The three common fixes, and the gap they share
Hire internally, outsource the SDR role, or add more automation. What each one costs you, and the piece all three miss.
Free guide
Qualified pipeline, built through your own team.
A practical guide for B2B revenue leaders considering their next SDR hire or outsourced partner. Sixteen pages on the third path: your own executives and sellers in front of buyers, with the market-development work run for you.
Hiring an SDR and outsourcing the role both add capacity, and both can put a new person between your company and the buyer. The third path is to build pipeline through your own executives and sellers, and count only opportunities your sales team accepts in the CRM.
16 pages. Fill in the form and it downloads on the next page.
What's inside.
Why activity is easy to buy and accepted pipeline is harder
Contacts, messages, and booked meetings are easy to count. The guide draws the line at the outcome your sales team actually accepts.
The six conditions of an accepted opportunity
The exact standard, including what does not count. Silence is not acceptance.
A 90-day operating sequence
Focus, prepare, operate, learn, and a day-90 decision gate: continue only if opportunity quality, follow-up, and economics support it.
Eight questions to ask any pipeline partner before you sign
If every answer comes back to activity or booked meetings, your team still owns the hardest part.
A side-by-side: internal SDR, outsourced SDR, Audienti
Who appears to the buyer, who owns the relationship, and what defines success in each model.
The six conditions of an accepted opportunity
A meeting is not an opportunity. The guide defines acceptance in six conditions:
- The account fits an ICP you agreed on
- A real buyer is in the conversation
- They confirmed a real problem, project, or priority
- They want to look at a solution or take a next step
- The evidence is in your CRM
- Your team says yes, this is an opportunity
Eight questions to ask any pipeline partner
Before you sign with an agency or service, ask these questions in writing:
- What counts as an accepted opportunity?
- What is your cost per accepted opportunity at target?
- What does your first 90 days look like?
- What activity will we see in our CRM?
- Which sending identities will you use, and who owns them?
- Who will do the work day to day?
- What happens when a meeting doesn't become an opportunity?
- What are the notice and renewal terms?