BTM Event:’s Steli Efti – when should a startup outsource sales?

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.

BTM: What about out-sourcing sales vs in-sourcing sales? (3:42)

  • Late
  • Take-away for the evening, start everything late
  • The problem is that startups might go seek help too early, don’t seek help because you can’t figure it out
  • Bring in peers , investors, advisers to give you advice, but you have to do the problem solving yourself
  • You can’t outsource building your entire company, you want that core knowledge and skill-base internally to be repeatable
  • Once you’ve figured it out, then you can look to outsourcing companies to scale more cheaply


steli_efti2-79990df1Steli Efti dropped out of high school, taught himself to be an entrepreneur, is a life-long learner, and the founder of Supercool School, VibaTV and SwipeGood. As an alumni of Y Combinator, Steli is the CEO and co-founder of ElasticSales and As if this isn’t enough already, Steli also advises startups and is the author of “The Ultimate Startup Guide To Outbound Sales.” You can find him on twitter here , or on linkedin here.