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In the Transform Sales Podcast #38, Amir Reiter spoke to Amir Rubinstein, Co-Founder of Amiy, about how to avoid common mistakes made by B2B buyers when outsourcing sales while highlighting the importance of having an effective and constant communication with your sales agency.
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)?
Amiy’s best fit customers are software startups looking to sell their products primarily in the United States, although they work for companies from other regions.
What sets your agency apart from other Sales Agencies when it comes to serving your ideal customer?
“Amiy sets itself apart from other sales agencies by prioritizing communication with their ideal customers”
They understand that fast and efficient communication is crucial to success in the sales process, so they create Slack channels or WhatsApp groups depending on the customer’s preference to ensure open communication with their SDR team. This enables them to address urgent questions or inquiries that may arise while engaging with prospects.
Likewise, Amiy provides the most value when acting as the SDR function for software startups, allowing them to build the SDR function and methodology from scratch. As a mentor to their customers, Amiy takes pride in sharing their expertise and techniques, helping software startups to eventually build their own in-house team.
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 focus solely on a success-based model when hiring a Sales Agency. This shows a lack of trust in the process and jeopardizes the quality of the work. Instead, prioritize quality over quantity and trust the agency to deliver results based on their model and expertise.
“…If you haven’t picked up the phone in your life, then don’t give advice on how to make a cold call…”
Don’t make the mistake of dictating how your Sales Agency should work, as this can hinder their expertise and ultimately affect the results you’re after. Trust the agency to create the PlayBook, develop strategies and tactics, and manage the SDRs. Avoid being too hands-on and giving bad advice based on little to no experience. You hired an expert for a reason, so let them do what they do best and trust the process.
- Communicate with your Sales Agency regularly. Don’t make the mistake of assuming that everything will go smoothly without your input.
“…Find a balance between sharing your product knowledge, common questions, and feedback with your sales agency, while allowing them to handle the process of cold calling and messaging…”
It’s a joint effort, so communication is crucial to achieving the desired results.