Grow the Business

Research by Use Case / For LSPs / Grow the Business

Take your language business to the next level with data-based growth practices.

 

 

Whether you’re a small company of two or a large corporation of 5,000+, you’re always looking for ways to increase the amount of business you’re bringing in. This may mean hiring your first salesperson, shifting your focus from production to growth, or ramping up your marketing efforts. Whatever your goal, CSA Research can help. Get started with the list of research below.



There’s no better place to start than with our two Sales Cookbook Series:

 



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Further research backed by industry best practices and hard data:

 

How to Become a Sales-Focused Company
Hiring a couple of salespeople is not enough to change the mindset of a language service provider and make it more growth-oriented. In this report, we advise management teams on how to transition from a production-centered mindset to a sales-centric one through 32 action items to take. This transition is essential to continuous and rapid growth. Our research shows that production-minded companies frequently stumble along and fail to generate sustained growth until they become sales-focused, with an environment where all external-facing employees take an active role in the sales process.
 
Importance of Technology to Successful Sales

Discussions about technology abound in the language services industry, whether it’s about increasing efficiency, replacing dated systems, adopting innovative products, or optimizing usage. Being such a central focus point of the evolution and future of language service providers, CSA Research sought to understand how technology affects LSPs' ability to win and retain clients. In this report, we present data on LSPs’ degree of tech-development savviness and the importance of technology to win prospects and retain clients. We also provide some examples of how LSPs leverage technology offerings on their website.

 

Market Segmentation Primer

Digital marketing has become the preferred way for language service providers to reach new prospects. But too many take a broad-brush approach that results in unfocused lead pipelines that waste precious marketing and sales resources. They aren’t sure which prospects to pursue, so they market to a broad spectrum of buyers that cross company sizes, industries, geographies, and countless other attributes. The targeted firms have little in common with each other and may not be in line with the provider’s differentiation and strategic plan. As a result, sales are unpredictable – even more so in times of economic downturn. This report describes a data-driven, stepwise approach to market segmentation.

Selling Machine Translation to Skeptical Buyers

While language service providers often leverage machine translation (MT) for internal productivity, many of their buyers believe it is not relevant to their needs. However, recent evolution in this field is making the technology suitable for new scenarios and challenging LSPs to convert MT skeptics into adopters. This report delivers executives, sales, and marketing teams guidance on steps to be ready to sell machine translation-based services successfully to clients that worry about what it means for them. MT technology vendors will also benefit from the advice to support their service partners or for selling MT offerings themselves.

 

How to Engage Global Procurement as Your Ally

When selling to enterprises, language service providers usually come into contact with the procurement team, whose members are responsible for procedures related to buying services. These may not be the people responsible for choosing what must be translated, nor the people who manage the budget allocated to language services, but they likely control with whom the budget can be spent. The relationship between LSPs and the team that manages an enterprise buyer’s supply chain is just as important as the relationship with the budget-holder and buyer, even for smaller vendors who today work only with local buyers, but who want to grow. 

 

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