Harnessing the Power of Outsourced Sales Development for B2B Tech Companies

June 24, 2024

ViB Editorial Team


Topics we'll cover

Thanks to tech advancements and new ways to communicate, finding good leads goes way beyond cold calling these days. But hey, not every company can afford a whole team just for sales development.

Is your B2B tech company struggling to scale sales and capture market share.

What if there was a proven, cost-effective solution that could supercharge your sales pipeline and drive exponential growth with smart investment techniques?

This is where an outsourced sales development partner can help you out!

What is an outsourced sales development service?

Simply put, an outsourced sales development service offers the possibility of hiring an outside company to find and qualify potential clients for you. This external team acts as an extension of your sales team and laser-focuses on the early stages of the sales funnel.

So, instead of building your own team, they help you fill your sales funnel with hot leads that are a perfect fit for your product. Plus, they allow you to tap into their sales expertise and adjust resources faster. And that too in a way that helps you save money 🪙!

The benefits of outsourcing your sales development for B2B tech companies


Building an extensive in-house sales development team can be time-consuming, exhausting, and expensive. An outsourced sales development solution can provide you with benefits that can help your business thrive:

  • Cost-efficient sales development: You can skip the hefty cost of hiring, onboarding, and training a whole new team. An outsourced sales development partner lets you tap into a ready-made pool of experts.
  • Expert skills at your fingertips: 72% of sales reps don’t expect to meet their annual quota. With an outsourced sales partner, you gain access to seasoned professionals who know the B2B tech industry and your target audience. They’ll find the perfect warm leads for you.
  • Scale up or down with ease: One great benefit is that you don’t need to worry if your business needs to change. Your sales partner will offer flexibility so you can easily adjust your B2B sales efforts to match your current growth stage.
  • Faster results with quicker wins: You get qualified leads and sales meetings rolling in quicker. This means no waiting around for a new team to get up to speed. 
  • Focus on your strengths: You can free up your internal team to focus on what they do best – developing great products and delivering exceptional customer service. Your outsourced sales development partner will take care of lead generation.

As such, an outsourced sales development partner can supercharge your B2B tech sales strategy!

Finding the perfect fit: Key considerations for your outsourced sales partner

  1. If you team up with the wrong sales development partner it can be a nightmare for your business. Project delays, conflicts, and budget overruns are just a few of the issues you can face if your choice isn’t right 😵.

That’s why I have made a list of things you should consider before you shake hands with your new partner:

  1. Industry expertise: Obviously, the very first consideration is expertise. As a B2B tech marketer, you need a sales partner who is well-versed in the tech industry and understands your specific niche.
  2. Proven track record: A reliable sales partner will be able to offer you case studies and success stories that show their ability to deliver results.
  3. Qualified leads: Look for an outsourced sales development partner that offers leads that are already warm. These are interested tech decision-makers who are actively looking for the solutions you provide and need to implement them within a year.
  4. Guaranteed minimum leads: The best sales partner will provide a guaranteed number of leads that are pre-vetted. This ensures you get the most value for your money.
  5. Flexible partner: Business needs can change fast. That’s why you should look for a sales partner who offers flexible contract options that can scale up or down as your company grows.
  6. Affordability: The best demand generation services like ViB can offer you CPL rates that are lower than standard providers, thanks to a community-based approach. They even offer expanded targeting options for a fraction of the cost, allowing you to reach a wider pool of qualified leads while staying budget-conscious.



Examples of B2B companies that experienced tech industry sales growth with ViB

At ViB, we offer you something even better than simple sales development outsourcing services. We are a demand-generation service that helps you get qualified sales leads, saves resources on hiring, and maximizes your conversion rate.

Let’s look at some lead generation services that are done right by ViB:

Automation Anywhere turned leads into sales opportunities with ViB Appointments

Automation Anywhere, a leader in robotic process automation, wanted a high-quality lead generation system to fuel their sales pipeline. But traditional methods required sifting through databases and nurturing leads, slowing down the process.

ViB Appointments was able to connect Automation Anywhere with prospects actively seeking solutions like theirs.

The result: over 75% of leads converted to meetings, and those meetings had a 50% conversion rate to sales opportunities

Automation Anywhere was blown away by the quality of leads and conversations.


Best practices for integrating your outsourced sales development partner

Finding the perfect outsourced sales development partner or demand-generation vendor is just the first step. To get the most benefit out of your partnership, you need to seamlessly integrate them into your functions.

Let me show you some best practices to ensure your in-house and outsourced teams as well as lead generation vendor relationships function as a well-oiled machine:

  • Communication is king: Your outsourced sales development partner or demand generation vendor should offer clear reporting and regular communication. This allows you to track progress and adjust strategies together.
  • Measurable goals: Set clear and measurable goals for your outsourced sales development team. Define key performance indicators (KPIs) like lead quality, number of appointments set, and conversion rates, that track progress and hold everyone accountable. 
  • Aligned goals and values: You want a partner who shares your vision. Regular meetings, shared goals, and open communication help everyone work towards the same objective: driving sales 💰.
  • Onboarding for success: Make sure you familiarize your outsourced sales partner with your product, target market, and sales process. Plus, you should invest in continuous learning opportunities for both teams to stay ahead of the curve.
  • Data-driven decisions: Regularly monitor performance data to see what’s working well and what’s not. Use the insights to adjust your strategies with your outsourced partner to make informed decisions that give the most impact.

The future of outsourced sales development: Powered by AI and automation

The field of outsourced sales development is on the cusp of exciting advancements. New B2B marketing trends and technologies will transform the way businesses generate leads and close deals. 

Let’s take a peek into the future:

  • AI-powered lead generation: Outsourced sales development is poised to find the best leads for you using artificial intelligence. This will save time and help businesses reach qualified customers quickly. This means a smoother sales process with higher-quality leads.
  • Automated tasks and workflows: An outsourced sales partner will automate repetitive tasks, freeing up your outsourced team to focus on what matters most: building relationships and nurturing qualified leads.
  • Smarter targeting and personalization: Advanced analytics and machine learning will enable hyper-targeted outreach. In the future, you’ll be able to send custom messages to each prospect. This will dramatically increase engagement and conversion rates.

Ready to ditch the cold calls and generate hot leads?

“ViB delivered what they promised. We were blown away by the quality of the leads, the quality of our meetings, and the high rate of conversions.”

Get guaranteed meetings with qualified leads through ViB Appointments. 

Unlike traditional methods, our community of potential buyers reaches out to you, eager to learn about your solution.

We don’t do pushy sales tactics! ViB uses targeted messaging to attract real interest, leading to a conversion rate of over 40% for appointments booked 🚀.

To know more about how to generate qualified leads, chat with our team members today!

Start your ViB Appointments Trial Today!

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