The Sales Evangelist

To own or not to own, that is the question. In today’s episode of The Sales Evangelist, Donald is joined by Mike Farrell, who specializes in outsourcing SDR work so their clients can focus on other tasks. Should you and your company use an external SDR team, or should you invest in and develop a team yourself? Find out in today’s episode.

With 18 years in the SDR world, Mike knows when to outsource versus invest in a team yourself.

  • The answer? It all depends on where your company is in its maturation process.
  • Startups and recently created companies likely don’t have the tools, people, or finances in place to develop their own team successfully (and should therefore outsource.)
  • On the other hand, after receiving two or three rounds of investment, it might be wise to create your own team with a more in-depth understanding of what your company offers.

What even is “outsourcing”?

  • Mike’s company has two different outsourcing methods: they use their own software, systems and people to perform the tasks themselves. This means the SDR team can be rapidly deployed, but a third-party organization still owns it. This is a common model for startups.
  • The other model is a pay-per-appointment method, reserved more for companies that have enterprise companies as clients.

How to determine if you should outsource your team’s SDR work:

  • Work backward: First, decide on your final sales goals and objectives. 
  • Look at how many deals you made in a time frame and the win rate of the prospects you contacted.
  • Total the number of prospects you interacted with across all mediums, and determine if you have the number of staff required to reach your goals based on your win rate.
  • If the answer is no, you need to hire an external vendor to augment that (or staff up your internal SDR organization.)

To get in contact with Mike, visit his company website at or email him at

This episode is brought to you in part by Skipio.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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