How to Outsource Sales and New Business Development | A Game-Changing Strategy

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Are you a sales rep struggling to find new business opportunities? What if there was a way for you to outsource this task to competent, affordable individuals who can deliver exceptional results? In this article, we will explore the concept of outsourcing sales and new business development and how it can revolutionize your approach to generating leads. We will delve into the insights shared by Tom Ancona, an expert in using virtual assistants to enhance business performance. Get ready to learn how you can leverage outsourcing to boost your sales efforts!

Why Outsourcing is a Game-Changer for Business Development

As a salesperson, you understand the challenges of finding new business. However, the idea of outsourcing this critical task may seem daunting due to concerns about sharing sensitive information. Tom Ancona addresses these concerns by emphasizing the importance of creating a vision and identifying the most complex or convoluted parts of your business development process that you’d rather not handle. By delegating these tasks to virtual assistants (VAs) who possess the necessary skills, you can achieve significant results at a lower cost.

The Expertise of Tom Ancona

Before we delve into the specifics of outsourcing business development, let’s take a moment to learn about Tom Ancona’s background and expertise. Tom has extensive experience working with manufacturing, industrial, commercial, and service firms to help them rebrand and establish a strong presence in typically boring markets. His approach involves implementing systematic new account acquisition strategies, including building prospect databases comprising key decision makers. Tom’s journey in outsourcing began in the year 2000 when he collaborated with web developers and other professionals from overseas. This experience allowed him to witness firsthand the cost-effective benefits of outsourcing tasks such as web development and data acquisition.

Platforms for Outsourcing: Fiverr and Upwork

When it comes to outsourcing, two popular platforms stand out: Fiverr and Upwork. Fiverr, which has evolved beyond its initial meaning of “five dollars,” offers a wide range of services provided by freelancers worldwide. Upwork, on the other hand, is a higher-end platform that attracts skilled professionals with diverse expertise. Tom Ancona has completed over 730 projects on Fiverr and nearly 300 projects on Upwork, making him well-versed in the process of leveraging these platforms to outsource business activities.

Getting Started with Outsourcing Business Development

Now that we understand the benefits of outsourcing and Tom Ancona’s expertise, let’s explore how you can begin outsourcing your business development efforts.

Step 1: Start with a Vision-Driven Strategy

Rather than randomly hiring individuals for various projects, Tom advises taking a step back and envisioning what your organization would look like with a team of dedicated individuals working on your behalf. Imagine having a team to execute all the tasks necessary for successful business development at a fraction of the cost. By focusing on a big-picture strategy, you can determine the key roles you need to fill and work backward from there.

Step 2: Explore Platforms and Seek Out Talent

To identify the right individuals to help you achieve your vision, you must explore platforms like Fiverr and Upwork. Create a list of tasks you’ve always wanted to accomplish but lacked the resources or time to do so. For example, you might want to build a prospect database, conduct contact discovery, or leverage LinkedIn for lead generation. These platforms offer a diverse pool of talent that can provide exceptional results at a fraction of the cost.

Step 3: Communicate Expectations Clearly

Once you’ve identified potential virtual assistants, it is crucial to communicate your expectations clearly from the beginning. Remember, the quality of their work will be directly proportional to the instructions and information you provide. Platforms like Loom video and Zoom allow for effective communication, allowing you to virtually meet with your outsourced team members as if you were in the same office. Building a strong relationship based on mutual respect and fair compensation is key to creating a loyal, dedicated team.

Step 4: Outline Tasks and Goals

Make a comprehensive list of tasks you wish to outsource, such as LinkedIn outreach, CRM management, or lead generation based on specific demographics. Provide your virtual assistants with the necessary resources and access to relevant databases, ensuring they have all the tools they need to succeed.

Step 5: Leverage Cold Email and Outreach Opportunities

In the age of technology, cold email and other outreach methods, such as leveraging LinkedIn, have become incredibly powerful tools. Your outsourced team can help you identify and reach out to potential customers, opening doors to new business opportunities. The talent found online is often highly skilled and available at significantly lower costs than hiring locally. By harnessing this talent, you’ll be able to expand your business development capabilities and achieve remarkable results.

Benefits of Outsourcing Business Development

Outsourcing your business development efforts offers numerous benefits that can transform your sales approach. First and foremost, outsourcing allows you to focus on your core competencies and revenue-generating activities, such as building relationships with clients and closing deals. By delegating time-consuming and complex tasks to qualified virtual assistants, you can streamline your workflow and drive efficiency.

Additionally, outsourcing offers immense cost savings. Hiring virtual assistants from countries with lower labor costs can drastically reduce your expenses while ensuring high-quality work. Furthermore, outsourcing allows you to tap into a global talent pool, giving you access to individuals with diverse skill sets and expertise. This, in turn, enhances the effectiveness of your business development strategies.


Outsourcing business development is a game-changing strategy for sales reps and sales leaders alike. By leveraging the expertise of virtual assistants, you can enhance your sales results while reducing costs. Tom Ancona’s insights have shed light on the potential of outsourcing and the platforms available to connect with skilled professionals. Remember to start with a clear vision and develop a strategic approach to outsourcing. By outlining your tasks, communicating expectations, and leveraging the power of technology, you can build a strong outsourced team that drives your business development efforts forward. Embrace outsourcing, step into a world of opportunities, and watch your sales soar to new heights!

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