Mastering The Art Of SaaS Sales with Move Partners: The Magic Wand Buyers Wish They Had

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In the Transform Sales Podcast #70, Amir Reiter interviews JC Rico, Co-Founder of Move Partners, a sales agency based in Guadalajara, Mexico. JC shares his journey into the tech world and how he and his co-founder started Move Partners three years ago, specializing in B2B sales for SaaS companies in their early stages. They discuss the potential of Guadalajara becoming the Silicon Valley of Mexico and the common mistakes buyers make when working with sales agencies. The episode emphasizes the importance of community and connection in the sales industry, as well as the value of feedback and open dialogue.

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)? 

Our best fit customers are early-stage SaaS companies, particularly from EMEA regions like Poland, Israel, and Canada. These companies are transitioning from seed to Series A funding, targeting mid-market to enterprise customers with an average contract value (ACV) ranging from 15K to 40K. They are often making their first foray into selling into the US market.

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

We differentiate from other sales agencies through our mentality and high level of engagement with our clients. We are highly engaged with their clients, working closely with them rather than just being told what to do.

We also have a unique advantage of being based in Mexico, allowing us to work in the U.S. time zone and bridge the gap for their primarily EMEA-based clients who are making their first foray into the U.S. market. Furthermore, we leverage the latest tools and technologies to stay ahead in the fast-moving sales world, ensuring the best possible outcomes for our clients.

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

  1. Set Realistic Expectations: It’s important to understand the complexities of the sales process and set expectations accordingly.

“Buyers often have unrealistic expectations, thinking that the agency will have a magic wand to solve everything related to sales”
  1. Focus on Value, Not Just Cost: Buyers often try to negotiate the lowest price, expecting the best possible outcome. However,

“…It’s important to understand that quality work comes at a cost. The focus should be on the value that the agency brings, not just the cost.”
  1. Stay Involved: Low involvement from the buyer can lead to less successful outcomes. Especially when transitioning from founder-led sales to working with an external agency, the level of involvement matters a lot. Buyers should stay engaged and work closely with the agency to achieve the best results.