Whether they’re looking to supplement their internal teams or build pipeline, many executives are considering outsourcing their Sales Development team. There’s a tremendous amount of demand, and the industry is growing exponentially (something we’ve seen with the latest update of our Market Map).
However, outsourcing comes with challenges. Anybody with an internet connection and a telephone can set themselves up as a sales prospecting organization, but that doesn't guarantee success. In our recent study, we found that only 32% of respondents would outsource to the same firm again.
It goes without saying that buyers today have a very different set of tools at their disposal versus just 10 or 20 years ago. There’s a tremendous amount of information online and on social networks that they can use in order to make a purchase decision.
Think of the last time that you purchased a product. You probably started with a Google search where you didn’t leave the first page of results, and you started to get a feeling for what was out there. You may have checked a few review sites to see what other people are saying and see who the top players are in the market.
Once you narrow down your top three or four you probably went to their websites and started to look at what their content and thought leadership. Are they legit?
At some point in this process, your phone probably rang with an unknown number that you either blocked or sent to voicemail. If you decided to take that call or listen to your voicemail, and it was someone describing a problem that you were trying to solve at the moment and how they may have helped you might have added that company to your list of ones that you were checking out, you may have then filled out their lead form or taking a demo.
The Board wants to see an increase in revenue, fast. Your Sales team needs more pipeline. Your in-house Sales Development program seems to be going around in circles.
Even if you wanted to make changes, you don't have time to hire, train, equip and manage a group of all new SDRs.
What should you do?
These are the questions we hear a lot as we work with clients here at Tenbound.
Companies need qualified Sales appointments and pipeline today in order to hit their aggressive revenue targets.
However, simply relying on the production of marketing or the rolodex of current your Sales team doesn’t seem to be producing enough pipeline.
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