9 Outsourced Sales Team Wins You’ll Want to See
Estimated reading time: 4 minutes
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If you lead a commercial team today, you don’t need to be told that the job has become harder. B2B buyers are more distracted. Pipelines are more volatile. And internal sales teams are stretched thin trying to convert inbound leads, prospect through outbound sales, expand existing accounts, and support events.
It’s why more enterprise and mid-market organisations are turning to an outsourced sales team to fill gaps in revenue creation, capability, and market coverage. Outsourcing has become a way to accelerate momentum where it matters: quality conversations, pipeline, and closed revenue.
Not convinced? Read on, because this article breaks down the real-world results B2B companies have achieved after outsourcing part or all of their sales function, using nine durhamlane case studies as reference points (naturally, we’ve helped many more than this!). And it explores the wider benefits for sales leaders navigating complex, multi-stakeholder purchase cycles.
Why sales leaders are outsourcing
Sales has always been a high-pressure role. But the pressure looks different today:
- Teams are expected to cover more ground than ever.
- Account Executives often lack the time or skill to prospect consistently.
- Demand generation isn’t as predictable as forecasts require.
- Getting in front of senior buyers takes more touches, relevance, and persistence.
- Sales technology is evolving faster than most teams can adopt it.
For many leaders, these issues create the same bottleneck: too little pipeline, too few high-quality opportunities, and too much uncertainty when forecasting.
This is exactly where an outsourced sales team makes the biggest difference. It plugs the gaps that are slowing growth and gives overstretched commercial functions the firepower they need.
Where outsourced teams create the most value
Across high-performing organisations, outsourcing tends to work best when:
Internal sales reps aren’t creating enough new opportunities. They’re good closers but don’t have the capacity for consistent outreach.
Teams lack inside sales capability. Especially when entering new verticals or regions.
Marketing isn’t generating the right volume of qualified interest. Leaving sales to fill the top of the funnel manually.
The team is spread too thinly. Not enough resources to maintain account coverage, follow-up, and progression.
It’s difficult to break into new logos. Particularly in technical or complex environments.
Sales tech limitations slow down targeting and outreach. Because the internal stack isn’t optimised or investment-ready.
These friction points show up in almost every case study we’re about to share, across manufacturing, security, SaaS, professional services, medical and more.
What are the benefits of outsourcing sales?
Businesses often ask what the real advantages of outsourcing sales are, and we see the same benefits show up regardless of industry or sales model.
- More qualified opportunities without increasing headcount
- Stronger, more reliable pipeline that supports confident forecasts
- Access to specialist inside-sales skills not available in-house
- Improved conversion rates thanks to better qualification
- Faster entry into new markets or verticals
- Sales tech capability without investment in tools or management
- Consistent outreach and follow-up, which internal teams often struggle to maintain
- Lower risk compared with hiring full-time sales teams
9 examples of revenue from outsourced sales
durhamlane has helped hundreds of businesses grow SQLs, pipeline, and revenue. Below are case studies from just nine of these, with a focus on the outcomes sales leaders like yourself care most about.
Belden: Taking a solutions-selling approach
Belden needed to shift from product-catalogue and inbound selling to a consultative, solutions-based model targeting new accounts. With an outsourced sales function, they extended their reach into hard-to-engage decision-makers, sharpened their value messaging around assessments and system challenges, and built a consistent pipeline engine targeted at solution opportunities.
Results:
- 86 SQLs generated
- £300k estimated pipeline
- £20k+ closed-won revenue in the first 10 months
Takeaway: Outsourced teams drive access to hard-to-reach accounts and accelerate early-stage opportunity creation when internal teams don’t have the time or rhythm.
G4S: Increasing pipeline coverage at scale
The security services market is heavily saturated and dominated by long-term contracts, making growth difficult for G4S. They lacked the internal resources to execute a market-intelligence-driven outbound program and needed external support. With an outsourced sales team, they developed targeted outreach backed by fresh competitor and contract-expiry insight, engaged senior prospects, and built a consistent flow of qualified leads.
Results:
- 36 SQLs generated
- £3.1m+ annual contract value added to pipeline
Takeaway: Outsourced teams bring both field-intelligence and execution capacity, especially valuable when internal teams can’t engage deeply in a complex, mature market.
RS Industria: Driving momentum for a new product
RS Industria needed to establish its presence quickly in a competitive Industrial IoT market and avoid the overhead and delay of building its own SDR team. With an outsourced sales team, they deployed experienced SDRs, rolled out new messaging aligned with ICPs, and built a consistent multi-channel engine for new business
Results:
- 140 Sales Qualified Leads (SQLs) generated
- Estimated pipeline of £700,000+
- Average of 8 new business opportunities per month via two full-time resources
Takeaway: Outsourced teams build momentum quickly, especially for organisations launching new solutions or targeting several verticals at once.
Intertrust Group: Scaling global sales
Intertrust Group needed to accelerate growth across its Funds and Corporate services lines in EMEA, North America and Asia-Pacific, but struggled to generate meaningful pipeline via cold prospecting in multiple regions. With an outsourced sales development team and digital marketing support, they built a sustained outreach engine targeting mid-market to enterprise organisations in private equity, real estate and fund sectors.
Results:
- 1,028 MQLs surfaced
- 525 SQLs generated
- £6.26m estimated pipeline value
- £680,000 closed-won revenue to date
Takeaway: Consistent, high-quality outreach supports revenue in markets where deals require patience, persistence and multi-stakeholder navigation.
Sodexo: Expanding reach into enterprise accounts
Sodexo needed to expand its reach across Europe, engaging senior stakeholders in diverse sectors, while delivering multilingual, high-quality leads and building internal capability in parallel. With an outsourced sales and marketing team acting as an extension of the field sales function, they executed a coordinated outreach across geographies and segments.
Results:
- 868 Sales Accepted Leads (SALs) in ~3 years
- 291 Sales Accepted Opportunities (SAOs)
- Pipeline value of €200 million
- 33 closed-won opportunities worth €13 million+ revenue generated
Takeaway: Outsourcing delivers both breadth and depth, opening doors and developing opportunities in large, distributed organisations where buyers are difficult to reach.
ADLINK Technology: Generating demand for tech
ADLINK Technology’s sales team was heavily focused on events and closing existing business, leaving minimal time for lead generation. They needed a scalable inside-sales model to support growth across multiple product divisions and global markets. With an outsourced sales function, they tested new outreach tactics, expanded into the UK & US markets, and supported six business units with consistent pipeline activity.
Results:
- 146 MQLs
- 159 SQLs
- $5m+ pipeline value
- Supporting 6 business units with ~7 qualified opportunities per month
Takeaway: Outsourced teams excel in technical environments by combining specialist messaging, multi-division support and consistent activity when internal teams are stretched.
Trail: Scaling customer acquisition at pace
Trail, a SaaS scale‐up in the hospitality and leisure sector, needed stronger sales velocity and a predictable stream of qualified opportunities as they aimed for rapid growth. With an outsourced sales team, they aligned with existing internal campaigns, used social selling outreach to extend into enterprise accounts, and built a dedicated front-end sales engine.
Results:
- 310 qualified opportunities
- £625k pipeline value
- £125k in monthly recurring revenue closed across 22 months
Takeaway: Outsourcing provides the speed and structure that SaaS companies often can’t build internally while juggling customer delivery and product growth.
Teesside University: Growing enrolments
Teesside University Business School needed to strengthen employer engagement and generate consistent intake opportunities amidst a limited prospect pool and a challenging commercial climate. Their internal resource was stretched. By collaborating with an outsourced sales development team, they launched a strategically focused outreach campaign to attract new engagements and convert them into business-school partnerships.
Results:
- 96 qualified opportunities
- £656k revenue
- 608% ROI
Takeaway: Outsourcing provides specialist sales capability for non-traditional commercial teams, enabling consistent outreach and measurable revenue even when internal resources are limited.
Clarity Informatics: Reigniting pipeline and reach
Clarity Informatics had launched a new product aimed at the NHS and needed a go-to-market partner to help them rapidly build market share. They were looking to target GP practices and CCGs, stakeholders notoriously difficult to engage. With an outsourced sales development team, they identified key decision-makers, generated and nurtured new opportunities, and arranged production demonstrations, enabling the internal team to focus on closing.
Results:
- 215+ Sales Qualified Leads (SQLs)
- £4 million+ pipeline value
- 400%+ ROI
Takeaway: Outsourcing bridges capability gaps quickly, particularly when internal teams are too lean or too stretched to run repeatable prospecting programs.
What these case studies have in common
Across all nine examples, several patterns repeat themselves.
1. Faster pipeline generation
Outsourced sales teams ramp quickly and bring immediate structure to outreach. That early momentum strengthens forecasting and helps leaders hit quarterly targets with more confidence.
2. Higher conversion rates
Better qualification means internal sellers spend more time progressing real opportunities and not chasing leads that will never convert.
3. Access to skills most teams lack
Inside sales excellence requires its own skill set: messaging, multi-channel outreach, data-led targeting, and plenty more. Outsourced SDR teams specialise in this.
4. Sales tech without the investment
Modern prospecting requires more than simply owning a CRM. Outsourced teams bring the full stack – intent data, AI-powered tools, enrichment and analytics – without the organisation needing to buy or manage it.
5. Entering new markets without a high upfront cost
Leaders can test regions or sectors leanly rather than hiring full-time before they know the opportunity size.
6. Predictability and discipline
The most consistent outcome across all nine case studies is ongoing momentum. Regular activity, consistent reporting, and measurable progression strengthen the entire revenue engine.
Thinking of outsourcing your sales team?
Every company above started in the same place: too much pressure on too few people, and not enough time to generate the volume or quality of opportunities they needed. Outsourcing gave them the coverage and consistency to create a stronger pipeline, improve forecast confidence, and turn more conversations into revenue. The numbers speak for themselves.
If you want to achieve similar results, speak with us today.
