Why Selling To Businesses is Harder Than You Think


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In the Transform Sales Podcast #27 CloudTask’s CEO, Amir Reiter spoke to James Donaldson, Head of Partnerships at EngageTech about the cultural differences when selling to different B2B markets, and how knowing who you are selling to as much as possible can maximize your revenue.

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)?

“…We specialize in B2B, IT, and Tech but if you have a message where you have a lot of value added or services around all of that, one of our SDRs can pick that up…”

While they can cater to clients in the APAC and US markets, EngageTech’s ideal customers are B2B IT and tech services companies selling into Europe, Middle East, and Africa regions.

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

“…We,ve been in the UK for twelve years, we had an office in Stockholm for six years, but we also do English speaking APAC, and we can do some US…”

EngageTech has built a large database of contacts at companies organically over years doing lead-generation campaigns for clients. As a result, they own and control their data, which typically results in higher accuracy and compliance with privacy and data protection regulations (…especially in Europe).  

EnageTech also offers a SaaS product, EngageIQ, that customers can buy in order to use the EngageTech database on their own. Additionally, if customers want to hire their own SDR team, the agency can support them in that effort.

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

“Think of sales outsourcing as a way to make your company operations more efficient…”

Sales development is a complex process, and getting it right can be challenging. By outsourcing sales, you can transfer the responsibility of hiring, training, and support to Sales agencies, giving you peace of mind and more time to focus on other aspects of your business.

  • Ensure there’s good communication between the outsourced SDRs and your internal sales team. Ongoing communication between the outsourced SDRs and the internal sales team is essential. The sales team should be aware of how the SDRs operate and provide regular feedback and updates to the SDR team about lead quality and conversion performance to ensure maximum results.
  • Expect 5-6 months of ramp time when outsourcing sales development. Typically, the ramp time for campaigns is around five or six months, but you can start to see real progress in four or five months.