Should You Insource or Outsource Your Sales Prospecting?

Questions to ask when assessing whether to outsource your sales prospecting

Below are the 3 main questions to ask yourself before deciding whether to insource or outsource your sales prospecting.

How do I make sure I'm prospecting well?

Effective prospecting rests on several elements:

• A clear strategy: defining targets, segmenting the market and choosing prospecting channels.
• The right resources: CRM tools, qualified databases and structured call scripts.
• A trained team: sales reps need to be trained in prospecting and follow-up techniques.

Good to know: if you choose to insource, you'll need to make sure you have the right know-how in-house and well-defined processes. Conversely, an external provider can save you time by immediately rolling out effective prospecting campaigns.

Why use an external provider?

Outsourcing offers several advantages:

• Time savings: no need to recruit or train a team.
• Immediate expertise: specialized providers have proven methodologies and effective tools.
• Better flexibility: you can adjust your prospecting volume based on your needs.

However, this also means choosing your provider carefully to make sure their approach aligns with your brand image and sales goals.

What will it cost compared to doing it myself?

Insourcing prospecting requires investing in:

• Recruiting and training an in-house team (sales team).
• CRM tools and qualified databases.
• Resources to track and optimize campaign performance.

Outsourcing, on the other hand, generally relies on a flat-fee or cost-per-lead billing model. This makes it easier to control costs and avoid the fixed overhead tied to hiring a team.

Here's an example cost comparison between insourcing and outsourcing sales prospecting:

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Outsourcing or insourcing based on your priorities

At Undersales, as a B2B sales prospecting agency in Switzerland, we're often approached by prospects struggling to figure out whether they really need our services.

See below our decision matrix to help you make the best choice, based on your needs and priorities:

Generally, insourcing is ideal for companies with a well-established strategy and in-house resources.
Outsourcing, on the other hand, suits organizations looking for a fast, flexible way to prospect.

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