Why Outsource Sales and Marketing?

Why choosing to outsource sales and marketing might be the wisest option

When many small business founders eclipse their bandwidth capacity they ask themselves the question, “Why outsource sales?” It is obviously our belief that it can with the following caveat. The founder should have a rough idea of the steps required to take a deal from the first sales conversation to transaction. If you are considering outsourcing the sales and marketing function and you understand your basic direct sales process, here are three reasons why it may make sense to outsource sales and marketing.

Why Outsource?

There are three top reasons to consider outsourcing any function: saving money, freeing up time to focus on core strengths and more mission-critical functions, and gaining access to specialized skills.

When you outsource sales and marketing, you first need to decide what it is you need. In most cases we find that the founder or business has plenty of time to close business. What they lack is the time to develop and qualify leads. So, when you outsource its important that you don’t think of this by simply replacing one internal hire with another internal hire. Instead, you need to thinks of it as replacing one hire with a blended team with experience in both sales and marketing.

With that stated, let’s look at each of these three reasons why outsourcing may be the smartest option:

Outsource Sales and Marketing to Save Money

Expense is the primary reason why most companies consider outsourcing over hiring sales reps. If the current market for a quality business development rep is, as an example, a total compensation package of around $10k to $12K per month then outsourcing at $8k to $10K per month will be a substantial savings.

Instead of looking at this as one FTE vs. another outsourced employees you can look at it as getting a team of multiple employee that are part time. An outsourced sales and marketing company will provide phone reps, content marketers, database marketers and management. Most small business could not afford to staff and manage a part time team (let alone full time employees in this function). So depending on your lead volume needs and growth targets, a blended outsourced sales and marketing team often represents a substantial savings..

  1. Outsource to Focus on Core Functions

There are two goals and functions in most business: gaining clients and adding value to those clients. Most of the remaining jobs to be done are the support functions of finance, human resources, and information technology are the obvious candidates for outsourcing. We also believe that introducing the business to new prospects is also a function that makes sense to consider outsourcing. This is true now more than ever because sales and marketing success now requires understanding:

  • Inbound lead generation tactics
  • Outbound lead generation tactics
  • Phone skills
  • Automation technology
  • Content marketing

Outsource to Gain Access to Specialized Skills

Most companies’ closers have specific domain knowledge and sales expertise. There is no way this knowledge (especially domain expertise) can be easily replaced. However, a seasoned outsourced sales and marketing company will be able to extract this knowledge and add their expertise in the marketing tactics mentioned above to allow your organization to automate and increase the volume of conversations you are having through digital channels and over the phone.

Gabriel Sales specializes in building moderns sales and marketing operations for companies that already understand the core steps in their sales process. We help small business build scalable engines that address the new digital buyer.  To learn more about how we work with companies to build these engines we invite you to learn more about our team and our new approach to outsourced sales and marketing.



Align Sales with an Outsource Sales and Marketing Solution

Outsource Sales and Score Leads to Increase Sales Capacity

A consistent sales funnel now requires using all tactics at your disposal including:

  • Content marketing
  • eMail Marketing
  • Business development reps
  • Sales reps

Repeatable Outsourced Sales Process

And for some small businesses this can be a challenge because of lack of capacity. When you work with an outsource sales and marketing lead gen company to help you fill your sales funnel you can expect them to use both content marketing tactics and outsource sales reps.  The marketing team and the outsource sales reps will be aligned around the goal of putting the right information, the right educational content offer and the right sales offer in front of the buyer at the right time.

Here is how an aligned outsource sales and marketing company will be able to help you modernize your sales and marketing operations to put more leads in your closer’s sales funnel:

One – Create content for all stages of your buyer’s journey and your sales funnel

Your content needs to be designed to be used at each stage of your buyer’s journey.  When a potential company visits your website you need to make it easy for your buyer to buy with the following framework.

sales automation outsourcing sales content framework

As our customer centric outsource sales and marketing framework above details you need to be aware that there are multiple stages in your buyer’s journey.  And there are also many type of content formats that can be used.   A blend of formats will meet the needs of multiple buyers preferences.  It will also enable you to redistribute the content across different tactics like PPC,  social media and email marketing campaigns.  The same content can also be used by your outsource sales buyer development reps.

Your outsource marketing team will be able to help you produce the content you need for lead generation and lead qualification success.


Two – Align outsource sales and marketing efforts to share that content

Sales and marketing need to have a shared goal of moving deals from initial interest to close and this means they need to collectively work together to share your content and qualify opportunities.

Your marketing team needs to generate leads as cost effectively as possible by sharing content in social media, PPC campaigns and email marketing campaigns.  And then using a marketing automation software to continue to nurture the leads and map your buyer’s digital footprint to score the leads for your outsource sales and business development reps.

Your outsource sales reps should then be able to share the same content and later stage content like video demos and FAQs with the buyer.  This will help make it easy for the buyer to buy and it will save time for your business development reps so they can increase their call volume and share your content with even more buyers.

Three – Give your outsource sales and marketing team a shared scorecard

As a big fan of Steven Covey we believe that you need to “Start with The End in Mind”.  The goals for both your teams should always be to put more sales qualified leads that ultimately transact into your closer’s sales funnel.   To that end we have developed this outsourced sales and marketing scorecard that will keep your team focused on this goal and all the steps required to get to that goal.

outsource sales and marketing scorecard

Gabriel Sales helps start-up companies and small businesses committed to growth build modern sales and marketing operations by supplying a blended team to augment both sales and marketing capacity and capability gaps.

outsourced sales team


To learn more about how we build these sales engines please visit our page that outlines our new approach to outsource sales and marketing.