How To Qualify B2B Sales Leads (Don’t Shoot Yourself In The Foot)

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In The Transform Sales Podcast #21 CloudTask’s CEO, Amir Reiter spoke to Dennis O’hagan, Executive Partner at The Rainmakers, about the essentials of sales, and the real reasons why SaaS leaders make purchasing decisions.

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)?

The clients that have stayed with AirMarketing the longest, and report being highly satisfied, typically have an internal outbound sales team selling SaaS and financial loans. These clients are data-driven, possess a thorough understanding of sales cycles, and demonstrate maturity in their decisions. 

“The best fit customers for Air Marketing tend to be sales teams that possess a solid ggrasp of outbound sales, have prior experience implementing outbound sales strategies, and are selling products”

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

  • Set realistic expectations when outsourcing your sales.
    It’s important to understand that outsourced providers cannot achieve what your company cannot, such as drastically shortening the sales cycle or finding the perfect buyer in every meeting. It’s also important to not measure the success of your outsourced provider solely based on revenue after a short period of time. It’s crucial to be realistic in your expectations and avoid setting impossible goals that will only lead to disappointment.

“Include outsourcing as a key component in your strategic plan, rather than relying on it as a last resort. It is common to approach outsourced providers too late, perhaps due to internal failures, lack of headcount, or a need for quick revenue. Keep in mind that while outsourcing can be done efficiently, it cannot after the laws of physics in terms of delivering results”
  • Don’t expect instant success.
    Many buyers make the mistake of treating outbound sales the same as inbound sales, thinking that they will get quick results within a month. But the truth is, it takes longer for an outbound sale to close – on average, 3-4 weeks for an inbound sale and even longer for an outbound sale.  To build a high-performing outbound sales channel, you need to be patient and persistent. It can take anywhere from 6-12 months to see real results. This means you need to be prepared to invest time and resources into building relationships with potential customers, nurturing leads, and creating a sustainable sales process that works for your business.

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