Why SaaS Leaders Don’t Make Purchasing Decisions


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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. 

“Although The Rainmakers serve clients from various industries, their main area of expertise lies in supporting marketing companies whose average ticket size ranges from $20,000 to $40,000. Whether in performance marketing,
employer branding, design, or other related fields, these businesses are The Rainmakers” sweetspot.”

What are the most common campaigns your agency runs for that best fit customer (for example, list size, channels used, marketing assets created, performance reporting, time to onboard)?

“The Rainmakers offers a comprehensive suite of services designed to support every stage of the sales process. In addition to lead generation services, they provide a range of additional tools and resources to help their clients succeed. This includes mystery shopping to gain insights into the customerexperience, attending sales meetings to provide additional support and guidance, and offering a sales hotline for quick and easy.”

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.”

You’ll want to know how successful the corporation has been in delivering on its promises, how easy they are to work with, and what kind of long-term value they can provide.

  • Have a well-defined follow-up process in place to maximize your chances of success.
    By having a structured process in place before engaging with a lead generation company, you can avoid wasting time and money on leads that are unlikely to convert, and instead focus your efforts on the most promising prospects.