The Revenue Compass Blog

The Big Picture:

As a growth-minded leader of a B2B services firm, one of the primary challenges is generating high-quality leads and securing appointments with potential prospects.  In today’s crowded, noisy and highly competitive marketplace, this problem is common.

Personally, it’s remarkable how many emails I get each day from appointment setting companies promising to fill the top of my sales funnel with qualified prospects & opportunities.

Additionally, my clients often ask for my feedback & experience on working with an outsourced appointment setting company to bolster their top of funnel efforts.

Here are the Pros & Cons I’ve observed within the outsourced lead generation model.

The Pros:

The Cons:

The Bottom Line:

While there are pros & cons to this appointment setting model, it's often unsuitable for firms lacking a refined strategy, repeatable processes, and an aligned sales structure. Rushing into outsourcing without these foundations can lead to wasted time and resources.

For those well-prepared with a “Blue Chip” strategy, process and structure, outsourcing could be a viable option. However, investing in a full-time Business Development Rep might be a wiser long-term choice.

Regardless of the chosen path, refining and aligning your sales strategy, processes, and structure are crucial steps forward.