Whether you’re an emerging start-up trying to find your first clients or a well-established software vendor looking to scale, outsourcing sales can be a great strategy to accelerate growth. With a team of knowledgeable sales development representatives generating qualified leads, you can spend your time developing other key areas of the business.
Despite the many benefits, some business leaders are hesitant to pass the baton to outsourced sales representatives – likely because they have some concerns that outweigh the benefits.
Yet, many of these concerns are simply misconceptions about the process and business structure. Below, we break down five common myths about outsourcing sales to find out if this method of lead generation is right for you.
Myth one: outsourcing sales isn’t cost-effective
Many business owners are under the impression that building their own sales development team may be the more cost-effective approach. In reality, this is far from the truth. Why? Establishing a B2B sales team is not only a time-consuming feat but an expensive one once you’ve factored in recruitment, training, tools and overheads.
By outsourcing sales to a specialist SaaS lead generation company, you capitalise on knowledge and insight from a fully trained team of experts. This, in turn, saves valuable time and money – both of which can be spent improving other areas of your business.
Read more on the true cost of outsourcing, on the following blog: Outsourcing Sales Development vs Building your own – which is the most costly option for your business
Myth two: you lose all control when outsourcing sales
Handing over the reins may be worrisome for some business leaders, particularly if you’re used to having full control. There’s no need to panic, though; you’ll build strong relationships with your outsourced sales development reps (SDRs) and be given regular updates as to when they’ve secured a lead.
Whether they run into an issue, have data to pass on or have achieved a big win, you’ll be kept in the loop. Your allocated SDRs are dedicated to helping you hit your goals and accelerate your revenue, regularly touching base to ensure you’re satisfied as well as providing insightful data and intelligence to help accelerate your growth.
Think of your outsourced SDRs as an extension of your own sales team – you’ll get the same benefits and support, including analytics, regular contact and forecasting, without having to train them yourself.
Myth three: it’s pointless if you already have an internal sales development team
Those who have already established an SDR team may be under the impression that outsourcing sales isn’t for them, but a hybrid approach is becoming increasingly popular. It allows you to fill in gaps – whether that be in knowledge, approach or time – as well as widening reach.
You may find that your current team is highly skilled in handling inbound enquiries, for example, but need assistance with their outbound activities to penetrate key target accounts. Outsourcing sales allows you to diversify your team, ensuring your prospects are strong throughout the sales pipeline.
Speaking of diversifying your team, working alongside a lead generation business can help you enter new markets. Perhaps your current sales team only speaks English, but you want to expand your client base into the Asian or French markets. By outsourcing to Operatix, you’ll have access to a diverse, multilingual team that is well versed with cultural differences outside of the UK and USA. In fact, we can sell in 17 different languages.
Myth four: all outsourced SDR companies are the same
It’s always tempting to cut back on costs and go for the cheapest option, but there’s plenty of other factors to consider when outsourcing sales. Do they have knowledge of the industry? How experienced are the SDRs? How are they compensated? Where are they based? Do they have local knowledge of the market? These are just a few questions you should ask before deciding if that specific outsourced sales team is right for you.
Always ask questions about prior successes, request a general outline of their processes before signing on the dotted line and make sure you check out review websites such as G2 to hear what clients are saying about their customer experience.
Myth five: you’ll get a ‘one size fits all’ approach
As mentioned, outsourced SDR agencies tend to have typical processes – but this doesn’t mean that they’ll simply treat all clients with a blanket approach. Rather, they have the expertise to try a multitude of approaches to find one that suits your brand and get that all-important foot in the door. Outsourcing your sales team doesn’t mean losing your branding, but rather taking on a team of professionals that are experienced in representing businesses correctly.
While you may have some preconceived notions surrounding the concept, B2B sales outsourcing is a great way of generating leads and bolstering sales. For further information on how Operatix can help boost the pipeline of your B2B SaaS company, get in touch today.