Glossary
Outsourced prospecting
Vendors who provide interested leads, appointments or sales.
Outsourced sales teams or prospecting vendors will schedule appointments for you to close. In some cases, they may also close deals for you as well. These vendors can be used instead of, or in addition to, in-house sales teams.
The benefits of outsourced sales teams are:
• Prospecting — Good vendors have mastered tech to automate prospecting as much as possible; you’re paying for their efficiency
• Experience — Some vendors are uniquely experienced in your industry and bring results faster and with less effort than a new internal team.
• Bandwidth — Require a fraction of the effort to manage vs. in-house teams
The drawbacks of outsourced sales teams are:
• Quality is expensive — Only the basic or inconsistent vendors are cheap. Experienced vendors who bring results will charge accordingly.
• Lack of control — Less control over your brand and customer interactions
• Lack of internal growth — Your company isn’t developing sales skills or processes.
Outsourced prospecting is a good fit when you have someone (like a CEO) to close deals, but who doesn’t have enough time to dedicate to prospecting.
The benefits of outsourced sales teams are:
• Prospecting — Good vendors have mastered tech to automate prospecting as much as possible; you’re paying for their efficiency
• Experience — Some vendors are uniquely experienced in your industry and bring results faster and with less effort than a new internal team.
• Bandwidth — Require a fraction of the effort to manage vs. in-house teams
The drawbacks of outsourced sales teams are:
• Quality is expensive — Only the basic or inconsistent vendors are cheap. Experienced vendors who bring results will charge accordingly.
• Lack of control — Less control over your brand and customer interactions
• Lack of internal growth — Your company isn’t developing sales skills or processes.
Outsourced prospecting is a good fit when you have someone (like a CEO) to close deals, but who doesn’t have enough time to dedicate to prospecting.