Many B2B companies are still attached to the traditional business model, with the structuring of departments in all sectors, including the commercial one. But have you stopped to think about the possibility of outsourcing customer prospecting to an agency specialized in performance and results.
Certainly, looking at it quickly and basicly, it already seems to have great advantages here. This is because hiring, training, monitoring and managing all employees internally involves a high cost.
In addition, it is also necessary to provide all the basic equipment, tools and technologies for the development of strategies.
And there is still a third important aspect to be analyzed. This is the need to develop sales processes and ensure that all actions taken bring the expected results and enable salespeople to achieve their goals.
It is clear that maintaining an internal team requires a lot of dedication, time, effort and expense. It may even be that, in practice, all this does not generate the desired sales.
For these and other reasons, outsourcing customer prospecting can be a very useful and valid option. Let’s understand better next!
What types of outsourcing are possible in the sales area?
Before delving deeper into the debate about whether outsourcing customer prospecting is worthwhile, let’s get to know the different models and types of outsourcing in the sales industry.
Outsourcing part of the sales force
The company has its own team of sales representatives, but also has some salespeople hired externally. This can happen when the business has customers in different regions and, therefore, decides to hire a local professional who better understands the market there and can have a closer relationship.
In this way, it is also possible to reduce travel costs, relying on salespeople with experience and skills to sell more.
Full outsourcing of sellers
In this case, management decides to completely outsource the sales force, but carries out the process of evaluating and hiring third-party representatives who will provide services for your business.
Again, it is possible to generate savings in HR costs, turnover and other internal procedures. However, there is a risk of losing control over business processes and meeting targets.
It is also important to select the profile of this team very carefully to avoid friction between salespeople and to keep the prospecting portfolios of each one well segmented.
Outsourcing through a sales outsourcing company
The big difference between this option and the previous one is that here companies will not hire salespeople. This function is carried out by a specialized company. In other words, you leave everything in their hands.
The difficulty is to integrate the internally developed sales processes with the external sales team, performance analysis, productivity and the performance achieved.
Outsourcing of customer prospecting
In this option, both the strategy and prospecting planning are outsourced, involving:
- Definition of the ideal customer profile (ICP);
- Sales funnel design;
- Conversion workflow alignment;
- Creation of prospecting lists;
- Structuring of cadence flows;
- Production of the contents of prospecting emails;
- Implementation of a sales automation platform and training of the internal team.
Complete outsourcing of customer prospecting and sales force
This is the most comprehensive form of outsourcing sales. In addition to all the items in the previous topic, the specialized supplier will also provide a dedicated SDR (sales or pre-sales representative) to work on all prospecting processes and strategies.
In addition, the SDR is trained by the outsourced company to know all the best practices and approaches, in order to overcome objections and win meetings for the contracting company. In practice, the contractor does all the planning, strategy, management and follow-up.
In this way, all actions and commercial operations are developed by this partner and are presented and approved to be put into practice by your company. And as a result, you get real business opportunities generated by third-party vendors ready to buy. So, you just need to hold the meeting, send the proposal and forward the closing.
And now you know if outsourcing customer prospecting is worth it?
From each outsourcing model, you can see that there are advantages. Obviously, in the last option, the most complete, your company is only in charge of the proposal and closing meetings. Which ensures much more benefits to deliver better results and achieve high performance.
So, let’s check out these positive impacts now:
First of all, we sometimes talk about the economy of resources used in hiring and managing people. Then someone may ask me: but what about the investment in hiring a specialized company?
In fact, it is a smaller allocation of funds than the formation of an internal sales structure. Furthermore, with the outsourced company’s experience with quality professionals and processes that yield results, this investment will certainly turn into increased business and greater profitability.
By hiring a customer prospecting outsourcing service, you save your company’s efforts, time and energy in an activity that is probably not your specialty. In this way, it is possible to place your internal employees dedicated to activities that have a better domain, deliver with more quality and better performance.
Generating qualified leads across multiple channels
Just imagine the difficulty of having sales representatives, or inside sales, able to help prospect customers quickly and efficiently in different channels, such as email, telephone, chat and social networks.
With outsourcing, you have specialized professionals targeted specifically for your business to quickly interact with leads, connect with them, and deliver high-value phone sales pitches.
Increase in results
In outsourcing customer prospecting, much more happens than just generating leads, as we saw in the list of processes and strategies performed by the specialized company.
In addition, regardless of whether or not you outsource the sales force with dedicated representatives, the partner has all its background, experience and market knowledge to:
- Develop a more complete study of the segment in which your company operates;
- Implement more efficient actions that generate real results;
- Optimize lead qualification with known best practices
Use the appropriate tools, techniques and technologies for each stage of prospecting, facilitating work, automating processes and bringing greater sales performance.
That is, in short, outsourcing customer prospecting can yield the same results in much less time than an in-house prospecting job would take perhaps a year to achieve.
Bigger sales force
By outsourcing prospecting and pre-sales, your company will have an increased sales force, with lower costs per salesperson, generating more opportunities in the pipeline for those responsible for negotiating and closing.
Sellers totally focused on hitting goals
In all commercial processes, there are performance indicators to be analyzed and targets to be achieved. And, with the outsourcing of customer prospecting and qualification, it is possible that the salespeople, responsible for closing, are more focused on presenting very assertive proposals to close more sales and achieve the objectives.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!