The Trust Factor: Why Strong Relationships Matter in Outsourcing Sales


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In the Transform Sales Podcast #41, Amir Reiter spoke to Matt Witte, Director of Executive Sales at Abstrakt Marketing, to discuss common mistakes made by buyers when working with Sales Agencies. Matt emphasizes the importance of establishing a trustworthy partnership between buyers and sales agencies, as well as setting clear expectations from the beginning.

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)?

Abstrakt Marketing’s best-fit customers are service companies with ACVs between $20.000 and $50.000. 

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

  • Treat the relationship with your Sales Agency as a strategic partnership. While the agency provides valuable best practices and insights from past successes, your company must actively engage in turning those results into reality. Establish a compelling value proposition and collaborate closely with your agency to jointly build pipeline.
  • Establish rapport and trust with your Sales Agency from the start. Be open to a consultative approach and engage in honest conversations about your expectations, needs, and concerns.

“…Your sales agency is there to guide and educate you, so be willing to listen and learn…”

“…Don’t confuse selling with installing. There’s a difference between the promise of a solution and its actual implementation…”

Focus on proper education during the sales process to bridge the gap between expectations and reality. Account for the entire sales cycle, including the time leading up to engagement, as this will impact your forecasting and the balance of top, middle, and bottom funnel activities.