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In the Transform Sales Podcast #33, Amir Reiter spoke with Andres Vergara, CEO at We-prospect about how to collect and analyze your data so you can start making informed business decisions. Why do companies expect sales agencies to solve all their problems and the importance of communicating clear goals and objectives in every project you create.
In case you missed it…. these are the highlights
Who are your agency’s best-fit customers (as defined by products they sell and markets they want to sell into)
We-Prospect’s best fit customers are companies selling high-ticket services and looking to expand their footprints in Lation American markets.
Realistic expectations about what it takes to run outbound prospecting operations is a plus.
What sets your agency apart from other Sales Agencies when it comes to serving your ideal customer?
We-Prospect invests a lot of time and resources in working with clients to understand the needs of their target decision-makers, the needs of their different target industries, the channels their prospects use, etc.
Additionally, Andres mentions that We-Prospect emphasizes assertiveness with their SDRs, which he believes results in them generating higher converting leads, as measured by conversion from discovery to the next stage of the sales process, than other sales agencies.
What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?
“Lead generation is like fishing, you can always get lucky and catch “something,” but when you want to get the big fosh you have to go after it.”
There’s no question about it: It’s going to take more time to convert prospects to meetings with outbound than it does with inbound. You are trying to get time with someone who is not looking for you or sitting around waiting to hear from you, so they will often be skeptical about whether to engage with you. In fishing, you might need to spend the whole day in the water trying to get the big fish, but you do it because that’s the trophy – and in this case the sales qualified is the trophy.
- Expect challenges in outbound lead generation that you won’t see in inbound, such as bad contact information, stiff arms from gatekeepers, more follow-ups to get a discovery meeting, etc. When launching your outbound sales efforts, don’t expect instant success; budget more time for the campaign to deliver results.
“Take the time to research and understand the channels that work best for the prospects you are targeting”
For example, there are companies running outbound that have SDRs doing 200 dials a day, but if the preferred channel of most of your prospects is email, obviously that effort will lead to nowhere. Evaluating performance by channel and adjusting your playbook accordingly can lead to more effective and efficient prospecting results.