“By outsourcing their sales function, businesses can achieve up to 40% cost savings as compared to hiring in-house teams” – Deloitte Consulting Study
Did this fact catch your interest? Then it may be time to ditch your resource-intensive, expensive and time- and effort-consuming inhouse team and move to an outsourced sales model. One of HubCredo’s clients did just this and saw huge benefits. Join us as we tell you how partnering with us was a game-changing decision for them.
HubCredo’s client was a small business that provided app-based technical courses to retail companies. They had a very small team and most of the lead generation activities were handled by the founders and the Sales Director.
The founders were facing the challenge of generating a continuous flow of high-quality leads along with managing the other aspects of the business. They understood that their resources and team size were hampering their ability to reach their potential customers and engage with them effectively.
The client then decided to hire an SDR at around $4,000 a month who would take care of the lead generation and sales for the company. But soon, they realized that they were not getting enough leads and client meetings and they thought the problem was with SDR. And then they let him go and hire another one. But again, results were abysmal.
Challenges of hiring an in-house SDR
- The cost and effort of recruitment of the SDR including job posting, interviewing, recruiting, and training was quite high.
- The time taken to recruit, onboard, and train the in-house SDR was significant, which delayed the lead generation process.
- The SDR was hired to do all lead generation and sales activities including market research, identifying and generating leads via various channels, lead qualification, outreach via social media platforms, emails and direct cold calling, appointment setting, and database management. However, all this was proving to be too much for a single person to handle.
- Although qualified and skilled in the aspects of lead generation and sales, the in-house SDRs lacked versatility, and knowledge of advanced technologies, tools, and techniques was limited. They also struggled to adapt to the changing market.
- The demanding nature of the job requirement and having to do several tasks was overwhelming for the SDR to handle, especially when the client’s business began growing, leading to burnout.
All these challenges led to the client’s decision to look for an outsourced sales partner and they decided to work with HubCredo.
Benefits of working with HubCredo
By partnering with us, the client discovered several benefits including:
Benefit #1: Cost savings
By outsourcing the sales activities to HubCredo, the client was able to cut down on the effort and costs of hiring, training, and salaries of a full-time in-house SDR. This not only made it possible for them to gain access to an agency with a strong sales team having diverse skills and advanced tools and technologies at a fraction of the cost but also allowed them to invest their limited resources in other areas of their business, like product development, production, etc.
Benefit #2: Time saving and quick GTM
HubCredo’s expertise and know-how enabled us to quickly hire and train a team of sales professionals who began generating leads and allowed quick GTM (go-to-market). This also helped the client save the expense, time, and effort of hiring, training, and managing a new SDR.
Benefit #3: Leveraging an expert team
The client was able to access HubCredo’s team of expert sales professionals who were equipped with specialized skills and industry know-how. Our experts worked with the client’s team very closely to develop a tailored sales strategy aligning with their specific business objectives and target market in the areas of healthcare, food chains, retail, and hospitality. We were able to develop a customized ICP based on the client’s requirements, build a list of 600 qualified prospects per month based on the specified attributes, nurture over 100 clients using various techniques and platforms such as emails, LinkedIn, and cold calls, and secured more than 10 client meetings a month.
Benefit #4: Leveraging advanced tools and techniques
The client was able to benefit from HubCredo’s advanced technologies, tools, and techniques such as LinkedIn Sales Navigator, Apollo.io, ZoomInfo, and more that would have been otherwise too expensive for them to acquire and maintain. This helped to improve the lead prospecting, qualifying, and building significantly. It also helped them reach their potential clients and nurture long-term relationships.
In conclusion, the decision to outsource their sales to HubCredo instead of hiring an in-house salesperson proved to be a huge success for our client offering several tangible benefits including significant cost savings, access to a diverse and skilled team, leverage of advanced technology, tools and techniques and super-quick GTM execution. This blog highlights the potential for small and medium B2B businesses to boost their sales pipeline, expand their reach, and achieve sustainable growth.