Advantages of outsourcing sales prospecting

In any company, whether it is a start-up or one that has been operating for some time, the priority is to know how to use time and to be practical at all times. Optimising time and resources is of vital importance in order to increase the efficiency and effectiveness of our business. One of the most time consuming, costly and frustrating work is the sales prospecting stage. Producing a database, identifying your target companies/institutions, identifying the decision makers within the company, searching their data, designing campaigns, managing communications and convincing potential customers to give you the opportunity to meet you live and in person can be exhausting. It can be overwhelming, and sometimes a bottomless pit in which you invest and invest and you do not get the desired results.

That is why we want to talk to you today about the advantages of outsourcing your company’s B2B prospecting, so that you can value and learn about another option you have to increase your sales opportunities and, therefore, your profits.

One of the main advantages of outsourcing B2B prospecting is that your internal team can focus on selling and retaining customers, while the external team in charge of prospecting will carry out the most tedious part, which is the search for contacts of decision-makers, production of commercial messages, sending communications, follow-up and closing qualified meetings.

Why outsourcing is preferable?

Having an external team of prospecting experts allows you to take advantage of their know-how, experience, and tools to shorten your time to market and impact more prospects at once.
Hiring, training, and developing a team of SDRs is time-consuming and costly, with no guaranteed results. Not to mention that the high turnover rate in these teams is a tremendous drain on time and money.
It is difficult to find a 360 profile that can prospect well, present well, and close the sale well. Normally each profile is strong in one area. Through the external team you get to generate meetings while you can focus on having internal profiles that know how to present your solution live to your prospects, negotiate, and close contracts. Your efforts and most of your resources will go into making your team the best at selling and increasing customer loyalty.
You increase the motivation of your team because on the one hand you free them from a task that many do not like and on the other hand you fill their agenda with qualified meetings. What Salespeople like is to sell!
You will be able to clearly and easily measure the return on investment through outsourcing. How much market do you cover? How long does it take for you to penetrate it? How many touchpoints do you generate? How many leads do you get? How many leads are converted into sales meetings? How many of these meetings are transformed into contracts? You will be able to answer these and many more questions and then draw valuable conclusions. You may be surprised to find a tremendous return on investment by outsourcing prospecting.
You will be able to gather information about the receptivity of the market for your product, the most common objections that prospects have and what elements of your value proposition and commercial message they value most. This information will allow you to adapt your marketing strategies to target this segment of your market, rethink your value proposition in some cases and capitalise on your strengths when positioning your brand in the market.

Delegating tasks has always been a big thing and a hard decision to make. Sometimes it is difficult to let go and let others do the work for fear that they will not do it according to the values and premises of your brand. Communication between the client and the external prospecting team is essential to nurture each other with valuable insights and develop successful strategies together. If you decide to outsource your B2B prospecting, make sure that your new partner feels your brand as their own, understands it, is enthusiastic about it and guarantees an optimal presentation of your company to your future customers.

If you would like to find out more about outsourcing B2B prospecting, we will be happy to tell you about it!