Now more than ever, companies are adapting and beginning to branch out to outsourcing teams. They can do the exact same job, if not better than in-house teams. Time and again, outsourcing has shown that it has a place in our economy. When you can get the same thing much cheaper elsewhere, why hire someone at home?
Sales development is extremely difficult, developing strong salespeople is a long game; skilled employees can be rare to find. You know you want to improve your sales development pipeline, but you’re faced with a pivotal decision to make; do you hire and grow an in-house team, or do you work with an outbound sales partner?
Outsourcing is able to relieve you of headaches; delivering the perfect message, to the ideal prospect, at the right time, thus allowing you to concentrate on closing deals and increasing revenue. Without enough high quality leads, your sales pipeline is bound to dry up quickly. How do you maintain that pipeline? With an effective sales team. Without one, you can find yourself struggling when it comes to lead generation.
5 years ago, traditional outsourcing companies were still not using current best practices. Cold calling was still being executed with general scripts and poor lead qualification. Marketing emails were still being sent using blasts. You could say we were more like marketers rather than performing actual sales development work.
With the boom of sequencing and automation technologies, outsourcing is able to get as close or even closer to what in-house teams can do. At this current rate, we will soon be able to reach even further down the qualification funnel and achieve greater success.
A Sales Development Representative (SDR) is primarily an inside sales role that focuses solely on outbound prospecting, with the goal of generating a sales pipeline for the closing team to close deals. To achieve this, they will typically research potential customers before reaching out to them. The specific objective is to pass on leads that match the criteria as sales-qualified leads. The SDR will typically manage the lead until the meeting is booked then hand it over to the prospects’ account executive to close.
At Growthonics we run things a little differently when it comes to SDR work and our marketing teams. We have split up our sales team into three phases. We have a research team that conducts all of our list building and scours the web to find the right targets to match the search criteria set by the client. We believe that building from the ground up is going to get you quality leads that yield positive results and success.
Our second phase is strategy. We have strategists and copywriters who create bespoke campaigns to generate interest and book meetings. We use personalisation to increase our targeting and allow the prospect to feel they are receiving the email on the spot. We ensure our pain points are addressed to the decision maker and how our clients’ solutions will solve them. You want to create emails that are punchy, straight to the point, and have the prospect come away feeling they absolutely need this product/service.
Our third phase is our sales development representatives. Our dedicated and semi-dedicated SDRS roll out our cadences and are in constant communication with the prospect, whether that is replying to their email, interacting through LinkedIn, or making a direct call to the decision maker. It is almost like your first line of defence; they should be strong-minded and not get bogged down if they don’t get a confirmation, keep moving forward, and it will happen.
Sales Development Representative as a service is appealing to companies looking to make more revenue, the costs of bringing an outsourced SDR are up to 60% less than the cost of hiring and onboarding an in-house employee. This allows for the SDR team to scale quickly, without the need for time and expense required to create a scalable frontline sales team.
Whilst the advantages and disadvantages might give you an inclination, they won’t paint the full picture. There are multiple factors you need to take into consideration before you decide if SDR outsourcing is for you.
When you outsource an SDR team, you gain access to a group of thoroughly vetted and trained professionals. Their sole purpose is to concentrate on lead development, cold calling, and setting up appointments for your closing team. They are trained in doing the legwork and finding suitably qualified leads.
On the other hand, when you hire internally, you have to take into account the onboarding and training costs involved. This can be an extremely extensive process to get your new hires up to speed, opposed to outsourced SDRs that become familiar within a couple of days.
An outsourced SDR firm can expand your reach, they are comfortable with entering new markets, and dealing with many different industries and technologies. They have the ability to have meaningful conversations with different prospects and decision makers, this makes onboarding training a lot more efficient and quicker.
Reducing your hiring costs
Simplifying the process
Focus on what is important
Remember before making a decision, assess the company wholeheartedly. You should be aware that not all Sales Development Representative outsourced vendors are good. You need to make sure you make an informed decision, so choose wisely and don’t just rush into it.
Picking any company to represent you and deliver your message is not the right way to go. You need a company that is uniquely qualified to fulfil your needs. You need to evaluate and see how it affects the overall performance of your company.
One thing we can be certain of, a professional outsourced SDR team will always be up and running much sooner than hiring an internal SDR team, at a fraction of the cost. Think about it and maybe test some strategies before you go all in.
Our Sales Development Representatives become part of your team and get to know your business. They are working your hours, helping your business thrive and grow. Book a meeting with Growthonics today and see how SDR outsourcing can help your ROI and save you money.