Sales Development Services: How To Use Outsourced Sales Development (SDR) As A Service

May 8, 2023
Business Development

Sales development services have become the go-to for companies looking to make a difference in their sales. Like a key unlocking potential, outsourcing sales development (SDR) as a service can open up new opportunities and create powerful results.

It is an invaluable resource that has seen tremendous success with businesses of all sizes – its value cannot be overstated.

In this article, readers will gain insight into how they can leverage SDR as a service to maximize growth and achieve greater success.

Outsourcing sales development has tons of advantages, including increasing sales.

Advantages Of Outsourcing

Outsourcing sales development services provides many advantages for businesses. By enlisting the expertise of a team or individual outsourced sale development reps (SDRs), companies can gain access to enhanced resources and improved operational efficiency.

Sales development teams can provide various benefits, including lead generation, nurturing campaigns, appointment setting, etc. With SDRs on board, they can quickly identify potential customers who show interest in purchasing and thus qualify them as sales-qualified leads (SQL). These leads become a valuable asset which allows firms to focus their efforts on closing deals instead of wasting time searching for prospects.

Furthermore, by having experienced sales development representatives manage the entire process from qualification to deal closure, organizations save precious time and money that would have otherwise been used up in hiring and training new employees. This enables faster growth and enhances overall customer satisfaction with personalized outreach strategies tailored according to each customer’s needs.

As such, outsourcing sales development service is essential for any business looking to stay ahead of its competition, increase revenue and sales, and succeed in today's ever-changing market conditions.

Outsourced sales development representatives will increase your sales without having to hire a sales team.

In-House Vs. Outsourced SDRs

Recent studies have shown that businesses can potentially increase their sales by up to 40% when outsourcing their sales development services. This is because experienced SDRs are better equipped and more specialized in cold calling, lead qualification, and outbound prospecting than an in-house team of sales personnel.

In-House Sales Development Representatives (SDRs): Advantages Over Outsourcing

What are In-House SDRs?

In-house Sales Development Representatives (SDRs) are sales professionals employed directly by a company to focus primarily on the early stages of the sales process. This includes identifying and qualifying potential leads, reaching out to prospects, and setting up meetings for the sales team. Unlike outsourced SDRs, in-house representatives work within the company's premises and are integrated into its daily operations and culture.

Benefits of In-House SDRs Over Outsourcing:

  1. Deep Product Knowledge: Being immersed in the company environment, in-house SDRs often have a profound understanding of the product or service they're selling. This deep knowledge allows them to answer complex questions and handle objections more effectively.
  2. Aligned Company Culture: In-house SDRs are more attuned to the company's culture, values, and objectives. This alignment ensures consistent messaging and a unified approach to sales, which can enhance the overall customer experience.
  3. Quick Communication: Being on-site, in-house SDRs can easily collaborate with other departments, such as marketing or product development. This proximity facilitates faster decision-making and problem-solving.
  4. Better Control and Oversight: Companies have direct control over their in-house SDRs, allowing for real-time feedback, immediate training, and performance adjustments. This level of oversight can lead to more consistent results and adherence to company standards.
  5. Long-Term Relationship Building: As permanent team members, in-house SDRs can nurture long-term relationships with leads and clients. This continuity can lead to better trust and understanding between the representative and the prospect.
  6. Data Security: Handling lead generation and outreach internally can reduce the risk of exposing or mishandling sensitive data, which might occur when sharing information with external agencies.
  7. Cost Efficiency in the Long Run: While the initial investment in hiring and training in-house SDRs might be higher, companies can achieve cost savings in the long term by avoiding recurring outsourcing fees and leveraging the expertise of seasoned in-house representatives.
  8. Flexibility and Adaptability: In-house teams can quickly adapt to changes in company strategy, product modifications, or market shifts. This agility ensures that the sales approach remains relevant and effective.

While outsourcing SDR responsibilities can offer its own set of advantages, especially for businesses looking for short-term solutions or lacking the resources to build an internal team, in-house SDRs provide a depth of integration, control, and long-term value that outsourced teams might find challenging to match.

Outsourced Sales Development Reps

The outsourced sales development function is getting inbound leads and outbound leads down your sales funnel using market research, lead nurturing, an effective script, and closing new prospects on that first call. This will lead to more deals, more sales opportunities, and increased business development higher than the industry average.

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Outsourcing Advantages

In addition, outsourcing these services eliminates any need for long-term commitment or hiring additional staff members.

Outsourced SDRs provide several advantages over traditional in-house teams;

  1. They offer scalability, flexibility and cost savings while providing access to highly trained professionals with experience across multiple industries, including contact centers, software companies and consumer products.
  2. Outsourced SDRs also enable organizations to reduce overhead costs associated with hiring full-time employees and free up valuable resources within the organization for other tasks, such as marketing or new product development.
  3. Furthermore, using outsourced SDRs allow companies to focus on core competencies without worrying about managing the activities related to sales development initiatives.

Take Advantage of Outsourcing

Businesses should consider taking advantage of this service if they want to maximize lead opportunities and drive revenue growth quickly and efficiently without sacrificing quality customer service.

Outsourcing provides them with a competitive edge by offering fast response times and access to specialists who understand how best to identify leads and generate interest from potential customers.

Outsourced SDRs can help find businesses locate their target audience and increase conversion rates.

Qualifying Prospects And Generating Leads With Sales Development Services

Regarding sales development, qualifying prospects and generating leads are critical parts of the process.

In-house SDRs can often be more effective in this area due to their familiarity with the target market and existing outreach efforts. However, for organizations that lack resources or expertise, outsourcing SDR services can provide an efficient approach to lead generation.

Outsourced SDRs bring specialized knowledge and experience, allowing them to quickly source qualified leads from both inbound and outbound sources. They can also get meaningful conversations with your target audience. This reduces the time needed for cold calls, which frees up important resources within the organization.

By leveraging experienced professionals, businesses can identify high-quality leads while minimizing investment costs associated with managing an internal team. Consequently, outsourced SDR services allow businesses to optimize their reach by focusing on key markets and customers.

The end result is increased opportunities for higher conversions and better ROI.

There are many strategies for solid outreach campaigns.

Strategies For Effective Outreach Campaigns

Utilizing an outsourced sales development service can provide a great opportunity to reach out to potential customers effectively. With the right strategies, companies can qualify leads quickly and efficiently while providing their sales reps access to key target audiences.

Outbound Calling

Outbound calling is one of the most effective ways businesses nurture and guide leads through purchasing. Phone calls allow representatives from a company's sales team to engage directly with prospects and listen closely to customer needs to make tailored recommendations that meet their requirements.

By having conversations via phone, sales teams are better equipped to identify which products and services may be best suited for each individual prospect they contact. Additionally, by engaging on these calls, reps have more opportunities to increase conversions and close deals faster than relying solely on emails or other digital methods of communication.

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Other Strategies To Try

  1. Email Marketing: Craft personalized, engaging, and relevant emails to reach out to potential clients or customers. Use automation tools to segment your audience and send targeted messages based on their behavior and preferences.
  2. Social Media Outreach: Utilize platforms like LinkedIn, Twitter, and Facebook to connect with potential leads. Share valuable content, engage in conversations, and use direct messaging for a more personalized approach.
  3. Content Marketing: Create valuable and informative content such as blog posts, whitepapers, videos, and infographics. This positions your brand as an industry expert and attracts potential leads to your website.
  4. Webinars and Online Workshops: Host educational webinars or workshops on topics relevant to your industry. This provides an opportunity to showcase your expertise and gather a list of interested participants for future outreach.
  5. Networking Events: Attend industry conferences, trade shows, and networking events to meet potential clients or partners in person.
  6. Referral Programs: Encourage your existing customers to refer your services or products to others. Offer incentives or discounts to both the referrer and the referred to foster this.
  7. Influencer Partnerships: Collaborate with industry influencers to tap into their audience. This can be particularly effective in industries where influencer opinions are highly valued.
  8. Retargeting Campaigns: Use online ad retargeting to re-engage individuals who've visited your website but didn't convert. This keeps your brand top-of-mind and increases the chances of them returning.
  9. Direct Mail: Well-crafted physical mail can stand out in the digital age. Send postcards, informational brochures, or even small gifts to potential leads.
  10. Guest Blogging: Write articles for reputable industry blogs or websites. This showcases your expertise and introduces your brand to a new audience.
  11. Search Engine Optimization (SEO): Optimize your website and content to rank higher on search engines. This increases organic traffic and attracts potential leads actively searching for information or solutions in your industry.
  12. PPC Advertising: Use pay-per-click ads to reach potential clients actively searching for keywords related to your business. This can be done on search engines or social media platforms.
  13. Affiliate Marketing: Partner with other businesses or individuals to promote your product or service in exchange for a commission for each sale or lead they generate.
  14. Community Engagement: Participate in online forums, discussion groups, or communities relevant to your industry. Offer advice, answer questions, and establish your brand as a helpful community member.
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Incorporating a mix of these strategies, tailored to your target audience and industry, can significantly enhance the effectiveness of your outreach campaigns. It's essential to continuously monitor and adjust your approach based on feedback and results to ensure optimal performance.

Sales Development Services: Maximizing Outsourced Sales Development Representatives (SDRs)

Outsourcing your sales development services is a strategic decision that can streamline your lead generation and sales growth process. This section will discuss the Sales Development Representative (SDR) function and the key factors to consider when outsourcing these services, including SDR compensation, training and coaching, and hiring practices.

Designing the Sales Development Organization

Building a well-structured SDR function involves defining a qualified lead, establishing organizational design, setting compensation guidelines, developing training, enablement, and metrics, and leveraging the right technology.

SDR Compensation

An effective compensation plan is crucial for motivating your outsourced SDRs. We recommend a 50/50 or 60/40 split between base salary and performance-based compensation, with performance incentives based on the number of qualified leads generated per month. Compensation should not rely solely on the sales team's effectiveness; a bonus on closed deals can serve as a reasonable middle ground.

coaching, training, mentoring

Training, Onboarding, and Coaching

Comprehensive SDR training is often the missing link for a successful sales development team. Key training components critical to an SDR's success include:

  1. The buyer and the buying experience
  2. Situational plays
  3. Objection handling
  4. Messaging sound bites
  5. Communication training for voicemail, email, and live calls
  6. Automation and tools
  7. Closing techniques and scenarios

End training with an easy-to-read playbook that SDRs can reference later. Additionally, invest in ongoing coaching, dedicating five to six hours per month for each SDR, with call monitoring as a valuable coaching tool.

There are certain characteristics for sales development hiring.

Sales Development Hiring

Identify your ideal hiring profile based on factors like the target buyer, solution complexity, and whether the role is inbound or outbound. Establish a defined recruiting process, including interviews, scoresheets, candidate exercises, and reference checks.

Incorporating Outsourced SDRs in Your Sales Development Program

Outsourced sales development services can help you meet your goals and scale your sales pipeline. By outsourcing SDR tasks, you can benefit from the expertise of sales development experts without the hassle of managing an in-house sales team. Consider the following advantages of utilizing outsourced SDRs:

  1. Scalability: Outsourced SDRs enable you to grow your sales development team in a predictable, scalable manner.
  2. Outreach campaigns: Outsourced SDRs can manage both inbound marketing and outbound marketing efforts, including lead generation and nurturing.
  3. Lead qualification: SDRs excel at qualifying leads, ensuring your sales team focuses on high-potential prospects.
  4. Inbound lead follow-up: Outsourced SDRs can handle inbound lead follow-up, freeing up your in-house sales team to focus on closing deals.
  5. Outbound calling: Outsource outbound calling tasks to experienced SDRs, allowing your in-house team to concentrate on core competencies.

When choosing a sales development service provider, consider factors like their expertise in inbound and outbound strategies, experience with your target market, and ability to deliver results aligned with your business goals.

By outsourcing your sales development services to a reputable provider, you can tap into the expertise of seasoned professionals without the challenges of hiring, training, and managing an in-house team. Outsourced SDRs can help streamline your sales process, generate more leads, and ultimately boost your bottom line.

There are many benfits of scalable sales development programs.

Benefits Of Scalable Sales Development Programs

Sales development teams are a crucial part of any business. They enable businesses to build and maintain relationships with potential customers, develop effective sales processes, and fill the sales pipeline. A well-managed sales development team can increase conversions throughout the entire sales cycle.

Outsourcing this function allows companies to scale their operations quickly and efficiently. Working with an experienced third-party provider helps organizations take advantage of best practices in lead generation, customer research, account management and other areas related to sales development. Companies that use outsourced services benefit from highly trained professionals with expertise in managing campaigns across various channels and industries while leveraging technology to optimize results.

By outsourcing these tasks, organizations can focus on driving revenue growth rather than simply filling a quota or diverting resources away from core functions.

outsource, freelance, contractor


The use of outsourced sales development reps can be a valuable tool for businesses, providing scalability and flexibility to their sales efforts.

Much like a carpenter utilizing different tools to build a house, SDRs allow companies to take on bigger projects with fewer in-house resources.

With careful planning and thoughtful outreach strategies, organizations can drive greater results from their sales development initiatives.

A successful program is like an intricate machine; all its gears must move together seamlessly for it to reach peak performance.

If you are outsourced sales development reps and top-of-the-line sales development services, then you need Key Outreach outsourced sales development. Key Outreach guarantees 1-3 extra deals per month for your SaaS business or agency. Their experienced SDRs are highly trained professionals with years of training in finding quality leads, not just quantity. Click here to learn more about how Key Outreach can grow your business today.

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