Outsource lead generation or do it yourself?

When doing it yourself makes sense

If you have a small, well-defined market segment and salespeople with time, doing prospecting in-house is perfectly feasible. You keep knowledge in-house and can adjust quickly.

When outsourcing makes sense

As soon as prospecting competes with selling, or when you want to add volume without extra headcount, outsourcing becomes attractive. You're buying capacity and infrastructure, not effort.

What to look out for

Look at the lead definition, the way of qualifying and the speed of handover. A partner paid for activity has different incentives than a partner paid for interest.

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