Outsourced vs In-House Sales Prospecting
Sales prospecting can be categorized as either outsourced or in house, depending on who performs it. Outsourced sales prospecting is performed by a lead generation specialist on behalf of your B2B company. In-house sales prospecting, on the other hand, is performed by your B2B company marketing and sales professionals.
Both outsourced and in-house sales prospecting consist of identifying, contacting, and qualifying prospecting buyers. The difference is that outsourced sales prospecting is performed by a third-party lead generation specialist, whereas in-house sales prospecting is performed within your B2B company by its marketing and sales professionals.
In-house sales prospecting can create challenges, especially if your sales team is busy actually nurturing the leads that you already have. If your B2B company struggles to generate new premium and qualified sales leads, you may want to outsource this process. But what makes outsourced sales prospecting such a potentially-valuable investment?
1. Outsourced Sales Prospecting Can Save You Time
While sales lead generation specialists don’t offer it for free, outsources sales prospecting can be a smart investment for several reasons. Outsourced sales prospecting will save you time. Research shows that sales reps spend nearly 20% of their working hours, on average, generating leads. If this sounds familiar, outsourced sales prospecting may be the answer. You won’t have to scour LinkedIn and business databases for new leads. Rather, you can obtain them from a sales lead generation specialist. The lead generation specialist will take care of this otherwise time-consuming process so that your reps can spend that now-open 20% of their time focused on selling your B2B company’s products or services, rather than generating leads.
2. Outsourced Sales Prospecting Can Provide New Opportunities
Another reason outsources sales prospecting is a smart investment is because it will open the doors to new sales opportunities. Lead generation specialists use a variety of strategies and platforms to find leads. Prospecting is their full-time job, so they can devote more assets to it. Even if your B2B company is capable of performing sales prospecting in house, it may not use all of the same strategies and platforms. The end result is a fewer total number of leads with in-house sales prospecting. Outsourced sales prospecting allows your B2B company to leverage strategies and platforms of a lead generation specialist.
3. Outsourced Sales Prospecting Can Bring In Higher-Quality Leads
The quality of a lead is determined by his or her likelihood of making a purchase. High-quality leads have a greater chance of making a purchase than their low-quality counterparts. There are different criteria by which lead quality can be measured, such as job title, industry, time of acquisition, etc. Regardless, outsourced sales prospecting can provide your B2B company with high-quality sales leads who are prime targets for sales reps. While your internal sales team might not have the spare time to spread out across multiple niche platforms and make sure their outreach is more specialized, your outsourced prospecting team can.
4. All of These Benefits Can Save You Money
With all of these benefits, outsourced sales lead prospecting may actually save your B2B company money. Finding and nurturing prospective buyers takes time. And in the world of business, time is money. If your own sales reps spend too much time on prospecting, they’ll have less time to spend on pitching products or services and, ultimately, closing deals. Fortunately, outsourced sales prospecting can save your B2B company money by freeing up your sales reps’ schedules. Your reps will have more time to focus on pitching products or services, which should result in more closed deals. These are just a few reasons why outsourced lead generation is a smart investment.
There are dozens of business-related tasks that can be outsourced, one of which is sales prospecting. Take a look at SalesLeads’ Prospecting Services. It may be exactly the fit you are looking for.