--- title: "When to Outsource: Prospecting Alignment for Sales and Marketing" description: Find out how outsourcing can help scale sales while maintaining a full funnel with insights from Dan Englander. image: https://blog.fitzmartin.com/hubfs/podcast_danenglander_featured.jpg --- [![FitzMartin](https://blog.fitzmartin.com/hubfs/Fitz-Logo-horiz-new-2.svg "FitzMartin")](https://www.fitzmartin.com/blog) [ Get In Touch ](https://www.fitzmartin.com/contact) [Podcast ](https://blog.fitzmartin.com/podcast) | Episode 35 # When to Outsource: Prospecting Alignment for Sales and Marketing [Listen to episode](https://blog.fitzmartin.com/podcast/when-to-outsource-prospecting-alignment-for-sales-and-marketing#ListenToEpisode) ![podcast_danenglander_hero](https://blog.fitzmartin.com/hubfs/podcast_danenglander_hero.jpg) Outsourcing and hiring new talent is a natural outgrowth of scaling a business. But how can a small or mid-sized company do this process effectively while retaining a full funnel? In today’s episode of Aligned, Sean is joined by the founder of Sales Schema, Dan Englander, to hear his thoughts on the issue.  **There is a proper time to hire:** - With the caveat that his domain space is marketing and advertising, the first order of operations is getting client work off your plate. - From there, establish a process for teeing up prospecting opportunities. - When accommodating people on your team with defined roles, once a process is in place for getting prospects, invest money in a closer. - The skillset required to get a skeptical person to talk to you is numerous: creativity, strategy, systems and operations thinking (and a good amount of hustle and follow-up.)  - Dan’s philosophy is that it takes more than one person to make the process work. **Identifying your value:** - To lower risks in hiring, figure out where your value lies. - Oftentimes an agency has never had to figure that out because they rely solely on the strength of referral. So how do you identify value? Through positioning and experience. - Companies frequently outsource something for the partnership to end up failing. Why? Because that company is doing the same repeated action done by different companies. - While that still works if you’re selling something new, it won’t work forever. **Use the trust and relationships you’ve built to grow.** - Realize when you hire a salesperson, you are now a part-time sales trainer. You can’t just give collateral and expect them to succeed. - Dunbar’s Number is the psychological research that discusses someone’s circle of influence informs our outreach. - There’s a difference between asking for an introduction and manipulating people into giving referrals. **Mapping connections and doing it at scale is what leads to success.** - Clients typically do this anyway, but it’s just done somewhat haphazardly. - What if you can figure out the people you already know in specific accounts? - All sales and marketing is about change. Social liberation elevates and allows someone unaware of a need for change to consider it. - Breakthrough Advertising from the 60s is a hard-to-find book, but it addresses the stages of marketing sophistication.  For more great content from Dan, visit [salesschema.com](https://www.salesschema.com/), check out his [podcast](https://www.salesschema.com/podcast/) (The Digital Agency Growth Podcast), or email him at [dale@salesscema.com](mailto:Dale@salesscema.com). **FItzMartin’s Sales and Marketing Alignment:** Why does proper sales and marketing alignment result in a 32% average lift in revenue? Because a unified company centered around its prospects can’t help but thrive. FitzMartin’s Sales and Marketing Alignment program will analyze your current sales and marketing structure to deliver a plan based on the needs of your prospects, bringing you increased revenue, expansion opportunities, and (above all) a unified front when communicating with prospects.  To set your company up for success, visit [fitzmartin.com/solutions](https://www.fitzmartin.com/solutions/) to discover how to unify your sales and marketing for the best results.  **FitzMartin’s Innovation and Insights** The FitzMartin approach to research is simple: start with data. We use statistical analysis and data visualization to clarify the haze around customer sentiment, behavior, and lifetime value metrics.  Our most recent study helped a financial institution understand a group of new customers, identify their ideal customers and craft a plan to acquire more ideal customers. Visit [fitzmartin.com/solutions ](https://www.fitzmartin.com/solutions/)to download a free Sales Barrier Analysis Worksheet to find the gaps and barriers in your organization and read for yourself about the values a partnership with FitzMartin can deliver to you. Listen here or on [iTunes](https://podcasts.apple.com/us/podcast/aligned-podcast/id1472052181?i=1000555595746) • [Spotify](https://open.spotify.com/episode/5XGPcmXL53V2SyeeWMl882?si=3d197fb904034047) [Download](https://blog.fitzmartin.com/hubfs/ALI_035.mp3) [ Next Episode ](https://blog.fitzmartin.com/podcast/how-a-data-driven-view-and-integrated-toolset-impacts-the-full-sales-scale-part-1) ##### Share #### Other Posts ## Discover More Insights, Thoughts, and Ideas ![](https://blog.fitzmartin.com/hubfs/podcast_lorisullivan_featured.jpg) [Marketing Technology: Making Sense of the Madness](https://blog.fitzmartin.com/podcast/marketing-technology/) ![](https://blog.fitzmartin.com/hubfs/podcast_seandoyle_featured.jpg) [Sales Enablement](https://blog.fitzmartin.com/podcast/sales-enablement-episode-4/) ![](https://blog.fitzmartin.com/hubfs/podcast_donaldkelly_featured.jpg) [Environment Management: Gifts and Late-Stage Sales](https://blog.fitzmartin.com/podcast/environment-management-using-gift-giving-to-build-relationships) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [The Role of Marketing in Late-Stage Sales, Part 1](https://blog.fitzmartin.com/podcast/the-role-of-marketing-in-late-stage-sales-episode-2/) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [The Role of Marketing in Late-Stage Sales, Part 2](https://blog.fitzmartin.com/podcast/the-role-of-marketing-in-late-stage-sales-episode-3/) ![](https://blog.fitzmartin.com/hubfs/podcast_donaldkelly_featured.jpg) [Commitment: Don't Lose Deals to Indecision](https://blog.fitzmartin.com/podcast/centricity-private-public-commitment-part-one) ![](https://blog.fitzmartin.com/hubfs/podcast_ianaltman_featured.jpg) [The Three Most Damaging Sales Tactics](https://blog.fitzmartin.com/podcast/the-three-most-damaging-sales-tactics) ![](https://blog.fitzmartin.com/hubfs/podcast_leemcknight_featured.jpg) [Terrible Sales Emails](https://blog.fitzmartin.com/podcast/terrible-sales-emails-episode-5/) ![](https://blog.fitzmartin.com/hubfs/podcast_seandoyle_featured.jpg) [The Value Triad](https://blog.fitzmartin.com/podcast/the-value-triad-episode-6/) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [Good Company Culture Will Improve Your Sales Force](https://blog.fitzmartin.com/podcast/good-company-culture-will-improve-your-sales-force/) View More Articles Are you ready to build something together? [ Get In Touch ](https://www.fitzmartin.com/contact) In case you missed it. 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