---
title: "When to Outsource: Prospecting Alignment for Sales and Marketing"
description: In today’s episode of Aligned, Sean is joined by the founder of Sales Schema, Dan Englander, to discuss when it is best to outsource and hire new talent.
---

![35 Square (1)](https://www.fitzmartin.com/hubfs/35%20Square%20(1).jpg)

Centricity Podcast Episode 35 March 29, 2022

# When to Outsource: Prospecting Alignment for Sales and Marketing

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/?hsLang=en) 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/?hsLang=en)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://www.fitzmartin.com/hubfs/ALI_035.mp3?hsLang=en) [Next  Episode ](https://www.fitzmartin.com/centricity/podcast/how-a-data-driven-view-and-integrated-toolset-impacts-the-full-sales-scale-part-1?hsLang=en)