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Understanding B2B Sales: Long-Term Investments vs Quick Fixes

In the Transform Sales Podcast #61, Amir Reiter interviews Amanda Puppo, CEO at MarketReach, to delve into the frequent mistakes B2B buyers commit when on the hunt for a Sales Agency to handle their lead generation. Amanda underscores the significance of viewing marketing and lead generation as strategic, long-term investments rather than quick, temporary solutions. She also warns against treating appointment-setting and lead generation as mere commodities, cautioning that the pursuit of the lowest price often leads to disappointing results.


Podcast Highlights

Who are your agency’s best-fit customers (as defined by Products they sell and markets they want to sell into)?

MarketReach’s best-fit customers are services companies looking to sell insurance, business brokerage, janitorial, and vending operators products in the United States and Canada. 

What sets your agency apart from other Sales Agencies when it comes to serving your ideal customer?

MarketReach differentiates itself from other sales agencies by focusing on service-based B2B clients, with a strong emphasis on appointment setting for services, cold calling to decision-makers, and lead generation.

Their expertise spans across various industries, including insurance, business brokerage, janitorial services, and vending operations, among others.

Amanda Puppo Quote 1

What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?


Amanda Puppo Quote 2

Understand that low price doesn't always guarantee the best quality. Set your goals clearly, determine your timeframe and budget, and ensure you're investing enough to achieve your goals.

  • If you approach a Sales Agency with a do-or-die mindset of making immediate sales in a short time, consider investing your money elsewhere. Success in marketing, especially in appointment-setting and lead generation, requires time and patience to develop opportunities and products, so ensure you are ready for that commitment.

  • Amanda Puppo Quote 3
    Don't just aim for the low-hanging fruit, but seek out the big, impactful deals. While we all desire instant sales, it might not be immediately feasible, and landing a massive deal may take time. Persistence and patience are crucial in this journey.