Outsourced SDR or a Dedicated Consultant? How to Choose for Your Key Accounts

A sales development representative from a provider emails, rings and messages prospects on your behalf and passes the interested ones to your sellers. You get a ready-made person without recruiting. The trade-off is that the person belongs to another company. You often share their time with other clients, and you may never meet them. Providers differ widely, so ask who exactly will do the work and how many hours a week they will give you.

A dedicated account-based selling consultant takes a short list of named companies and works each as a project. They research the company, map who decides and who is affected, and write to several people with a reason that is true for that company. When one contact goes quiet, the work moves to the next relevant role in the same account. Bought from Intandemly, the consultant comes with researchers and an ABX platform, for a monthly engagement.

Ask an outsourced SDR provider for the person's name, their weekly hours on your work, the other clients they cover, the source of the contact list and the written definition of a result. Ask a dedicated consultant for the account list before outreach starts, the plan for your Tier 1 accounts and a report by account. If a provider cannot answer, that is information. Our contract checklist and quote sheet in the Academy turn these questions into a form.

We quote no prices here, because the right comparison is not the fee. A cheaper outsourced SDR who works your list for a few hours a week and a consultant who works forty accounts in depth are not the same purchase. Convert each quote to a monthly cost, then divide by the accounts worked and the hours behind them. The figures that come out show what you are paying for.

When your market is wide and your buyers are alike. When the sale is simple enough that a stranger can learn it in weeks. When one contact can decide, the cycle is short and a booked call is all you want from the first touch. In that case a ready-made person is faster than building a process, and the price is easy to judge.

When a handful of large accounts decide your year and several people in each must agree. A first message to the wrong person in a key account can cost you the account, so the work needs depth and a plan. A consultant given thirty or forty named companies can do that. A shared SDR given a long list cannot.

Intandemly is an account-based selling company, working this way since April 2017, almost ten years. Each client gets an ABX platform and a dedicated account-based selling consultant, supported by researchers, working a named list of key accounts agreed with you. We are not an outsourced SDR provider and we do not sell meetings. We report on five KPIs: outreach accounts, coverage rate, active buying committees, active conversations and the value of pipeline generated.