B2B outbound sales that builds qualified pipeline
Outsourced SDR teams for complex sales cycles and measurable pipeline growth
Our sales development representatives (SDRs) research target accounts and engage buyers through our ‘Selling at a Higher Level’ methodology, qualifying opportunities before handing them to your team. We manage outbound prospecting and follow-up, giving your team more time to progress and close new business.
Concerned about an empty sales pipeline?
An underfilled or poor-quality pipeline puts pressure on both sales and marketing teams. When inbound leads aren’t coming in fast enough, and sellers are splitting their time between prospecting and closing, revenue targets are hard to reach.
We work with you to identify where opportunities are being lost, revisit your outbound sales strategy, agree which buyers to prioritise, and build outreach around their business challenges. Our SDRs manage the early conversations and qualification, so your team can focus on winning new business and increasing revenue.
For RS Industria, two SDRs generated 140 sales-qualified opportunities and more than £700,000 in estimated pipeline over 15 months.
How we build your outbound campaign
We agree on your target accounts, goals, and qualification criteria before building your Sales Playbook. Our outbound sales reps practice buyer conversations through AI roleplay, use waterfall data enrichment and AI signalling to build your audience, then launch coordinated outreach. Throughout the campaign, we use sales feedback and pipeline reviews to guide improvements to targeting, messaging, and lead handovers.
“In the first 24 months, we’ve accomplished close to ten million dollars in white space markets through the durhamlane Siemens Healthineers collaboration. Helping us to prove the value of hybrid marketing and sales.”
– Rosanne Darrow
Vice President, Marketing and Communications, Siemens Healthineers
How outbound sales supports your growth
Our SDR teams support new business growth and existing customer relationships.
New customer acquisition
Launching a product, entering a new market, or relying too heavily on inbound enquiries? You need a consistent way to reach buyers.
We identify the accounts that fit your ideal customer profile and research the people involved in purchasing.
Our SDRs then use calls, email, and LinkedIn to start relevant conversations, understand the business need, and develop qualified opportunities for your sales team.
Inbound lead conversion
When marketing generates interest, but not sales-qualified leads, you need timely, informed follow-up.
We contact prospects in the context of their enquiry or campaign response, explore their priorities and assess whether they are sales-qualified using our ‘Magic 35’ qualification framework.
You receive qualified opportunities and feedback on lead quality, buying readiness, and objections.
Customer retention and expansion
Existing customers have potential for growth, but your sales team lacks the time to revisit every account.
We identify renewal,, upsell and cross-sell opportunities, including where customers face changing requirements or ageing systems.. Our SDRs engage the relevant contacts and qualify opportunities for your account managers.
Account-based sales development
Winning strategic accounts requires a clear view of which stakeholders influence the purchase and what each needs.
We research your target accounts, map their buying group and coordinate personalised outreach, helping your team to engage relevant contacts and identify an opportunity to progress.
Event sales support
Outbound sales activity can connect your business event to opportunities through coordinated outreach before and after the event, maximising ROI.
Pre-event
We contact target prospects to encourage relevant registrations and arrange meetings through personalised invitations.
Post-event
We follow up with attendees while the conversation is fresh in their minds, qualify their needs, and agree on the next step. We also nurture event prospects who need more time.
Across each outbound campaign, we share account intelligence, objections and buying signals to help your sales and marketing teams improve their approach.
How can you use outsourced SDRs?
New Customer
Acquisition
Inbound lead flow drying up or not getting you there fast enough? New product launch? Struggling to get outbound to work?
Let us be laser-focused on who you want to target that fits your ideal customer profile.
We use the latest technology and validated data points to clarify what drives pipeline. Our SDRs will take a “value-first” approach to messaging, while nurturing prospects with sequenced outreach across multiple channels.
Marketing Lead
Opportunity Conversion
You may have many leads still at MQL stage that you struggle to convert. Our SDRs swiftly engage MQLs, nurturing and qualifying them to a point they are ready for the sales team.
They personalise their approach based on lead interests, gather essential information about their challenges, needs and budget, and implement nurturing strategies for leads not yet sales ready.
We also provide valuable insights to both marketing and sales teams about lead quality and common objections.
Install
Base Retention
You might have a large account base of customers with a “long tail” that you are struggling to serve correctly. These customers could be on systems or solutions reaching at the end of life, making them prime targets for your competition.
Our SDR teams can engage and nurture these customers maintaining your install base, nurturing and upselling to them.
Account-based
Sales Development
You may have key target accounts who are your ideal customers. Our SDRs conduct in-depth account research, understanding their structure, map out and engage key decision-makers, and potential pain points.
They craft personalised outreach strategies that cut through the noise to engage multiple stakeholders.
Maximise
Events
SDRs can be effectively utilised for both pre-event and post-event activities to maximise event ROI.
Pre-Event
From targeted outreach to promote event and boost registrations. Through to appointment setting and personalised invitations for key prospects.
Post-Event
This is most crucial and where many brands fail. Our SDRs schedule follow-up meetings with qualified leads, while implementing nurturing strategies for not-ready leads.
Throughout this process, our SDRs gather valuable account intelligence to feed back to you, such as engagement levels and buying signals.
The outbound sales process
We engage a decision-maker or buying group member, qualify a need your solution can address, and agree on the next meeting. Your team receives the Magic 35 qualification record, buyer context and agreed next steps.
The reasons outbound sales stops producing pipeline
Your team is busy, your pipeline looks promising, yet the right opportunities still aren’t coming through. Here’s what we typically see and how we approach things differently.
What we typically see
- Broad prospect lists and poor-fit accounts.
- Generic outreach that buyers ignore.
- Salespeople stretched between prospecting and closing.
- Sales handovers with little context or insight.
- Calls and emails reported as success.
- Recruitment delays and inconsistent SDR performance.
What we do differently
- Target the right accounts, decision-makers and buying groups.
- Start relevant conversations using our ‘Selling at a Higher Level’ methodology.
- Dedicated SDRs protect your team’s time for opportunities.
- Qualify leads using our Magic 35 framework, share buyer challenges, account intelligence and clear next steps.
- Measure qualified conversations, pipeline contribution and revenue potential.
- Mobilise a fully managed outbound sales development team in around 30 days.
Build a stronger pipeline with outbound sales development designed around your revenue goals.
Why choose durhamlane for outbound sales development?
- Managed SDRs: Trained, coached and supported by delivery specialists.
- Consultative selling: Conversations grounded in the buyer’s commercial priorities.
- Connected teams: CRM handovers and direct feedback from your sellers.
- Clear reporting: Visibility of qualified opportunities and pipeline progression.
- Best-in-class technology: Sales prospecting accelerated by AI.
The proof is in these outbound results
See how we’ve helped mid-market and enterprise brands generate revenue through outbound sales development.
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RS Industria: £700k Estimated Pipeline for an Industrial IoT Start-upExecuting a successful and consistent multichannel sales strategy in the Industrial IoT sector.
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Intertrust Group: £6.26M Pipeline Across Three ContinentsDeveloping a fully-integrated digital marketing and sales campaign to fuel ITG’s aggressive growth strategy.
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Siemens Healthineers: Delivering 2559% ROI from Hybrid SalesProving the impact of hybrid selling and accelerating pipeline growth for Siemens Healthineers in the U.S. healthcare market.
“durhamlane have really proven their value in supporting our customer pipeline development. Our salespeople and their full-time dedicated lead generation resources work hand-in-hand as a blended team. This creates a seamless transition between lead generation and sales. Over time the durhamlane team’s experience with our product has enabled them to work even further down the funnel, freeing our sales resources to work on the ‘close’. We’re impressed with the knowledge and dedication of the team, and the reaction from our potential customer leads has been really positive.”
Paul Steven
Digital Health Director
Omron Healthcare
Frequently asked questions
What is B2B outbound sales?
B2B outbound sales development is a proactive and structured approach to identifying and engaging potential customers who haven’t yet expressed interest in your business or solution. It involves research, targeted outreach, and multi-channel engagement to generate qualified leads for your sales team.
How is outbound sales different from lead generation?
Lead generation often focuses on capturing inbound leads through marketing tactics such as content and ads. Outbound sales development is proactive – SDRs identify your ideal customers, reach out directly, and nurture conversations until prospects are ready for sales.
How quickly will we see results?
Every business is different, and results depend on factors such as the complexity of your sales cycle, the markets you’re targeting, and the maturity of your current sales process. What we can say is that our approach is designed to deliver both quick wins and sustainable long-term pipeline growth. Generally speaking, 6 months should be given to prove the concept; leading metrics and initial results will be seen from month 1.
How to improve B2B outbound sales conversion rates?
First, we need to understand where you’re losing leads and where the conversion rate could be improved. We examine everything from ICP fit to message relevance and qualification criteria to improve your go-to-market strategy. Our outbound sales reps use our ‘Selling at a Higher Level’ methodology and ‘Magic 35’ qualification framework to increase conversion rates.
How quickly can an outbound SDR team launch?
Most programmes launch in around 30 days, depending on campaign complexity, security requirements, and approvals.
Does outbound sales development still work?
Yes. While buyer behaviour has changed, targeted outbound sales development that uses data, personalisation, and multi-channel outreach is still one of the most effective ways to consistently grow a B2B pipeline.
Why outsource outbound sales development?
Outsourcing gives you a managed SDR team with the data, technology and coaching needed to run a successful SDR campaign without the time, resources, and ramp-up required to build an in-house team. Meanwhile, your sales team gain time to develop qualified opportunities sooner.
Which businesses benefit most from outbound sales development?
Typically, B2B organisations with longer, more complex sales cycles, such as medical technology, insurance, professional services, and digital manufacturing, see the strongest results from a well-structured outbound sales development program.
Outbound sales expertise in your sector
We provide native-language SDRs for complex B2B industries worldwide.
Let’s build your sales pipeline
Tell us where growth is getting stuck. We’ll help you work out whether SDR outsourcing is the right answer, what an effective B2B sales programme should include, and where your next qualified opportunities could come from.
