You can outsource your sales efforts entirely or simply focus on outbound
, market research, or whatever you prefer in your specific situation.
Seeing all the positives that outsourcing your inside sales team can bring, the question becomes, how do you do it?
Firstly, you can hire directly from an offshore supplier, a more expensive option, or a third-party specialized company
, like SalesPipe
. SalesPipe functions as a bridge between our customers and our SDRs, ensuring needs are met on both ends while supporting both sides of the equation so the partnership is the most fruitful it can be.
You will seek references from the third-party company or offshore supplier you select to work with. You will also run the numbers to compare the potential revenue generation with the costs of outsourcing, versus creating an in-house team.
You must also agree with the outsourced inside sales team about how you want the communication channels to work. Not only between you and your dedicated team but between the team and your potential customers, and between you and your potential customers.
A good strategy is to have a weekly call with your outsourced inside sales team, in which you review weekly goals, what is working or not working and determining why, and confirming that the message being sent out is fresh and accurate to your value proposition
Any particular changes, such as additional features to your product or service or a switch in the type of customer you are targeting, would be covered in these meetings. Outsourced inside sales teams
can also provide statistical evidence of how they're doing, which helps determine how much revenue is being generated for you. This data usually includes the number of prospects being reached out to, open rates
on calls and emails, and the number of leads being generated per week and month
Providing your outsourced inside sales team with access is part of the process. Not only access to the basics of your company product or service so they can sell it accordingly but access to you and whoever else in your company may need to be in the loop.
For example, you want to ensure you have the right set-up for your sales team to add meetings to your calendar. Give your sales team access to some scheduling system where they can add a meeting with a lead that they have qualified as worth it for you to meet with. Without this access, it is very easy for potential customers to disappear between your fingers.
If all of these instances are followed correctly, it is easy for you and your outsourced inside sales team to generate quality leads in no time. Having a third-party company to support the efforts on both sides of the equation also offers great confidence and solutions whenever you come across something you are unsure about.