8 Things to Consider Before Outsourcing B2B Sales

November 23, 2023
5 minutes to read
B2B Sales Outsourcing
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B2B sales outsourcing can be a great way to save time and money. However, before you leap into outsourcing, there are a few things that you should consider.

What Is B2B Lead Generation?

B2B lead generation generates interest in your company’s product or service among the intended audiences so that they can eventually lead to transactions. It involves creating awareness about your selling and establishing potential relationships with leads. There are many types of this marketing method depending on various factors such as market segmentation, audience, etc., but here we will focus only on the benefits associated with outsourcing it.

Factors To Consider Before Outsourcing B2B Sales

Here are some key considerations that you should take care of before choosing B2B sales outsourcing

Expertise In Your Industry

Outsourcing is a great way to expand your sales team on the cheap. But first, you have to find the right outsourcer for your needs. You want someone with experience selling products or services similar to yours so they understand what works and what doesn’t in terms of customer relations and product development. 

Make sure their business model matches yours before signing any contracts; otherwise, it will be difficult to manage expectations moving forward, leading to subpar results. A company that is the best fit for your business will be able to offer you complete transparency, so make sure they are willing to share every detail of their strategy with you. A good outsourcer should also have an open line of communication, so any changes or updates can be communicated in a timely manner. If they do not meet these requirements, it may be better to look elsewhere because poor results could lead to financial losses down the road, which no one wants.

The Ability for Multi-Channel Lead Generation

The ability for multi-channel lead generation is a key consideration before outsourcing B2B sales, as it enables you to find the best way to reach your target audience and maximize revenue opportunities, even across different time zones or during weekends. The right B2B sales outsourcing services provider will go the extra mile to find out what techniques generate the best results for your business and use these methods as a starting point for all their efforts on your behalf.

Geographical Area to Be Targets For Lead Generation

The geographical area you want your B2B sales outsourcing service provider to target should be a key consideration before outsourcing the task, as it will influence how they gather leads and engage with prospects on your behalf. 

If you have only successfully generated business from a particular region, then this is an important factor for them to consider. In addition, if there are specific time zones that work better than others when making cold calls or reaching out through social networking sites, having insight into these details can also prove helpful in maximizing lead-generation efforts going forward.

Are The Vendor’s Representative Internal or Outsourced?

This is the first question you should ask yourself before outsourcing. If your company has an internal sales team, hiring a vendor with a similar process and training already in place makes sense. This will prevent any hiccups during the transition of who does what until your teams are comfortable doing their jobs independently without outside help.

However, if your sales reps have been outsourced for a long time and have little to no experience with the company’s products or services, hiring an external vendor might be worth it. This would allow you more control over how quickly new hires can pick up on their roles.

If there are employees who want support from outside vendors because they don’t feel confident in their own skills or abilities, then that’s fine as well, but make sure that the vendor has some type of internal training program where those employees will become familiar with everything going on instead of having someone come in and out every few weeks which defeats the purpose altogether.

Toolkit They Are Using

You need to know what tools the service provider uses and how they will help you. Ensure that the company uses high-quality software so your team can focus on selling instead of learning new software or waiting for their processes. An experienced B2B sales outsourcing partner knows which tools work best with different campaigns, so there is no wasted effort or time.

Price Of The B2B Outsourcing Services

This is one of the most common questions that you will hear from a B2B customer. Different outsourcing companies and their services may vary dramatically in price, which can be quite confusing for business owners who are trying to find an effective way to save time and manpower while still getting high-quality results. Indeed, pricing depends on several factors, but they can be reduced to three main parameters: services, time, and volume.

Your Expectations

When you are outsourcing the B2B sales process, there might be expectations that your company expects. These can include:

  • An increase in leads.
  • A decrease in turnover rates for the sales team.

These are just a few expectations a business may have, and it is important to ensure they align with what you receive from an outsourcing partner. If not, that can lead to dissatisfaction either way. You should always be clear on these things before signing a contract.


There are many different factors to consider when thinking about outsourcing. For example, what is your expected Return on Investment (ROI) from an external partner? What kind of revenue or profit can they help you generate during a specific timeframe? And how will this impact your company’s bottom line in terms of cost reduction and increased profits? These considerations should be discussed with your outsourcing partner before signing a contract.

Is B2B Sales Outsourcing Right For Me?

There are plenty of reasons a company may outsource its B2B sales. The business owner and entrepreneur need to understand if it is right for them before they make this decision. One of the first things to consider is what product or service you are trying to sell. If it’s a high-end, luxury item like cosmetic surgery or handbags, then outsourcing may not be right for your business because there will likely only be one purchase per year, and they won’t need any customer support after that.

If this is the case, you should give your in-house sales team this responsibility. This way, they will know company secrets and be responsible for bringing in new business. Outsourcing may work better if it requires a lot of research to sell correctly than having an in-house sales team.

If you want to sell something that is low value and has repeat purchases, outsourcing B2B sales may be right for your business. This can include things like car parts or garments where there are regular reorders every month. B2B sales outsourcing can be a huge advantage for any company’s bottom line, but it is not right for everyone. Consider all the benefits and drawbacks before making this decision because outsourcing may not work for every business owner or entrepreneur.