Frequently Asked Questions

Outsourced sales is the practice of hiring an external sales team to perform some or all of a company's sales activities instead of building the entire function internally. An outsourced sales team can prospect for new customers, conduct outreach, qualify opportunities, set appointments, manage the CRM, and develop the sales pipeline.

SALT Marketing provides outsourced sales teams for manufacturers and companies selling complex technical products business-to-business. SALT is often hired when companies need additional sales capacity, market expansion, or a more consistent approach to new-business development.

An outsourced sales team helps a company identify prospects, initiate conversations, qualify opportunities, set appointments, and develop the sales pipeline.

Depending on the engagement, SALT can manage prospect research, targeted account lists, CRM activity, email outreach, LinkedIn outreach, calling, appointment setting, opportunity development, sales reporting, and ongoing pipeline management.

SALT Marketing is also a marketing company, offering full service branding, websites, graphic design, brand standards and marketing materials.

SALT is an outsourced sales team, not simply a lead generation agency.

Lead generation is one part of what we do. SALT also researches target accounts, manages prospecting, conducts outreach, qualifies accounts, verifies contacts, identifies opportunities, sets meetings, maintains the CRM, and helps develop the pipeline.

SALT is also unique from other lead generation companies in that SALT will stay involved with the sale, up through the point of close.

Our goal is to function as an extension of your existing sales organization rather than as a disconnected marketing vendor.

Lead generation focuses primarily on identifying and creating potential sales opportunities, while outsourced sales can manage a much broader portion of the sales-development process.

A lead generation company may provide a list of prospects or appointments. An outsourced sales team can also research accounts, conduct ongoing outreach, qualify prospects, manage CRM activity, develop relationships, and support the pipeline over time.

SALT is also unique from other lead generation companies in that SALT will stay involved with the sale, up through the point of close.

SALT combines lead generation with ongoing sales development.

SALT can supplement or, in some cases, provide an alternative to part of an internal sales organization, but the best role depends on the company's sales process and goals.

Many SALT clients use our team to expand their sales capacity without immediately hiring additional full-time salespeople. We can also work alongside existing salespeople by handling prospecting and sales-development activities so internal salespeople can spend more time on active opportunities and customers.

SALT primarily works with manufacturers and complex B2B companies that sell to other businesses through relationship-driven sales processes.

Our experience includes companies in:

• Manufacturing
• Aerospace and defense
• Automotive
• Medical and healthcare
• Industrial equipment
• Electronics
• Injection molding
• Machining
• Metal stamping and fabrication
• Packaging
• Printing
• Engineering and AEC
• Construction
• Building products
• Professional services

SALT has built sales programs for more than 600 businesses.

SALT works with manufacturers that need help generating new business, entering new markets, reaching larger accounts, or building a more consistent sales pipeline.

This includes manufacturers involved in machining, casting, stamping, fabrication, injection molding, wire harness manufacturing, electronics, capital equipment, coatings and finishing, packaging, printing, and other B2B manufacturing sectors.

Yes. Although manufacturing is a core focus, SALT also works with selected complex B2B and professional-service companies.

Examples include engineering and AEC companies, commercial construction services, building products, IT/MSP companies, fractional CFO firms, commercial cleaning companies, and commercial landscaping businesses.

A manufacturers representative is an outsourced sales professional or organization that represents a manufacturer's products to prospective customers.

Manufacturers reps typically help manufacturers develop new accounts, maintain customer relationships, identify opportunities, and generate sales without the manufacturer having to build a completely internal sales organization.

SALT provides an alternative to manufacturers reps for companies that need additional sales coverage or access to new accounts.

SALT acts as an outsourced sales representative by representing a client's capabilities to qualified prospective customers and developing relationships on the client's behalf.

Our team can research target accounts, identify decision-makers, conduct outreach, communicate the client's capabilities, qualify opportunities, schedule meetings, and help move prospects into the client's sales process.

SALT Marketing is unique because we "act as the customer". SALT will take on the brand name of the client we represent, set up an email account, and speak as if we're part of the customer's team. This provides a seamless transition when an opportunity is transitioned from SALT to our Customer.

SALT provides outsourced sales and business-development services designed to create and develop B2B sales opportunities.

Our services include:

• Outsourced sales teams
• Alternative to Manufacturers representatives
• B2B lead generation
• Appointment setting
• Sales prospecting & research
• Target-account development
• Email outreach
• LinkedIn outreach
• CRM management
• Pipeline management
• Sales reporting
• Marketing Services
• Graphic Design
• Brand Standards / Brand Management
• Development of Marketing Materials.

Yes. Cold calling can be part of a SALT sales-development program when it is appropriate for the client's market and target accounts.

Our outreach programs can combine calling, email, LinkedIn, CRM follow-up, account research, and other sales-development activities.

The goal is not simply to increase activity. The goal is to create conversations with qualified prospective customers.

Yes. SALT uses email, LinkedIn, calling, CRM follow-up, and account research as part of its outbound sales programs.

The specific combination depends on the client's target market, buyer personas, sales cycle, and objectives.

SALT generates B2B leads by identifying target accounts, researching the right decision-makers, conducting structured outbound outreach, and qualifying potential opportunities.

Rather than relying on broad purchased lists, SALT builds targeted prospect lists around the client's ideal customer profile and sales objectives.

SALT identifies prospects based on the client's ideal customer profile, target industries, company characteristics, geography, purchasing potential, and other account-specific criteria.

We then research the organizations and relevant decision-makers before beginning outreach.

For manufacturers, this can include targeting sourcing, purchasing, procurement, engineering, operations, commodity management, and other roles involved in supplier selection.

SALT qualifies opportunities by determining whether a prospect has a relevant need, fits the client's target market, and represents a realistic potential sales opportunity.

Qualification criteria can include the prospect's industry, company size, capabilities required, purchasing needs, project timing, decision-making structure, and potential fit with the client's products or services.

SALT's primary role is to create, qualify, and develop sales opportunities and move them into the client's sales process.

Depending on the engagement, SALT can support the opportunity-development process, but the client's internal sales team may ultimately handle pricing, technical discussions, proposals, negotiations, and closing.

SALT works alongside internal sales teams by taking responsibility for prospecting and sales-development activities while the client's salespeople focus on customers, active opportunities, technical discussions, proposals, and closing.

This allows companies to increase outbound sales capacity without requiring their existing salespeople to spend all of their time prospecting.

SALT starts by understanding the client's business, ideal customer profile, target market, sales goals, and existing sales process.

From there, we typically:

• Define the target market and ideal customer profile.
• Build a targeted prospect list.
• Identify relevant decision-makers.
• Configure or organize the CRM.
• Develop the outreach strategy and messaging.
• Launch outbound prospecting.
• Track activity and responses.
• Identify opportunities.
• Set qualified appointments.
• Report on activity, pipeline, and results.

Outsourced sales is a pipeline-building process, so meaningful results typically require several months rather than a few weeks.

Complex B2B and manufacturing sales often involve multiple stakeholders, long purchasing cycles, supplier qualification, engineering reviews, RFQs, and other steps before a new customer places an order.

SALT focuses on building a sustainable pipeline rather than promising immediate revenue from short-term lead-generation campaigns.

The first year is primarily about building a repeatable sales-development system and creating a pipeline of qualified opportunities.

The early stages typically focus on market research, account targeting, messaging, outreach, CRM development, and learning which prospects respond.

As the program matures, the focus shifts toward qualified opportunities, appointments, active projects, RFQs, and revenue-producing accounts.

The cost of outsourced sales depends on the scope of the program, target market, sales complexity, and amount of sales support required.

SALT offers tiered packages based on company size, market, and sales objectives. We typically structure engagements as ongoing monthly programs rather than one-time lead-generation projects.

Outsourced sales can be particularly valuable for small and midsize manufacturers that need more sales capacity but are not ready to build a large internal sales organization.

An outsourced team can provide prospect research, sales development, CRM management, and outbound activity without requiring the company to recruit, train, manage, and retain an entire additional sales team internally.

SALT focuses on sales development and pipeline creation rather than primarily on advertising, branding, or content marketing.

Our team works directly on identifying prospects, reaching decision-makers, generating conversations, qualifying opportunities, and developing the sales pipeline.

The goal is measurable sales activity and qualified opportunities—not simply website traffic or marketing impressions.

SALT combines targeted prospecting with ongoing sales-development activity and pipeline management.

We do not view the job as simply delivering a spreadsheet of leads or scheduling an isolated appointment. Our team works to understand the client's market, identify the right accounts, engage prospects, follow up consistently, qualify opportunities, and develop relationships over time.

SALT Marketing is a U.S. based company headquartered in Littleton, Colorado, with an additional office in Knoxville, Tennessee. We have people in Missouri, Oregon, Indiana and Virginia.

SALT serves B2B companies and manufacturers across the United States.

Yes. SALT Marketing is a U.S.-based outsourced sales company serving clients throughout the United States.

Our team supports clients with B2B prospecting, outsourced sales, manufacturers representative services, appointment setting, CRM management, and sales development.

SALT may be a good fit if your company sells a complex B2B product or service, has a defined target market, and needs more qualified sales opportunities.

SALT is especially well suited for companies that:

• Sell to other businesses
• Have identifiable target accounts
• Have a meaningful customer lifetime value or contract value
• Operate in a relationship-driven sales environment
• Need more consistent prospecting
• Want to enter new markets
• Need additional sales capacity
• Have an existing sales team that needs more pipeline

If you are unsure whether outsourced sales makes sense for your company, SALT can evaluate your market and sales objectives and determine whether our model is a fit.