Outsourced SDRs help companies across various industries create a smooth and predictable way to sell their products. A recent survey found that 80% of US businesses surveyed want to outsource their sales because it can make their business more efficient and grow faster. Plus, they get the chance to work with experts.
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What Is SDR Outsourcing?
- outbound outreach
- lead generation
- appointment setting
Different sales channels are used to find customers, such as cold calling, cold emailing, and LinkedIn social selling.
Pros Of SDR Outsourcing
It’s Less Expensive Than Hiring An In-House Sales Team
According to Builtin, the average total compensation of an in-house SDR in the US is $81,614. Total compensation includes base salary and bonuses for a year. In states like California, however, total compensation can go up to $100,000.
KSquare, a company that provides digital solutions to both private and public sectors, is a great example of this. KSquare wanted to fill its sales pipeline quickly and efficiently while keeping costs low by using outsourced Sales Development Representatives (SDRs).
To support them, we provided a dedicated research team to create high-quality lead lists, a designated SDR, and an Account Manager. We also made sure our sales team received continuous training and coaching. Thanks to these efforts, the team helped KSquare generate an impressive $500,000 in revenue in just nine months.
Access To Specialized Skills and Expertise
Shouldn’t you let experienced salespeople handle lead generation, prospecting, relationship building, and booking meetings with qualified decision-makers? While prospecting techniques and relationship-building methods may vary among industries, sales basics remain the same everywhere.
On top of that, outsourced SDRs can also provide additional support to your B2B sales process. They can:
- Provide additional capacity to handle a higher volume of leads and prospects
- Guide the existing in-house team on how to move leads down the funnel to close deals
- Identify new markets or industries to target
Predictable and Scalable Pipeline
Years of experience and learning facilitate this process for outsourced SDRs. It’s easier for them to find what works, iterate, and adapt to changes in the market. Having a standardized, predictable, and scalable pipeline is the key to conversion.
Flexibility To Hire An Outsourced SDR Team When Needed
Companies think about SDR outsourcing when they don’t have enough people or time to grow their sales process. Perhaps a company has a new service launch or project that will require more staff, or they see they have to let go of SDRs because of a budget change.
What’s important is that you will have the option to rehire them once your business starts recovering and you’re ready to focus on growing more revenue.
More Time To Focus On Important Business Activities
SDR outsourcing can free up time for your company’s sales team to focus on other important tasks, such as closing deals and building relationships with customers.
Prospecting is very time-consuming. It takes:
In summary, it can take 60 – 90 dials to get an appointment with a prospect, which is not an efficient use of an in-house SDR team that has other important activities to work on. And we’ve only discussed cold calling so far. We haven’t looked into the details of sending cold emails and doing LinkedIn outreach.
Cons Of SDR Outsourcing
Conversations about ideas, strategies, and next steps can become a bit complicated. In-house teams also have to rely entirely on the information and feedback gathered by the outsourced SDRs during their interactions with prospects. Both sides must consistently communicate their perspectives and findings clearly to avoid confusion.
Desired Results Might Not Match Performance
The ICP is a detailed description of the type of companies and industries that would obtain the most value from buying your product.
The problem begins when your company doesn’t have a well-defined ICP or fails to communicate it clearly to the outsourced SDR team. In such cases, your outsourced SDRs may struggle to perform effectively, resulting in fewer sales opportunities for you.
Less Familiarity And Loyalty To The Company
SDR Outsourcing: The Choice is YOURS
It also helps you establish a predictable and scalable sales pipeline, essential for achieving consistent results.