Question 1

What is a B2B sales outsourcing company?

Accepted Answer

A B2B sales outsourcing company is a company that helps businesses manage their sales process by providing experts who act as an extended sales team. Outsourced sales representatives offer specialized expertise in generating leads, handling inbound or outbound calls, and closing deals with other businesses. B2B sales outsourcing companies elevate sales processes to give businesses an edge over their competitors.

The 2022 B2B Buyer Behavior Survey emphasized that a sales representative’s knowledge positively influenced 72% of buyers in choosing a seller. It indicates that B2B buyers are abandoning the traditional buyer process, with web searches, peer recommendations, review sites, and social media playing a critical role in seller selection.

Businesses are struggling to stand out in the overloaded content landscape, particularly email marketing, where the B2B email open rate is only around 15%. Hiring a B2B sales outsourcing company can address these challenges. With experienced sales reps trained to connect with customers and close deals, businesses can expect to increase their leads and elevate sales process.

This is demonstrated by the case study of JK Tech, a managed service provider (MSP) specializing in the legal and construction industry. Their team contacted MKC Agency to address its declining sales caused by ineffective marketing and fierce competition.

MKC Agency implemented a comprehensive lead generation strategy by conducting in-depth research to create a targeted buyer persona and determine the firm’s unique selling propositions (USP). It also integrated GlassHive and HubSpot for customer service management (CRM) and JK Tech’s sales sequence. The agency provided expert sales development representative (SDR) training leading to the following results:

$1 million revenue increase in 18 months
Significant cost savings throughout the campaign
Improved productivity within the company

Improved sales are one of the many positive results of investing in B2B sales outsourcing services. With 65% of businesses outsourcing sales processes, it will remain relevant in the coming years. This is emphasized by its projected market growth rate reaching $6.5 billion by 2028.

Question 2

What do B2B sales outsourcing companies do?

Accepted Answer

B2B sales outsourcing companies employ highly skilled salespeople from which businesses can choose to expand their internal sales department. They take charge of an aspect of the sales funnel or implement it end-to-end, from boosting and streamlining to enhancing the business’s internal team’s sales capabilities.

Some of the most common services that B2B sales outsourcing companies provide include:

Lead generation: Finding potential customers interested in a business’s product or service. This involves market research, targeted marketing campaigns, and capturing qualified leads.
Lead qualification: Assessing leads based on the buyer persona of a business to increase sales conversions, saving the client time and money by targeting qualified B2B leads.
Sales outreach: Initiating contact with qualified leads through email, phone calls, and social media.
Appointment setting: Scheduling meetings, calls, or product demos between the internal sales team and interested B2B buyers to ensure smooth communication between the client and qualified B2B leads.
Sales training: Providing training programs to improve the business’s internal sales force, especially in prospecting, pitching, negotiation, and objection handling. These mentorship programs can equip the client’s internal team with the necessary techniques, tools, and tailored feedback to improve the B2B company’s sales performance.
Sales asset development: Creating customized sales presentations and marketing materials to effectively position the product or service for B2B buyers. Outsourced B2B sales companies develop an end-to-end sales journey guide, including industry-specific best practices and strategies, to support B2B solutions providers in customer acquisition and interactions throughout the sales cycle.
Deal closing: Handling the overall sales management, including deal closing, where the B2B sales outsourcing company takes over the final purchase agreements, including pricing, contract length, and service level agreements (SLA). They ensure all terms and conditions are clearly outlined, communicated, and agreed upon by both parties.

Sekisui Products LLC, a Japanese plastics manufacturer based in the US, struggled with lead generation in its niche market. It sought the help of Belkins to reach out to new prospective companies but only within the United States.

Belkins performed in-depth research to ensure that lead qualification will be more precise, targeting companies that will increase the conversions significantly. The team set up five to six appointments monthly, which led to the following results:

800 leads were generated in total
21 meetings were booked in four months
Six appointments booked with high-profile clients and one online appointment with one of the leading automotive manufacturing companies in the US
15% deal closing ratio

Question 3

How much do B2B sales outsourcing services cost?

Accepted Answer

B2B sales outsourcing services cost starts at $15,000 a month for basic sales strategy. However, the final cost of hiring a B2B sales outsourcing company will depend on the number of sales representatives hired, the type of service, the industry, the location, business goals, and the timeline.

To accommodate B2B needs, B2B sales outsourcing companies use different pricing models, such as:

Hourly rate: Best for short-term projects or tasks such as a one-time consultancy or a short lead generation campaign, and projects requiring a high level of expertise or customization. Charging hourly enables businesses to scale their sales outsourcing as needed.
Pay-per-appointment (PPA): This pricing model is for businesses needing to generate high-quality appointments. Through PPA, outsourced B2B sales agents become motivated to acquire qualified leads based on the agreed-upon cost.
Retainer fee: B2B outsourcing companies use this pricing model when a dedicated team plays a significant part in the sales funnel process. A retainer fee can be settled monthly, quarterly, or annually and is usually used in long-term partnerships.

The cost of B2B sales outsourcing services also varies based on specific services:

Lead generation: $2,000 - $12,000 per month
Appointment setting: $2,000 - $10,000 per month
Sales development representatives (SDR): $4,000 - $5,000 per month

On DesignRush, the top 50 B2B sales outsourcing companies charge an average of $59/hour. Roughly 11% of the B2B sales outsourcing services on DesignRush accept projects with a minimum budget of less than $1,000, while 33.6% require a $50,000+ minimum budget.

Question 4

Why should you hire a B2B sales outsourcing company?

Accepted Answer

You should hire a B2B sales outsourcing company to open your business to broader sales opportunities, empowered by an extended team of sales experts.

They can elevate your end-to-end sales funnel by:

Reducing costs: Building an in-house sales team involves significant and upfront costs, such as recruitment fees, training, salaries, commissions, benefits, office space, and sales tools. Hiring a B2B sales team eliminates these costs and converts them into variable costs that businesses pay based on performance, like qualified leads or closed deals. This allows them to allocate the extra budget to other business needs.
Shortening sales cycle: B2B sales outsourcing companies have the industry experience to implement sales strategies from the get-go without the additional time for onboarding and training. This can accelerate business goals and shorten the sales cycle leading to faster buyer acquisition and revenue growth.
Keeping up with trends: B2B sales outsourcing companies have experienced professionals knowledgeable about the B2B sales trends, best practices, and sales tools and technologies. This ensures they can develop and execute an effective, targeted sales strategy tailored to your business needs and goals.
Scalable strategies: B2B solutions can benefit from the flexibility of outsourced sales teams to scale a campaign according to the market’s demands. Businesses can increase or decrease the size of the campaign easily, allowing them to adapt quickly and position their sales initiatives based on market conditions.
Reliable expertise: B2B sales outsourcing companies can handle the overall sales process effectively, given their reliable industry knowledge. This enables businesses to focus more on improving their B2B offerings, developing more innovative products, and streamlining the core of their business operations.

Polygon, a UK-based enterprise specializing in climate and water control for indoor spaces, asked Martal Group for its expertise to increase visibility and sales leads in the US market. The team used a targeted approach to generate leads for Polygon through weekly multichannel campaigns. This includes email, LinkedIn, and scheduling appointments with key decision makers of companies aligning with Polygon’s offered solutions.

Martal Group enabled Polygon to streamline US business development, opening high-quality opportunities for them. This resulted in 8,300 generated prospects, with 7 qualified monthly leads, increasing Polygon’s US-based sales throughout the campaign.

Question 5

How do I choose a B2B sales outsourcing company?

Accepted Answer

To choose the best B2B sales outsourcing company for your business, follow these steps:

Define your needs and goals: Identify the sales funnel aspect your business needs to improve and the business goal you want to achieve. Do you want to boost lead generation, close more deals, or enter a new market? This step will be the basis of the sales strategy that B2B sales outsourcing companies will develop.
Set a budget: Determine the amount you are allocating for the B2B sales outsourcing services you need. Unlike hiring an in-house sales team, with fixed ongoing costs, outsourcing sales reps will tailor-fit expenses based on your business goals.
Research company options: Find prospective B2B sales outsourcing companies by browsing online directories like DesignRush. Filter options based on your specific requirements, location, and budget.
Check for industry experience: Look for companies experienced in handling B2B clients in the same industry as your business. Niche expertise will ensure shorter sales cycles and reduced costs in the long run.
Check their website: Explore these companies’ websites to gain insights into their expertise, approach, and scope of services. It will help you assess their suitability for your needs. Look into their sales team’s average years of experience and evaluate how their specialized skills can improve your sales process.
Request for a client portfolio and reference: Their portfolio will give you a deeper look into the B2B sales implementations they have worked on. Reach out to their client references to discover their communication style, availability, flexibility regarding modifications, and overall work ethic.
Explore reviews: Check authentic reviews on platforms like DesignRush or Google My Business to estimate clients’ satisfaction.
Consider the location: Check the B2B sales outsourcing company’s location, consider the time zone alignment, the communication channels used, and language and cultural barriers.
Look into their sales tools: Inquire about the B2B sales outsourcing company’s tech stack. Look beyond customer relation management (CRM) systems used and see if the company uses advanced tools like multichannel outreach platforms or sales intelligence software. See how it uses sales automation tools and streamlines communication channels to deliver the best results for your business.
Shortlist the companies: Pick up to five B2B companies and communicate your intentions to work with them.
Send a request for proposal: Send them a request for proposal (RFP) and ask for a project breakdown, including milestones, scope, schedule, costs, and other specific needs.
Check the sales rep’s expertise: Go beyond resumes and consider each sales representative’s understanding of your business. Do they have a sales methodology complementing yours? Check their sales performance history, such as the number of deals closed and leads generated.
Assess the team’s soft skills: Aside from industry knowledge, sales representatives need a pleasant personality that represents your business. Communication and negotiation are must-have soft skills that play a huge part in a campaign's success. See how they can personalize communication with different prospects.
Ask about data security and privacy: Inquire about the data handling and security practices to protect sensitive information. Request information on compliance with data privacy regulations like GDPR or HIPAA.
Make a choice: Review contracts and select your ideal agency partner.

If you need assistance in choosing the best B2B sales outsourcing companies, visit the DesignRush Marketplace. We'll connect you with the most suitable service providers – for free.

Question 6

What are the key success metrics in B2B sales outsourcing?

Accepted Answer

The key success metrics in B2B sales outsourcing measure the impact of the sales campaigns depending on the growth of leads and pipeline, sales and conversions, and client satisfaction.

Here are some metrics that can help you track the progress of hiring a B2B sales outsourcing company:

Leads and pipeline:

New leads by source: The number of potential customers identified by the outsourcing company based on which channel it was generated from, such as web search, social media, referrals, and advertisements. Knowing where most leads come from can help businesses determine which platform to invest in. Companies can use it to determine the revenue per lead source. You can calculate it by dividing total sales by sales from a lead source.
Average lead response time: The time it takes for a lead to respond to a salesperson. Businesses gain valuable insights into the efficiency of their B2B sales outsourcing partner and identify areas where they automate processes or personalize communication to achieve faster responses from prospective leads.
Lead-to-opportunity ratio: The number of leads that turn into qualified prospects. To get this number, divide the total number of opportunities by the total number of leads and multiply it by 100.
Lead conversion rate: The percentage of initial leads that translated into paying customers. This metric reflects your sales team's effectiveness at closing deals. Calculate both by dividing the total number of sales by the total number of leads and multiplying it by 100.
Pipeline velocity: The time a lead takes to move across the entire sales process, from the first content to closing the deal.

Sales and conversions:

Total sales: The total amount of revenue generated within a certain period. It helps when comparing monthly or annual sales growth. However, even though high sales can be a good indicator of a successful B2B campaign, the context of the spending amount should not overshadow it.
Number of Sales Qualified Leads (SQLs): Qualified nurtured leads ready for your sales team to pursue. A steady increase in SQLs indicates the outsourcing company effectively moves leads through the sales funnel.
Sales win rate: The percentage of leads won. Calculate it by dividing the number of wins by the total number of opportunities and multiplying it by 100. Industry benchmarks for B2B sales win rates typically range from 2-10%, with higher rates indicating a strong sales process.
Sales cycle length: The efficiency of the sales funnel — the shorter, the better. To calculate the sales cycle length, divide the total number of days to close a deal by the total number of new deals.

Client satisfaction and customer retention:

Client Satisfaction Score (CSAT): The business’s satisfaction with the outsourcing company’s services. Aim for a high CSAT to ensure a strong working relationship.
Customer Lifetime Value (CLV): A healthy CLV indicates the B2B outsourcing company is helping you acquire valuable customers in the long run. To calculate CLV, multiply the average transaction size by the number of transactions, then multiply the answer by the customer retention period.

Question 7

What questions do I ask when hiring a B2B sales outsourcing company?

Accepted Answer

When hiring a B2B sales outsourcing company, ask these questions to ensure that you are choosing a sales team aligned with your B2B sales campaign:

Its Relevant Background

Can you share case studies and references from clients in the same industry?
How many years have you been working on B2B sales outsourcing projects?
What types of B2B sales talent do you specialize in?
How do you approach lead qualification?
What certifications does your team have?
What is your team’s average deal size and win rate with a client in the same industry?
How will you familiarize your team with our products and services?
How do you approach client retention? How do you nurture long-term partnerships?

Company Services and Processes

What is the general B2B sales outsourcing process?
Do you provide post-development support and maintenance?
What B2B sales technologies and tools do you use?
How do you structure your pricing model?
What key performance indicators (KPI) do you track?
What precautions will you take to protect the privacy of our company’s data?
How did you choose the sales representatives who will work on our campaign?

The Project

How will you customize your sales funnel roadmap based on my needs?
How will the results of lead generation and other sales metrics be reported?
How will you collaborate with our internal sales team to ensure a smooth communication process throughout the campaign?
Do you offer dedicated account management services and post-campaign support should we need to scale up?
How do you ensure your sales representatives stay updated on industry trends and best practices?
How do your sales reps handle objections and sales negotiations?
How do you ensure that your sales practices are compliant with industry regulations?

Question 8

What are the top B2B sales outsourcing companies in the US?

Accepted Answer

The top B2B sales outsourcing companies in the US are:

Pipeful
- 5.0 stars on DesignRush (36 reviews)
- Top clients: Google, Societe Generale, Seismic, Microsoft
MKC Agency
- 4.9 stars on DesignRush (41 reviews)
- 5.0 stars on Google (8 reviews)
- Top clients: Managed Services Group, Commprise, Blue Cotton Tech, Telecom One
Belkins
- 4.9 stars on DesignRush (13 reviews)
- Top clients: Sekisui, MONAPayment, CitrusAd, Cengage
Bandalier
- 4.5 stars on DesignRush (2 reviews)
- 4.0 stars on Google (1 review)
- Top clients: GlossGenius, BRD, FinLocker, Mighty
Agile Pro Solutions
- 4.6 stars on DesignRush (3 reviews)
- 5.0 stars on Google (1 review)
- Top clients: Fox Logistics, Florida Smart Energy, Adivo Construction, Corporate Client Services

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