The Dark Side Of B2B Lead Generation: How To Keep Your Clients Happy
In the Transform Sales Podcast #23 CloudTask's CEO, Amir Reiter spoke to Ricky Pearl, CEO at Pointer Strategy, about how to maintain your client's satisfaction by hiring new sales teams, giving value to your services, and the advantages of having an external sales team willing to work through motivation.
Who are your agency’s best-fit customers (as defined by products they sell and markets they want to sell into)?
Pointer Strategy’s ideal customers are software companies seeking to expand into new markets with high average contract values products that they want to sell to high-level managers at Enterprise and Mid-Market companies.
They also aim to provide consultative support and guidance on sales-related matters to CRO’s and Heads of Growth, with limited sales experience.
What are the most common campaigns your agency runs for that best-fit customer (for example, list size, channels used, marketing assets created, performance reporting, time to onboard)?
The Pointer Strategy team is flexible and able to adapt to the specific needs of each customer, building marketing assets and performance reporting into their CRM as needed.
Most commonly, the team analyzes the historical data in the client’s CRM and conducts deal analysis to identify the best opportunities for revenue impact and determine when would be the right time to make a phone call to your customer, to get an outcome that will impact revenue. Then they set triggers in the system to initiate follow-up calls or upsells as appropriate.
When they identify a prospect that meets the client’s qualification criteria, they can push it back into the client’s sales pipeline by booking a sales meeting with their customer success team or sales team.
What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?
- Ensure your internal team has the talent and structure to execute outbound strategies effectively. Many startups make the mistake of overlooking the importance of building an outbound sales capability. Without proper layers of strategy, management, and execution in place, they're likely to fall short. It's essential to have a skilled strategist who is also willing to execute the plan. Invest in the right talent and structure to give your startup the best chance of success.
- Ensure your target audience finds your messaging compelling. If you're targeting the wrong audience with the right message, even if they have the budget, your product won't resonate with them. Don't overlook the importance of message-market fit.
Ensure that your product messaging speaks to the needs of your target audience before ramping up your outbound sales efforts — failing to do so results in a lack of conversions (ex. Meeting conversions, deal won conversions, etc,).
- Prioritize quality over quantity when engaging prospects. Instead of obsessing over the number of calls or emails you make, focus on the quality of your interactions. While it may be tempting to pursue a large volume of potential clients, your success ultimately lies in the quality of your engagements. Rather than getting caught up in the 99 rejections, concentrate on nurturing the one successful meeting into a long-term customer.