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In episode #108 of the Transform Sales Podcast, host Eddie interviews David Lemus, founder of SaleStrategy. David discusses his transition from sales agent to company leader and the services his company offers in sales outsourcing and appointment setting, with a focus on the fintech sector. He emphasizes the importance of employee training and onboarding, the effectiveness of cold calling, and the need for alignment in client messaging. David shares a success story and offers tips for potential clients. The episode also covers Sales Strategy’s office expansion and the benefits of an office environment for team performance and client results. Eddie concludes the episode by thanking David for his contribution.

In case you missed it…. these are the highlights

Would you briefly introduce yourself, SaleStrategy, and how you broke into the Sales Outsourcing Industry?

Hello, I’m David Lemus, the CEO of SaleStrategy. I’ve journeyed a long way in the sales industry, with over 12 years of experience in the BPO (Business Process Outsourcing) and B2B sales sectors. My career began as an agent, where I was directly involved in B2C sales, communicating with clients over the phone. Over the years, I’ve progressed through various roles, including supervisor, manager, trainer, head of department, director of various divisions, and eventually, a VP of sales in a technology company.

My extensive experience has been instrumental in shaping the vision and direction of SaleStrategy. The company was founded on a multitude of lessons learned about what works and what doesn’t in sales. We’ve taken these insights to create effective sales strategies for our clients.

At SaleStrategy, we specialize in sales as a service, with a particular focus on appointment setting. Our approach is tailored to meet the unique needs of industries like fintech, where we have found a significant sweet spot. Our services are particularly beneficial for reaching financial leaders, offering solutions that cater to directors and above in various companies.

Our team’s strength lies in our background and our training methodologies. We emphasize preparing our employees to have meaningful and productive business conversations. This emphasis on quality and targeted training has been a key factor in our growth and the success of our clients in the sales outsourcing industry.

Who are SaleStrategy’s Best-Fit Customers?

I find that our best-fit customers are primarily from the fintech sector, although we effectively serve various clients within the broader technology industry. Our specialized services are ideally suited for companies that aim to engage with financial leaders, particularly those who are looking to offer financial solutions to high-level executives, including directors and above, in various companies.

Our core expertise at SaleStrategy lies in appointment setting as a key component of our sales services. This makes us particularly valuable to clients who need assistance in not just generating qualified leads but also in scheduling meaningful meetings with potential clients. Our approach is tailored to meet the unique challenges and opportunities present in industries like fintech, which is often marked by a competitive and complex environment.

We pride ourselves on our ability to understand and adapt to the specific needs of our clients in these sectors. By leveraging our extensive experience and targeted training methodologies, we aim to provide our clients with the best possible outcomes, ensuring that they can effectively reach and engage with key decision-makers in their respective fields.

Let’s talk about a SaleStrategy Success Story

One of the most notable success stories at SaleStrategy involves a significant client in the fintech sector. This client started working with us with a team of ten representatives. In the initial stages, roughly the first two to three months, our team was generating about 20 to 30 qualified meetings per month for them. This was a decent start, but we knew we could do better.

Our approach at SaleStrategy is deeply rooted in continuous analysis and improvement. We closely monitored and analyzed everything from messaging effectiveness to conversion rates and even the performance of our internal team, including the leaders. This comprehensive analysis allowed us to tweak our strategies effectively.

After the initial few months, we revamped our approach based on our findings. The results were remarkable. With the same team of ten representatives, we began generating 106 qualified meetings per month for our client. This was not just a marginal improvement; it was a quantum leap in performance.

Importantly, this significant increase in qualified meetings was achieved with the same number of representatives, demonstrating the effectiveness of our refined strategy and the hard work of our team. Our success with this client is a testament to our commitment to analyzing data, understanding client needs, and continuously optimizing our processes to deliver the best results.

Our client’s success story is a perfect example of how SaleStrategy’s tailored approach, combined with a deep understanding of the sales process and a commitment to constant improvement, can lead to outstanding results for our clients.

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

Here are my top three tips for buyers to increase the likelihood of achieving the results they desire when partnering with us:

1. Active Involvement in the Project: As a buyer, your involvement in the project is crucial. Remember, you’re not just investing financially in SaleStrategy; you’re also investing in a partnership that aims to extend and amplify your sales capabilities. Actively participate in the execution of the campaign or strategy. The more you’re engaged with the process, the better we can align our efforts with your specific goals and expectations. Your insights, feedback, and active participation greatly enhance the effectiveness of the strategies we implement.
   
2. Continuous Education and Training: Providing ongoing education and training is vital. While we bring a wealth of sales expertise and a robust training program, the nuanced understanding of your products or services comes from you. Initially, be a part of the training process to instill a deep understanding of your offerings in our team. Then, continue to reinforce this knowledge periodically. People retain and understand information more effectively when it is reinforced over time. Regular training sessions, especially after the initial onboarding, help keep the team updated and aligned with your evolving product features or market strategies.
   
3. Collaborate and Communicate Effectively: Success in sales outsourcing is a team effort. Buyers should be ready to actively participate in the process, providing clear information about their target audience, goals, and feedback. Effective communication and collaboration are key to ensuring that the strategies we implement are aligned with the client’s business objectives and market realities.
   

Implementing these three tips can significantly enhance the collaboration between your team and SaleStrategy, leading to more successful outcomes and a fruitful partnership.