David Gimbel knows Sales Development. He’s the Sales Manager at RigUp, the energy industry's largest marketplace for on-demand services and skilled labor. He has also headed up Sales and Sales Development teams at Trendalytics, Impact, and Yotpo. David graciously agreed to share his thoughts on outsourced sales, how to train your Sales Development team, and who your real competition is.
Outsourced Sales Development
Sales Development is the first line of communication between your business and your potential clients. If you're relying on outsourced teams with random people dialing for dollars, rather than giving your prospects a top-class experience, that's a definite misstep.
Sure, you might get some opportunities come in, but if that opportunity has been set up poorly and the handoff is poor, that’s not going to be a great experience for your client. If you're trying to sell something in this day and age, you need good communication. You have to be fully informed on what you offer and be able to answer questions intelligently. You never want to bring in a prospect who isn’t going to benefit from your solution. They’re just going to churn. That's not to say outsourced SDRs don’t have a market. However, if you're offering any kind of SaaS solution or partnership, you want to start that relationship off in the best way possible, which means having an in-house team.