Don’t Rush into Outsourcing Sales: What You Need to Know First


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In the Transform Sales Podcast #40, Amir Reiter spoke to Jakob Thusgaard, Founder and CEO of YourSales, about the mistake some B2B buyers make when rushing into outsourced sales without having a proper plan first. Jakob also emphasizes the importance of prioritizing quality over lower costs, whether it’s through internal hiring or outsourcing sales to other countries.

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)?

YourSales’s best fit customers are SaaS companies with up to 250 employees looking to expand into EMEA, APAC or Latin American markets. 

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

YourSales sets itself apart from other sales agencies by offering its customers consulting, interim management, coaching, conversation generation, or full-funnel deal management, including deal-closing. 

Jakob Thusgaard, Founder and CEO of YourSales, shared the success story of one of the agency’s best customers, which was a US Project Management Software company that they helped expand into Europe, LatAm, and APAC, resulting in a 7-8 years successful business relationship until the company was eventually acquired by a larger organization. 

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

  • Don’t try to cut corners and pay less than the market rate for dedicated sales reps.

“…You are in the same labor market as other employers. If you want high-quality talent, you have to pay for it…”

If you opt for lower-cost reps, you risk getting lower quality results. Be willing to invest in high-quality talent and compensate them accordingly.

  • If you’re looking to outsource sales to a foreign country, don’t assume that lower cost equals better results. You must find a Sales Agency that understands the language, culture, and market you want to target. Conduct thorough research on potential outsourcing partners, and assess their capabilities and experience in the specific region or country you want to expand into.
  • It’s important to have some initial customers and a solid understanding of your target market before considering outsourcing. Don’t rush into outsourcing sales without a clear understanding of your own sales process.

“…Rushing into outsourcing too early could result in unfavorable results and hinder your ability to learn and grow as a company…

Take the time to build your own sales expertise, then assess the potential benefits and risks of outsourcing before making a decision.