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In the Transform Sales Podcast #39, Amir Reiter spoke to Tom Birch, CEO of Outreachly, about the common gaps in B2B buyers’ knowledge when hiring a sales agency, the importance of clear and effective messaging that focuses on specific outcomes, rather than using buzzwords and fancy features, and speaking directly to the potential clients’ needs.
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)?
Outreachly’s best fit customers are software startups selling cybersecurity products mainly in the United States and the United Kingdom. The agency’s sweet spot are Small and Medium-sized Enterprises (SMEs) with up to 250 employees.
What sets your agency apart from other Sales Agencies when it comes to serving your ideal customer?
“Outreachly sets itself apart from other sales agencies by having a diagnostic approach similar to that of a doctor. They first start by identifying their clients’ specific needs and determining what works best for them with a focus on LinkedIn, the agency’s preferred channel.”
From there, Outreachly prioritizes the onboarding process and develops a comprehensive sales strategy that includes creating a Sales PlayBook on how to approach leads and meetings, along with training on their methodology, and how to effectively deploy the PlayBook for maximum results.
What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want FAST with your agency?
- Don’t try to cut corners and pay less than Don’t focus on impressing a Sales Agency with buzzwords and fancy features when looking to outsource sales. Instead, focus on the challenges your clients are facing and how your Sales Agency can help you overcome them. market rate for dedicated sales reps.
“…Avoid the trap of arrogance and assuming that everyone wants to work with you. Build a clear and simple message that resonates with your target audience based on the specific industry you’re after…
- Be willing to test messaging and different approaches with your Sales Agency to see what works best for your target audience. Avoid relying on a single approach, as it can lead to a single point of failure. Use metrics to measure the effectiveness of your approach and adjust accordingly. Don’t be afraid to try new things and experiment with different messaging strategies.
- Make sure you have a clear understanding of the channels your prospects use the most before hiring a Sales Agency. Likewise, make sure you have a well-defined offer that is communicated effectively to your target audience. Focus on shaping your offer in a way that highlights the value you bring to the table.