The sales team does not have enough time to dedicate to the “grunt work” necessary to keep leads flowing. If you hire someone to do it in-house, how much will that cost? By the time you add in wages, benefits, management time, space, software tools, and data sources, the total cost of doing it all in-house balloons. TCO is a good reason to consider using Rally Prospecting.
Our clients tell us that it boils down to the fact that we bring resources and methodology to the prospecting task that can’t be cost effectively replicated internally. It simply costs you less to engage us rather than build it yourself. Compare the details to see why.
Let’s look at each piece of the cost puzzle:
Wages: What should you pay for a professional prospector? Well, if you’re looking for someone who is experienced and good, then you’d expect to pay $2,500 – 4,000 per month. If you go on the cheap then either they won’t be good, or you’ll be replacing them shortly.
Benefits: Payroll taxes, time off, and other benefits may be cost factor.
Management Time: What will it cost to find, hire, train and manage your prospecting resource?
Software: Whether you’re using a low-end email marketing system that really isn’t a good fit for prospecting, or a marketing automation tool, there will be a cost to a content marketing strategy – even if it isn’t done particularly well.
Data: Where will you get lists to market to and what will that cost? It will cost thousands if your market is reasonably large.
The point is that all these cost elements are real. Be realistic about the prospecting effort and what it will cost and then compare that to the Rally Prospecting solution.
Because prospecting is the only thing we do, we have economies of scale and specialized processes and tools (expertise) which means we can do if for less and with better results