How to Close More Sales Using Outsourced Sales Development Representatives (SDRs)

Businesses are always looking for the best way to handle sales. In-house sales teams are great, but they also cost a lot of money. You can train them your way, but that may not always be the best way. Today, companies of all sizes are considering the ways they can outsource, including with the assistance of sales development representatives, or SDRs. 

Outsourced SDRs are experts in sales and business development. It’s their entire focus and they are capable of delivering any type of product or service. Their capabilities often make them more effective than in-house teams that are limited by training resources or a lack of formal upskilling. Plus, outsourced teams often cost a fraction of what you’d spend on staff. 

How can you use outsourced SDRs to close more sales and bolster your business? Here’s what you need to know. 

What is an outsourced SDR?

Outsourced sales development reps are exactly what they sound like: sales reps or teams that are sourced from another company. Usually, it’s a company that specializes in business and sales development, which allows you to focus on other areas of your operations. Outsourced SDRs can work in teams or individually, depending on your needs. 

These people are contracted by your company, rather than being employees. You will pay for their services based on what kind of agreement you make with them, and they will handle closing more deals and helping qualify leads so that your business gets better conversions. 

Outsourcing vs. in-house sales development 

In the past, outsourcing was seen as something that was only for those looking for cheap solutions. Quality was always a question because many of the services were stationed overseas in countries where it was much cheaper to pay labor. However, that’s changed a lot today. While those less-than-reputable companies still exist, there are even more outsourced providers that can help your business grow in the right ways. 

Outsourced SDRs can provide end-to-end solutions, handling everything from that first interaction until the follow-up and remarketing. They provide omnichannel marketing approaches and they know the best practices of the industry. They also have all the tools and resources to do the job well, saving you from having to acquire them yourself. 

Some people worry about a disconnect when using outsourced teams, but that can be prevented by choosing companies that have a strong reputation, good communication practices, and experience with working as an outsourced provider for different companies. When it’s done right, outsourcing offers:

• More experience and knowledge
• Cutting-edge technology and tools
• Lower expenses and costs 
• More time to focus on strategic deals and closing
• Omnichannel engagement
• Cross-functional business model adoption
• Included coaching and development 
• Faster speeds to outcome

Essentially, while you’re busy running your business, your outsourced SDR team will be handling all the customer interactions and transactions that are taking place. This will funnel the most qualified leads your way and save you the hassle of having to sort through them yourself. 

In-house sales development gives companies a little more control over their training and methods, but it also costs a lot more. To hire a single employee, companies are spending close to $5,000 these days, and that’s not including ongoing training and support. And the average salary for an in-house SDR ranges from $65,000 to $75,000 annually. If you need a team of five or 10, that adds up quickly. For small businesses and those on a budget, outsourced SDRs might be a great choice for your outreach. 

Your SDRs will:

• Identify quality leads
• Weed out dead leads
• Help expand your market reach
• Deliver better returns on your investment
• Let you focus on the customers that need your attention
• Update your CRM and other tools regularly 
• Help you increase close rates and traffic alike 

As you can see, several benefits come from outsourcing, including the fact that you can get all the solutions that you need at a fraction of the cost of having an in-house team. Whether you’re a small business or just a company looking to cut costs, this could be a good choice. 

How to choose your SDR partner(s) 

Of course, nothing is going to work if you don’t choose the right people for the job. Take the time to explore what kind of sales development services are out there. Check their reputation and industry experience to make sure that they can assist your customers. Look at their ratings and reviews, as well as testimonials from other companies that have used their services. This will help you get a good idea of their reputation before you move forward. 

You’ll also want to consider industry-specific SDR outsourcing in some cases. For example, having B2B SDRs might not be effective for companies that have a product or service directed toward consumers (B2C). See what kind of experience companies have and what they are most skilled at so that you can put their efforts to work for your company. 

Consider the goals and objectives of the SDR providers that are out there. Compare those to your goals and objectives to ensure that you’re on the same page. That’s going to make a big difference in how successful you are with outsourced SDR solutions. Ask questions and take advantage of consultations to get as much insight as you can to make the choice that’s right for your business. 

Speaking of outsourcing, why not try it for lead intake, too?

While you’re on the path of outsourcing and learning about the ways you can get things done in the business without spending a fortune, consider other things you can include. For example, when you partner with the virtual receptionists at Smith.ai, you’ll find support for everything from lead intake and appointment scheduling to 24/7 phone answering, meaning you’ll never miss another opportunity. 

Plus, our team of experts can even offer support for outreach campaigns and create a custom strategy to help you manage all the details. To learn more, schedule a consultation or reach out to hello@smith.ai.

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