Sales Development Teams: The Unsung Heroes Of The B2B Sales World

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In the Transform Sales Podcast #73, Amir Reiter interviews Catarina Hoch, VP of Global Marketing at Operatix, who shares her story of how she started as an SDR for the German market and worked her way up to become the VP of Marketing at Operatix. She talks about the importance of understanding the buyer and their needs, which she learned during her time as an SDR.

The discussion then moves on to Operatix’s target market, and their focus industries. They serve clients globally, with offices in the UK, US, and Singapore.

Catarina highlights what sets Operatix apart from other agencies, including their specialization in tech, global footprint with local teams, and investment in their people through a promote-from-within culture and structured training program.

Amir and Catarina also discuss the challenges of outsourcing sales and the importance of transparency in the B2B sales process. They emphasize the importance of honesty and self-awareness in the sales process, noting that companies who are willing to admit their problems and work on their messaging and unique proposition will ultimately see a higher ROI.

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)? 

Our best fit customers are primarily B2B tech companies, specifically SaaS vendors. We specialize in industries such as cybersecurity, big data, IoT, infrastructure, and cloud. These are typically companies that have long and complex sales cycles and require focused target accounts. We operate globally, with a strong presence in EMEA, North America, and LATAM, and recently expanded to the APAC region. We are particularly effective with clients whose Average Contract Value (ACV) is above $50,000, as we are business case driven and aim to deliver a strong ROI for our clients.

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

We understand the intricacies of the tech buying centers and the decision-makers involved. We are also global, with teams based in key regions around the world, which allows us to understand and cater to the local cultures and languages.

Another key differentiator is our strong ‘promote from within’ culture. We invest heavily in the training and development of our team members, which contributes to the quality of the service we provide.

“Our teams are not just providers or third parties; we consider ourselves an integral part of our clients’ teams, representing their brand and working towards their goals.”

Lastly, we are very much business case driven. We aim to serve clients that see a return on investment from what we do. This approach ensures that we deliver value and results for our clients, rather than just providing a service.

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

  1. Understand the Complexity: The first tip I would give to buyers is to understand the complexity of sales development teams. Building an internal team requires a lot of time, resources, investment, and management. When you choose to work with us, we handle these complexities for you, allowing you to focus on your core business.
  1. Know Your Unique Selling Proposition: It’s essential for our clients to know their unique selling proposition. During our kickoff calls, we often ask our clients what makes them different and why someone should spend 30 minutes of their time speaking to them and not their competitor. Having a clear understanding of this helps us to effectively communicate the value of your company to potential leads.
  2. Be Patient and Invest in the Long Term:

“Be patient and willing to invest in the long term. Achieving significant results in sales development often takes time…”

We work based on ROI and always build a business case whenever we talk to our customers. So, even if your average deal value is low, if you understand that you need to make an upfront investment that will pay off throughout long contracts, then working with us will make sense for you.

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