2023 Updated and Complete Guide for B2B Sales Outsourcing

Written by Adam Grossman

An ordained rabbi, who has founded multiple ventures focused on workforce development, he is a cofounder and the Chief Development Officer at The Selling Factory.

Did you know that outsourcing can reduce labor costs by up to 90%? Business-to-business (B2B) sales can be a difficult process. It requires access to data, an understanding of the market and industry trends, and the ability to make informed decisions quickly. Without the right resources in place, it can be hard for businesses to stay competitive in their respective markets. Outsourcing B2B sales is often seen as an expensive option that doesn’t always deliver results. But now there’s a better way! Keep reading because our 2023 Updated and Complete Guide for B2B Sales Outsourcing provides you with all the facts you need to know about outsourcing your B2B sales operations so that you can get ahead of your competition this year. Get up-to-date information on how outsourcing can help improve your business performance today!

What Is Sales Outsourcing?

Sales outsourcing is the practice of hiring an external organization or individual to manage all aspects of a business’s sales process. This includes activities such as lead generation, prospecting, cold calling, customer service, order processing, and management. By outsourcing sales operations to a third-party provider, businesses can focus their resources on core competencies while still having access to experienced sales professionals who are well-versed in the industry.

How Does Sales Outsourcing Work?

Sales outsourcing for B2B might sound complicated, but it isn’t. There are a few steps included. Let’s look at them now:

Identifying Needs

Before an organization can outsource to improve sales, it must first identify the areas in which assistance is needed. Common needs include market research, lead generation, prospecting, cold calling, customer service, and order processing.

Finding a Provider

Once the needs are identified, companies need to find a suitable provider that can offer the services they require at an acceptable price point. It’s important to thoroughly vet providers before entering into any contracts with them.

Negotiating Terms

Negotiating the terms of the agreement is essential before beginning a contract with a provider. This includes setting targets and performance metrics as well as defining expectations for both parties involved in the contract.

Implementing The Agreement

Once the agreement is in place, the provider can begin working with the company to implement their sales operations according to the contract’s terms. This includes setting up systems and processes, training staff, and providing support.

Monitoring & Evaluating Performance

It is important to check how things are going and make sure the goals are being met. This includes talking with people and looking at data. It helps figure out if projects are doing well, if something needs to be changed, or if more resources need to be used.

Benefits of Outsourcing

Now that you know how sales outsourcing works, let’s look at some of the benefits it can offer. They include:

Cost Savings

Cost savings is one of the most sought-after factors when it comes to outsourcing for businesses of any size. By choosing to outsource, businesses can potentially free up valuable resources spent on recruiting, training, and compensating in-house staff. Outsourcing can help a business save money. This saved money can be used in other areas, like making the customer experience better or reaching more customers. It also helps businesses make more profit and plan for future growth.

Increased Efficiency and Productivity

It is a good idea for companies to work with someone from the outside. This can help the company be more productive and efficient. The outside person can help with tasks like using digital machines or helping customers talk to staff. This help is reliable and will not cause problems. Companies can do things better and faster with this help, which means they will be more successful in the end.

Access To Expertise and Resources

Businesses can get help from outside. This help will make their work easier and it will also let them do more things. They need to find the right people to give them the best help. This way, they can be faster than other businesses. Using an outside program can help you get tools and skills that would be hard to find on your own. This can give businesses a better chance in the changing world.

Improved Focus

By outsourcing sales operations, companies can focus more of their resources and energy on core competencies, such as innovation or product development. This can result in better products and services for customers which can lead to increased revenue.

Flexibility and Scalability

Outsourcing lets businesses change their services to meet customer needs and market conditions. They don’t need to buy expensive things or hire new people. It can help companies grow quickly if they need more help from customers.

When to Consider Outsourced Sales?

Sales outsourcing is a great option for businesses of any size, from startups to large enterprises. It can be especially beneficial when a company is looking to save costs, increase efficiency, access expertise or resources and focus on core competencies. Selling things to other businesses can be a good idea. It can help companies get bigger and save money too. They need to choose the right company to do it for them, so they know experts are taking care of their sales operations.

Try B2B Sales Outsourcing Today With the Selling Factory

Working with a B2B sales outsourcing team doesn’t have to mean settling for second-best. Our fractional sales teams bring the same energy and dedication as full-time employees, except they come from America’s top universities. You’ll benefit from motivated, accountable high achievers ready to help you scale your business. Reach out for a free consultation and find out how much of a difference our team can make to your success.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.


Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.


Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!


Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.


Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.


Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.


Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.


Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.


Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!


Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!


Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.


Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.


Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.