Compare the scope
| Model | Typical handoff | Question to ask |
|---|---|---|
| Lead generation | Contact or inquiry | What makes a lead qualified? |
| Appointment setting | Scheduled conversation | Are no-shows and unsuitable meetings billable? |
| Outsourced sales | Agreed stages of the sales process | Who owns proposals, closing and follow-up? |
| Revenue-share partnership | Defined attributable revenue | Who funds acquisition and how are collections verified? |
Locate the bottleneck
If your team converts qualified conversations well but needs more of them, a narrower acquisition service may fit. If opportunities stall after the first inquiry, additional volume alone will not fix the process. Look at response time, qualification, proposals and follow-up before choosing a model.
Keep responsibilities explicit
Even a broad sales engagement may depend on your specialists for demos, site assessments, pricing approval or technical advice. Name the owner of each step so the prospect does not disappear between teams.
Compare total economics
Consider advertising, management fees, sales labor and the cost of unsuccessful opportunities together. A lower fee per lead may still produce a higher cost per paying customer. Compare outcomes over the same time period and with consistent attribution rules.