All things critical to smart outsourced new business outreach

I just completed a series of short videos that talk about all the things critical to have when bringing on a service to manage your outsourced new business development effort.

At LAUNCH, RSW’s lower cost outsourced new business program, we do it all when the others simply don’t.

There are five critical factors that have to be considered when creating or employing an outsourced new business/lead generation program.  And unfortunately, you can’ t just pick and choose from this list, you need them all.

Smart planning & strategy setting at start of outreach effort

You can’t just jump in and hope an outsourced program works.  If you bring a firm on board, they need to understand you, your company, your ICPs, and your positioning.  With LAUNCH, we spend the time upfront doing all of this.  We dive into your work, we identify a compelling and unique positioning, and we get to know you and how to best work with you.

Quality lists as foundation

Pulling down lists using an SIC code or taking an existing list and using it for prospecting can not only be time-consuming, but it can be down-right wrong.  Too often when we get lists for clients wanting us to use the list for our prospecting, much of it is old and inaccurate.  And even the best list resources in the world are going to give you things in lists that simply don’t make sense.  Defining your list building criteria upfront and cleaning lists to insure their accuracy is going to make your outsourced new business program so much more positive.  Understand what your outsourced provider is going to do/use. How are they going to avoid reaching out to your clients?  All questions that need to be answered before any work is don’t.

Right tech and intel tools

Tech and intel tools don’t need fancy names like WINMO to be effective.  In fact, with AI entrance into the market, tools like WINMO simply aren’t necessary anymore.  And no sense locking yourself into one single platform to get the insights and to arm yourself with the power to run a great program.  What is key is making sure your outsourced new business firm has invested in tools to give you the edge you’re going to need.  At LAUNCH, we don’t employ one single platform, we invest in many to help the SDRs representing our clients, stay 1/2 a step ahead.

Setting expectations properly

We’ve all seen it. The emails with the promises that far exceed reality. We also see new business directors inside organizations that fail to set expectations properly and as a result, management gets frustrated and eventually the relationship ends.  The average tenure of an internal NBD is less than 2 years.  The tenure of our staff at RSW/US and LAUNCH is close to 9 year…something we’re very proud of.  Part of what drives that is the way in which we set expectations.  We don’t exaggerate.  We don’t inflate.  We tell it like it is and remain transparent throughout the life of the program. Keep a skeptical eye on anyone with the big promises.  OK to give them a try, but the likelihood is they will fail to deliver.

Multi-channel approach

And the last thing any outsourced program (or internal program) needs to employ is a multi-channel approach to outreach.  It’s what we do here at RSW and LAUNCH and it works.  One just never knows what a prospect is gong to be most receptive to – what channel is going to find its way into his brain space.  Platforms are busy and can be confusing – so bettering your chances by going at it with many and with volume is going to be the way you win. There are plenty of programs out there that forgot that humans actually exist and can do a good job prospecting. Not here at LAUNCH – we’re an all U.S. based team of tenured Sales Development Reps that operate as if they look like their client’s company and their job is to find qualified leads and set meetings – and when asked do some follow-up to help move the prospect along.

LAUNCH – The Better Way to Lower Cost Outsourced New Business

So…if you’re struggling to maintain an effective flow of outreach.

Hired a new business person on, inside, and they have not been successful?

Not just ready yet to engage with more of a full-service program, like RSW/US?

Do you need to fill what is looking like a pretty baron pipeline.

LAUNCH just might be your solution.

Give us a shout (513-293-6785)

Or drop us a line (mark@rswus.com)