Why Sales Development Is Broken and How Outsourcing Fixes It

If you’ve done a google search to get here, it’s likely you’re looking for a way to help your company increase sales qualified leads and lower customer acquisition costs.

If that’s you, you’re not alone.

In this market, companies are looking for new ways to optimize their sales operations and one proven strategy that’s gaining traction is sales development outsourcing.

Why Outsource Your Sales Development Representatives?

Outsourcing your sales development efforts allows you to make outbound selling cost effective enough to profit from. Before 2024, running an in-house team of sales development representatives could bring in enough new business to compensate for the significant overhead and churn associated with it.

Not anymore, connection rates, SQL conversation rates, meeting completion rates and sales close rates are at an all time low, which has led to businesses discontinuing their use of in-house sales development representatives.

Instead they’re keeping core sales teams like account executives and leaning on the expertise of outsourcing companies like Wave Representatives to compensate for the overhead while continuing to benefit from sales development activities.

Plagued By Outdated Tactics

Traditional SDR tactics like cold calling and cold email outreach are no longer as effective in capturing attention. I could write a lot about this issue, but here are just three reasons why these tactics simply generate “wasted effort at scale”.

• Pandora’s Box: Sales Engagement Platforms (SEP) provided Sales Development Representatives (SDRs) with a simple way to “reach prospects at scale,” however, many SDRs lacked the sales skills needed to determine whether a prospect was a good fit from the start.

• Over-saturation: These outreach efforts led to the over-saturation of communication channels, AI-generated email has made this even worse, making it increasingly difficult to stand out and engage with prospects.

• Ineffective Messaging: The majority of messaging written by SDRs gets a failing grade. Most lack account / contact research, brevity, and relevance so, it doesn’t resonate with prospects.

These tactics also resulted in high burnout rates, in fact nearly 75% of SDRs experience burnout, often due to high expectations, repetitive tasks, and a lack of career advancement.

What’s Working Now?

Instead of boiling the ocean at scale, businesses are finding new go-to-market strategies that allow them to focus on a smaller number of high-value accounts and tailor outreach to their specific needs and pain points.

These accounts receive strategic content, capturing attention and demonstrating the relevance of the brands products. These SDR strategies better align with sales and marketing by leveraging a combination of content marketing and selling motions.

In 2018, we started experimenting with these strategies in-house, allowing us to connect with prospects warm instead of cold.

“Inbound led outbound” resulted.

Now, we’re helping companies to implement these tactics, making their sales development efforts a key contributor for growth.

The Benefits of Partnering with Wave Representatives

• Dedicated Team Members: We hire and manage dedicated SDRs for each client so they become an extension of your organization. This ensures that your representatives understand your business, product offerings, and target market intimately, leading to more effective outreach and engagement.
• USA-Based Talent: All our team members are located and managed in the USA, ensuring that they’re all well-versed in US market dynamics and cultural nuances. Mountain Time allows for better communication and alignment with time zones.
• Comprehensive Services: Our background in consulting, software implementation, marketing and sales has coalesced into a strategic series of services that focus on maximum effectiveness.
• People, Processes and Tech: Our Sales Development Services maximize the effectiveness of a signal-based selling motion, which focuses on engaging potential customers at their moment of highest intent, increasing the likelihood of conversion.
• Simple Subscription: To help you reduce costs associated with hiring, training, and managing Sales Development Representatives, we made our pricing model all-inclusive, meaning no hidden fees or commissions per meeting. This ensures you receive a high-quality service without worrying about unexpected costs.

Closing Thoughts

It’s easy to waste your time and money on services that over promise and underdeliver.

Effective sales development requires more than the brute force tactics used over the last decade, prospects need to trust you before they’ll buy. So, instead of cold calling, and spamming your TAM, our methods build that trust. Sales Development Representatives engage with prospects who are a fit, creating relevant sales content that generates interest, engagement, and leads.

We’re believe in human generated messaging, processes that leverage great technology and strategies that work.

By outsourcing your sales development efforts to Wave Representatives, you gain a USA-based team that seeks to deliver quality results.

Contact us today to learn more about how we can support your company growth!