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i need to have visibility and controll over my sales force activities.  third party sales organizations like distributors don’t give me that.

• orbis terra provides the visibility and control of sales activities as you would see if it were your own sales force.  we provide regular lead generation and sales pipeline activity reports, with sales forecasts and sales rep activities. 
• orbis terra provides its clients with quaranteed sales activity levels which we perform on our client’s behalf.  this activity is dedicated to our clients, compared with “typical” third parties such as distributors, dealers, and sales rep firms.

i don’t have the budget

• orbis terra uses a sales performance weighted pricing model which allows a program with orbis terra to pay for itself

our products are complex and require very technically skilled salespersons and support persons.

•  orbis terra hires only salespersons with significant technology sales experience with complex technology products.  for example, our sales team has direct experience selling enterprise it equipment such as high end servers, routers, and enterprise software solutions to large end user accounts like bosch, or daimler chrysler.

our products haven’t been tailored to foreign markets

• typically, the amount of tailoring required to sell a product into a local markets involves translation of manuals, product guides, and marketing collateral.  orbis terra is able to provide translation services to its clients for each of its local markets in a cost effective manner.

how do i know orbis terra has the sales skills necessary to sell our product?

• orbis terra hires on experienced sales persons who have hands on experience selling into local it markets, both direct key accounts and indirect channels.
• additionally, orbis terra employs industry best practices for sales and marketing management, to ensure that we maximize the sales performance of our sales staff.
• finally, we have several reference accounts which we are happy to provide to clients for their final due diligence

what about the internal resource requirements to support orbis terra in a local market?

• orbis terra provides all of its services on a full turnkey basis to its clients.  the internal resource requirements typically include the same back office requirement used to support normal daily sales activities – central order processing and order fulfillment, level 3 technical support, transaction accounting, and pre-sales support where needed to help close deals.   

what is orbis terra’s track record?

• we have already provided this service to several reference accounts which we are happy to provide to interested clients.
• in addition, our offices are staffed with seasoned salespersons who have individually strong sales track records, representing exactly the kind of salespersons our clients would want in their own sales organizations.  again we are happy to provide selected cvs of our staff members to interested clients.

i have had a bad experience with third party sales organizations in the past

orbis terra is different from typical sales partners such as distributors, sales reps, and other intermediaries

• first, orbis terra guarantees specific sales activity and service levels to its clients, in a fully transparent manner to its clients
• second, when orbis terra finds customers for its clients, they become our client’s customers.  orbis terra doesn’t hide customers names from its clients.
• third, orbis terra employs seasoned salespersons and best practice sales management practices to ensure our clients are getting access to a best of breed sales organization
• fourth, orbis terra limits the number of clients we serve out of any given office location to ensure that or clients always get significant share of mind, unlike large distributors

how does orbis terra differ from a distributor?

orbis terra is not a distributor, but rather is a virtual sales office.  this means

• we are a push marketing organization, not a pull marketing organization that relies on its vendors to do all the marketing to create demand
• we excel in relationship sales, not transactional sales.  with our technical support staff, and experienced salespersons with local market relationships, we are best suited to introduce products that require relationships and a technical consultative sales process
• we don’t take title of product inventory.  just like an “owned” regional sales office, companies don’t sell their products to their own sales offices, though they will hold inventory to support local sales activities.  similarly, orbis terra holds inventory locally to support sales activities, and will handle shipping logistics, warehousing and invoicing, but orbis terra does not take title of product.

i don’t know that my product will sell into a particular foreign market.

• the great thing about orbis terra is that it makes it easy to test a market for sales potential with no risk.  rather than taking the time and resources to perform a market “study”, apply those resources instead to orbis terra to test the market in “real life”.  if after 6 months you haven’t see any results, simply stop the service – no exit costs to consider.
• market investigation service.  if a client so desires, orbis terra can also perform a market investigation.  this consists of typically a two month period where following some light training on product, orbis terra will review the product with key accounts and potential customers leveraging its extensive relationships and qualitatively assess whether a market exists for the product.  after the 2 months investigation is over, a client can decide if it wants to continue or not.  the cost of this service is typically very cost effective compared with marketing and consulting firms’ market investigation projects.