How Inside Sales Outsourcing Improves Lead Generation

Outsourcing has long been a solution for companies.

While a common example of outsourcing is software development, increasingly, sales has become another area where companies can gain a lot by outsourcing their efforts.
Especially when it comes to inside sales.

Inside sales outsourcing companies offer specialized expertise and flexibility, enabling businesses to scale their sales efforts efficiently without the high costs associated with training and maintaining an in-house sales team.

Let’s dive into how outsourcing your inside sales can be the right move for your business.

Inside sales is the sales process where sales representatives engage and interact with prospects and customers remotely, usually through phone calls, emails, video conferencing, or other digital communication channels, instead of meeting them in person.

Inside sales is the fancy name for remote sales.

Working with experienced sales professionals will allow you to focus on building relationships with the right clients and closing the best deals without navigating through too much information and potentially unqualified leads.

Inside sales outsourcing is also a terrific way to keep costs down and positively affect your sales performance. Inside sales outsourcing lead generation will always be less expensive than giving your internal team a job they might not be fully qualified for.

Lead generation is at the heart of a great sales pipeline. Knowing that will only get you so far. Putting in the work once you have that knowledge will be the key to revenue growth.

The question then becomes: how does inside sales outsourcing boost your lead generation?
The rest of this article will demonstrate how outsourcing your inside sales to industry experts will improve lead generation and generate qualified leads, undoubtedly giving your business the revenue growth you need.

The decision to hire and partner with sales outsourcing companies will continue to pay dividends if you use them.

Time is always of the essence, and we seem to have too little of it.

If that sounds like an everyday dilemma, hiring an inside sales outsourcing company is even more of a fit than you realize. Lead generation is vital to the sales process, and an outsourced inside sales company will fulfill that service immediately.

Remember, one of the benefits of outsourcing your inside sales team is that you will get someone with specialized expertise to drive revenue growth. You may already have a great team of polished and successful salespeople in-house, but they can be expensive to maintain, and may generate poor lead quality, impacting your AE’s ability in closing deals.

Cost isn’t the only issue.

Time is another problem you can solve by hiring an inside sales company.

Your in-house sales team will likely be given additional tasks and duties instead of fully concentrating on inside sales. They will probably have other responsibilities, which naturally cut into their time, leading your sales pipeline to move slower.

Cost-savings and time are two important characteristics of a successful business. Hiring an inside sales outsourcing company will save you both.

Say you’re in the B2B sales space and must qualify your leads.

B2B lead qualification takes time, and time is money.

Outsourcing this task will not only get you leads quickly, but also they will already be qualified, so your only job is to convert them.

Outsourcing your inside sales operations also opens you to a wider hiring pool.

This tends to be overlooked when deciding to outsource inside sales operations. Because inside sales is purely a remote activity, you can hire anyone from anywhere around the globe. Increasing your hiring pool is never bad; if you look globally, your possibilities are endless.

You won't be beholden to time zones or geographical limitations. You can cover each hour of the day by strategically hiring people worldwide. This is something you cannot do with an in-house employee.

Inside sales outsourcing companies have processes designed to take your business to the next level by providing experts to your sales teams. This allows your current employees to focus on the jobs they were hired for and not spend time doing things others are more qualified to do.

You are partnering with specialists and bringing them in, just like asking an IT expert for help with your computer set-up.

Speaking of processes, it is beneficial for companies to remove a process from the pipeline so they can focus on the next steps, knowing that their lead generation is in the hands of the experts.

One of your company’s goals should be to let everyone know who you are and what you do. The internet has made the world a very small place, and by doing so, the business landscape is more cluttered and competitive than ever before.

This means you need to differentiate yourself from the pack. Find a way to get your name and message out there. The more people you contact, the more leads you generate, and the more your company’s name will be in front of prospective customers.

Here at SalesPipe we help companies make a name for themselves and increase their sales by pursuing outbound methods for lead generation.

Outbound lead generation is the process of finding potential prospects who may be interested, if unaware, in your product. Cold calling, cold emailing, cold messaging, and your outbound sales team take up other sales techniques to inform prospects of your offer.

Outbound sales are important to every startup.

They solidify that goal of getting your name out there and providing you with visibility and potential clients and buyers.

Good outbound sales teams know that large groups in your ideal customer profile have been looking for a service like yours, but haven’t heard of your company before. Or, they had no idea they needed your service.

However, now that your team has contacted you, they view this as a solution to their problem due to the outbound messaging they have received from you.

If done correctly, outbound messaging can profoundly affect its recipient. I’ve included an example of one such message.

You must remember that prospects see dozens of emails and messages daily from salespeople who want to sell them something.

Giving the prospect a reason to open your message is critical. This message accomplished that and more.

Adam told Jesse that he had read his blog post and took his advice on Jesse himself. It doesn’t get more personal than that.

Adam’s message was friendly and demonstrated his personality. It wasn’t a copy-and-paste job that many salespeople tend to send.

Adam generated interest by explaining to Jesse why he should care about his company and its services. He didn’t waste time with features or awards; instead, he got right to the point.

In addition to taking note of Jesse’s article, Adam shared one of his from the same site. This shows a common interest and probable compatibility.

We have discussed how leads are the lifeblood of any sales team. We’ve also discussed how hiring an outsourced inside sales company can help you quickly get good, qualified leads.

If you want your sales process to be as efficient as possible, this is the way.

Another advantage of hiring an inside sales outsourcing company is that they will manage your inbound lead pipeline. This is important because these leads must be qualified and handled correctly.

There’s a difference between a prospect and a lead, and when it comes to inbound sales, the prospect is already a lead because they’ve expressed interest in your product or service. The question is whether the lead is worth your time and effort.

This is another reason why having a dedicated sales team or team members focus solely on this aspect, and nothing else, is so important.

Lead qualification is necessary, but it’s the right thing to do before passing on any lead further down the sales pipeline. You are responsible for making your process as smooth as possible.

Skipping steps at this game stage will only cost you time and money, so complete each step before moving on to the next one.

Your outsourced inside sales team can separate and filter out prospects and leads who need your product or service from those who do not. Once this is done, the outsourced SDR team will be ready to move your potential customer to the next step.

Spending time with someone who will never become a customer can damage your organization. Hiring an inside sales outsourcing company will eliminate most or all of those bad leads.

You can see now why managing your inbound sales pipeline is one of the more important roles an inside sales outsourcing company can play. This is another task that, if left to an in-house salesperson, could easily fall by the wayside and leave money on the table.

Hiring an inside sales outsourcing company will provide you with salespeople who will focus on these important tasks, so they can give you the best opportunity to convert these leads and prospects into customers.

In addition to what we’ve mentioned thus far, inside sales outsourcing firms pursue multiple outreach SaaS GTM strategies and tactics to maximize your investment in their services.

It’s simply not enough in today’s crowded marketplace to have a singular strategy, no matter how good that strategy is. It’s incumbent on the inside sales outsourcing company you hire to provide several ways to get the job done.

Sometimes you, as the company, may shy away from these tactics, but outsourced companies can pursue multiple avenues as they spend their day doing this. They keep track of any sales channel they use for outreach.

When it comes to outbound sales, these are just a few channels and tactics you should expect to see. You can always mix them up, creating a multi-channel prospecting strategy.

Cold calling has been around for some time now, and tends to be written off by some. That would be a mistake, because cold calling has its place in quality lead generation. It would have been gone a long time ago if it hadn’t.

Cold emails have become so common that people sometimes take them for granted. Crafting a successful email takes time and know-how.

An inside sales outsourcing company has both an extra bit of creativity if it’s SalesPipe ;)

The internet is a must when it comes to prospecting. Most people spend most of their days online, and when it comes to lead generation, they spend a huge portion of that time on LinkedIn, mostly called B2B social selling.

You can generate leads on LinkedIn, especially its messaging function, to the utmost with voice and video messages, and you’ll be well on your way to closing more sales.

Outsourcing companies will use these channels to always be on top of the newest prospect methods.

But what strategies and tactics should you expect from an inside sales outsourcing company for inbound sales beyond multiple channels?

We’ve talked about outsourcing for outbound sales, but inside sales outsourcing, companies must also provide ways to improve their inbound sales. They can do this in various ways.

Good inbound sales tactics include lead qualification and management of your inbound lead pipeline. This includes updating it regularly and working to know and understand the leads coming in so that you can better serve them with solutions for their sales-related challenges.

Inside sales are a vital part of your day-to-day business operations.

What’s also clear is that your salespeople are best suited for later stages of the pipeline to sell your products and services. At the same time, an outsourced inside sales company should handle the tasks discussed in this article.

Consider hiring an experienced inside sales outsourcing company, so that you can focus on what you do best, your business.

SalesPipe provides all the inside sales services you’ve read about today.

Get a demo to learn more about how we can help you achieve all your sales goals.