Navigating Sales Pitfalls: Essential Tips for Adapting and Thriving in the Sales Industry


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In the Transform Sales Podcast #56, Amir Reiter spoke to Nuno Covas, Founder and CEO at Diligo Management, who shares his insights on common mistakes that buyers make when outsourcing sales and how to avoid them. Nuno emphasizes the importance of establishing trust and reliability with clients, understanding their own needs and the context of their industry, and being adaptable and constantly learning in the sales industry. 

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)? 

Diligo Management’s best-fit customers are software companies looking to sell their products in the United States, APAC, and Europe. 

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

  • Select a Sales Agency with a deep understanding of your business’s unique needs and requirements. Make sure they possess the expertise, methodology, and essential tools to excel in your industry. Additionally, prioritize establishing a solid foundation of trust and open communication with your chosen sales agency from the onset of the selection process.
  • Gain clarity on your industry context, preferred channels, and ideal customer profile when engaging a Sales Agency. Partner with an agency that comprehends and addresses your company’s unique needs and challenges.

“…Don’t simply outsource and expect the agency to solve all your problems – work together to ensure the right prospoct is chosen and provided woth the necessary support perfomr optimally…”
  • Reevaluate your existing structures and be open to new approaches when working with an Outsourced Sales Agency.

“…Leverage the advantages of remote work by searching for talent beyond your local area, and remeain open to the idea of finding top-performers who can transform your sales strategy and mentor the rest of the team…”

They also provide customized training programs for clients’ sales reps, designed to help them build the skills and knowledge they need to succeed over the long term.

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

  • Build a genuine relationship with your clients and provide them with the solutions they truly need. At the outset of any meeting, it’s critical to frame the discussion around what makes your product or service stand out from the competition, and what specifically drew the client’s attention. By asking pointed questions and listening intently to their responses, you can uncover the underlying factors driving their interest and tailor your pitch accordingly.

“Don’t get fooled by pretty marketing… research Sales Agencies thoroughly before you hire. Don’t hesitate to ask for a detailed portfolio and to contact past clients directly to verify the agency’s claims. When evaluating an
outsourcing company, it’s essential to dig deeper and demand to see the results they’ve achieved for other clients.”