  • With the ongoing globalization, commercial outsourcing has the opportunity to expand to different parts of the world.

Expansion of geographic scope

With an outsourced sales force, a company can easily expand its geographic reach. The sales agency can deploy salespeople in different regions or even countries, which opens up new market opportunities and increases sales.

Greater flexibility and scalability

Sales force outsourcing provides the company with greater flexibility and scalability. Instead of being limited by the capacity of its internal team, the company can quickly adapt its sales force to market fluctuations or specific business needs.

Access to specialized talent

Outsourced sales agencies are typically staffed with highly trained salespeople with experience in a variety of industries and products. By outsourcing the sales force, the company can access this specialized talent without incurring the costs and investment associated with internal recruitment and training.

How to Implement an Outsourced Sales Force Effectively

To effectively implement an outsourced sales force, it is essential to follow these steps:

  1. Identify needs: Analyze your sales goals and determine which aspects of your sales process could benefit most from outsourcing.

  2. Select a reliable agency: Research and choose an outsourced sales agency with experience and a proven track record of success in your industry.

  3. Clear and continuous communication: Establish clear and ongoing communication with the outsourced agency to ensure they are aligned with your business goals and values.

  4. Training and support: Provide the outsourced agency with all the information and support needed to effectively represent your products or services.

  5. Measurement and evaluation: Implements performance metrics to monitor the performance of the outsourced sales force and make adjustments as needed.

Implementing an effective outsourced sales force can be a powerful strategy to maximize your company’s sales potential.


In summary, the outsourced sales force offers numerous benefits for companies looking to maximize their sales potential. From reducing costs to expanding geographic reach and accessing specialized talent, this strategy can help companies achieve new levels of success in today’s competitive marketplace.