The misconception that building an internal team of sales development reps gives you more control and costs less is widespread. In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space).
What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team. They account for labor, commissions and benefits, certainly. But usually they aren’t considering the bigger picture, one that’s chock full of hidden expenses. Equipment, overhead, management and administration need their space on the spreadsheet. So too do the costs associated with turnover, including rehiring, retraining, and lack of productivity when a position is vacant.
On the productivity side, most insourced units fall short of professional outsourced services:
Too much or
