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In the Transform Sales Podcast #49, Amir Reiter spoke to Jody Johnson, CEO at ProspectHunter, who shares his insights on common mistakes that buyers make when looking to hire a Sales Agency. Jody highlights the importance of fostering strong relationships, establishing clear alignment on KPIs and goals, and embracing a collaborative approach to achieve success.

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)?

ProspectHunter’s best-fit customers are service companies with an Average Contract Value between $32,000 and $50,000 looking to sell their products in the United States.

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

“…ProspectHunter sets itself apart from other Sales Agencies by offering a 4-month pilot program, giving clients the opportunity to test and validate their campaign concepts. After a successful pilot, clients proceed with a 12-month campaign…”

With an impressive 85% retention rate for pilots, ProspectHunter’s approach highlights their dedication to proven results and strong client relationships. 

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

• Foster a strong relationship with your Sales Agency. Go beyond mere metric tracking, such as daily outreach calls or emails, and engage in regular discussions with your Sales Agency to identify improvement areas and gain valuable insights into what works and what doesn’t.

• Establish clear alignment with your Sales Agency on KPIs, goals, and target audiences from the start. 

“…Invest time in defining expectations and maintaining open communication with your Sales Agency to ensure mutual understanding…”

Be realistic about any potential limitations and prioritize transparency for better results.

• Allow time enough for your outsourced sales agency to set up the outbound program effectively. Engage in a four-month pilot to ensure there’s enough runway for scheduled meetings and adjustments.

“…Success relies on a collaborative approach, so don’t expect the agency to fix everything on their own…”

Instead, contribute valuable intelligence from your side and work together to achieve the best results.