Outsource sales development? Read this first.
Post Internet, outsourcing has become an integral part of every business. Service and development have been the major domains where outsourcing has been implemented.
Sales outsourcing is also adopted by organizations to increase lead generation and sales without investing in onboarding and the cost associated with full-time sales reps.
HubSpot columnist Eric Quanstorm has shared some reasons not to outsource sales development and why to outsource it.
Quanstorm says, “As a HubSpot Sales partner, our outbound lead generation company has operated in this sector for over three years, and we think that sales development outsourcing isn’t a one-size-fits-all equation. We’ve worked with over 350 companies and provided our services to firms across 65 discrete industries. We’ve talked and listened. And we’ve accumulated quite a lot of feedback.
As a result, we’ve outlined five reasons why sales development outsourcing isn’t a good fit for your company and three reasons perhaps it is.
1. Your Business Model Won’t Work
This is the major reason you shouldn’t outsource sales development. If you are B2C, B2B2C, or B2C2B, it’s highly likely your business model simply won’t fit an outbound model. Much of this comes down to your product pricing. It’s unlikely an Average Contract Value lower than $1,000 will be able to sustain both outsourcing sales development reps (SDRs) and the account executives that then work new opportunities developed.
Other hallmarks of bad fits are short sales cycles or largely horizontal pools of leads”.
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