When you're looking to outsource, you want to make sure you're looking for the best of the best to help you out.
Just like searching for the right outbound lead generation service
, it's a process.
There are a few checklist items to think about, just like when you're looking for the right cereal brand for your morning breakfasts. Expertise or Experience
You want to know what expertise or experience the outsourcing company has.
Some outsourcing companies focus on Software-as-a-Service (Saas), others may focus on supply chain or product.
There tends to be particular lingo that certain industries will have, and an outsourced inside sales company with a specific focus will be able to meet your needs best.
But a company focused on SaaS, like SalesPipe, does have some wiggle room.
After all, there are so many different types of SaaS examples, from healthcare to marketing to soccer clubs, that our outsourced SDRs
are jacks of all trades.
Give them a basic idea of your product or service and they can hit the ground running to get you valuable meetings on your calendar. Your Team
Tied to this, you want to know a bit more about the individual SDR or SDRs
that will be working for you.
Ask about their experience and background, and why they're being considered for you specifically by the company.
If they have other customers or have had similar customers in the past will also tell you a lot about them.
You should also consider asking what the length of time for a first meeting should be, and if the company would step in to provide aid in this case.
Answers to these questions would provide good insight into how the third-party firm works and whether or not you think they're the right fit for you and your needs. Re-engagement
Another good question to consider is related to re-engagement.
It's been proven that it takes multiple times of talking to a prospect before they become a client.
Asking what their different tactics are to go from cold to warm with leads, and whether re-engagement plays any role at all is a good indicator of how the company trains and manages their SDRs to be the very best they can be. Sales Channels
You should also ask what channels they use to sell, such as calling, email
, or social selling, and see if it matches what you are currently set up to do.
For example, if you have been focusing on emailing, they can pick that up but also add a component of social selling or calling after a few emails, which you and your company may not have time for currently. Tech Stack
Check what tech stacks they are working with as well.
If you are all familiar with Slack, for example, it makes communication easier, or if you want them to be added to your CRM.
Ask what they use for lead generation so it gives you an idea of what they will be working with, like LinkedIn Sales Navigator. Payment Plan
A good thing to consider as well when choosing an outsourced sales company is a payment plan.
Is there a tiered plan or different types of payment plans that may be better for you depending on your situation?
Some may have it and some may not, but getting the full picture is always best. Additional Materials
Some companies will offer additional materials for their clients, beyond email copy.
Their SDRs may do a bit of promotion on social media to engage with prospects or create marketing materials that the company may add to their LinkedIn.
This is up to you and your needs, but it is good to be aware that some outsourcing sales companies
can offer these services to top sales team members as another way to generate leads for them to manage.