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In the Transform Sales Podcast #34 Amir Reiter spoke to Seth Kinney, Senior VP of Global Sales at Inside Sales Solutions about the importance of setting clear expectations in a realizable time frame, the mistakes companies make when solving their sales needs, and Seth’s tips for sales professionals being a former sales trainer.

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)?

Inside Sales Solutions’ best fit customers are software companies selling cybersecurity products in the United States and Canada. The cybersecurity software industry is definitely the agency’s sweet spot, as they already have more than 12 years of experience working in this field.

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

Inside Sales Solutions have built their own proprietary database during their 12 years working in the cybersecurity industry, which help them to identify decision-makers in target organizations that purchase cybersecurity products. 

In addition, their SDRs have general cybersecurity product training, which makes it easy for them to quickly learn about each new incoming client’s specific product and its specific needs. They don’t have to start from square one; instead, they can use their background to drive the conversation.

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

• Collaborate closely with your sales agency during the first 90 days, and provide all the necessary details about your organization, target audience, and competitors.

“…Don’t assume your agency knows everything or adopt a “set it and forget it” mentality…”

During the first 90 days, it’s important to work side by side with your sales agency to ensure they understand your business and can effectively represent you.

• Set realistic goals for lead qualification. Recognize that it’s unlikely to uncover all the necessary qualifiers in the first conversation, and be wary of sales agencies that promises unrealistic results without a vetted process. Ask yourself if you really need all the level of qualification, or if you can start with something softer and work your way up. By answering these questions, you’ll increase the probability of being on the right path to achieve the results you want with your sales agency.
• Make sure to clarify your specific needs and ask if the agency can deliver the type of program you’re looking for.

“…Don’t settle for a one-size-fits-all approach or a solution that doesn’t align with your goals…”

Ask for a consultative approach and explore the different delivery models available, such as dedicated, performance-based, or point solutions. By doing this, you can ensure that the agency can provide a tailored solution that meets your specific needs and goals.