Fail fast, succeed sooner: How this sales agency became an expert in their industry


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In the Transform Sales Podcast #35, Amir Reiter spoke to Shane Mahi, CEO and Founder at SalesDRIIVN, about the importance of training your Sales Agency to become an expert outsource provider. The comparison between a sales cycle and companies’ expectations when hiring a Sales Agency and failing as a part of real success.

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)?

SalesDRIIVN’s best-fit customers are companies with a hybrid business model, combining software and service offerings. 

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

OutboundView provides to their HR’s customers services such as training, recruiting, performance management, assessments, etc. They have a thorough understanding of the personas in the HR industry and have developed their own proprietary database to help identify decision-makers in target organizations. As an agency that focuses on companies that sell into HR, they are well-equipped to serve this particular market

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

  • Manage your expectations when outsourcing sales. An outbound sales campaign takes time to deliver results and there is no one direct link to revenue. Communicate clearly with your outsourced sales agency about your goals and expectations, but also be open to the onboarding process, messaging adjustments, and trial and error. 

“…Don’t expect to close a deal within three or six months. Outsourcing sales is about creating awareness and moving it into consideration. Be patient and trust the oricess…”
  • Begin with small steps to build momentum gradually when launching your outbound sales efforts. 

“…Building an outbound sales campaing is just like lifting weights in the gym. You need to break the muscle before increasing weigh, resistance, momentum, and effort…”

It takes time to see progress, and you need to go through a series of progressive iterations of tests to track in the right direction. The outsourced sales agency is your stepping stone to your deal or revenue, and with patience and consistency, you will achieve your desired results.

  • Don’t let your previous experiences with outsourced sales cloud your judgment. Each campaign requires a fresh start and a unique approach. It’s crucial to work with a sales agency that provides a tailored approach to networking and educating your audience to become buyers, rather than just focusing on converting a few sales meetings.