Outsourcing B2B Sales: A Guide for Growing Businesses

March 12, 2024

For B2B companies aiming to scale, building an in-house sales team is costly. Outsourced sales offer a cost-effective alternative, providing flexibility and access to expertise. This guide covers the benefits, when to outsource, selecting a provider, and managing an outsourced team.

The Benefits of Outsourcing B2B Sales

Outsourcing sales functions can be advantageous:

  • Access to Expertise: Providers bring specialized sales knowledge and resources.
  • Cost Savings: You save on hiring and overhead by paying only for sales output.
  • Flexibility: Easily adjust the scale of sales operations to meet demand.
  • Increased Bandwidth: Outsourced teams handle lead generation, allowing your staff to focus on closing deals.
  • Core Focus: Let your team concentrate on their strengths by outsourcing sales.

Is Outsourced B2B Sales Right for Your Business?

Consider these factors:

  • Evaluate Sales Processes: Identify inefficiencies that outsourcing could resolve.
  • Cost Analysis: Weigh the financial benefits of outsourcing against in-house hiring.
  • Growth Goals: Assess if outsourcing aligns with your targets.
  • Core Competencies: Outsource non-core activities.

Choosing an Outsourced Sales Provider for B2B

Selecting the right provider involves:

  • Relevant Experience: Ensure they have a track record with similar B2B clients.
  • Specialization: Choose firms with expertise in your industry.
  • Proven Results: Request case studies and references.
  • Capabilities: Evaluate their sales talent and technology.
  • Reviews: Consult third-party sites for feedback.
  • Pricing: Consider the cost relative to the potential sales impact.

Managing an Outsourced B2B Sales Team

Effective management includes:

  • Set Expectations: Define SLAs, KPIs, and reporting structures.
  • Incentivize: Offer rewards for meeting targets.
  • Communicate: Maintain regular feedback channels.
  • Integrate: Foster collaboration with your in-house team.
  • Track Data: Monitor sales metrics and adjust strategies accordingly.

Sales Outsourcing Success Stories

Companies like HubSpot and Bluecore have seen significant results:

  • HubSpot used outsourcing to generate 5000+ leads monthly, cutting CPA by 34%.
  • Bluecore saw a 6X increase in qualified demos through outsourced teams.

Key Takeaways

Outsourcing B2B sales can be a strategic move for growth, offering expertise, flexibility, and focus on core activities. Evaluate your needs, choose a provider carefully, and manage the relationship actively for optimal results.

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Donna Gliha, Chief Sales Officer / President

A proud nominee of the 29th Annual  RBC Canadian Women Entrepreneur Awards

Alyssa Huizenga
Director, Business Development

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