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In the Transform Sales Podcast #79, Eddie Bello interviews Tim Dodd, the founder of JTD Group, here he discusses his journey into the sales outsourcing industry. He shares how he started as a programmer but transitioned into sales due to his social skills. Tim explains that the JTD Group helps small companies grow rapidly by providing part-time sales roles for clients who can’t afford a full-time salesperson, using AI and automation. He discusses their shift in strategies during the pandemic, utilizing cold calling and warm calling with auto-dialers, as well as engagement and content strategies. Tim also explains their lead sourcing methods and how they report results to clients.

In case you missed it…. these are the highlights

Would you briefly introduce yourself, the JTD Group, and how you broke into the Sales Outsourcing Industry?

I am Tim Dodd, the founder of JDT Group. My professional journey began as a programmer, but I soon discovered my true calling in sales, thanks to my social nature. I made my mark with my first significant deal with WL Gore, one of the largest privately held companies in the US. Over time, I earned a reputation as a “hunter,” known for my adeptness at breaking into new accounts. This skill became the cornerstone of my sales career, propelling me to work with small, ambitious companies eager to grow rapidly.

Recognizing that many of my clients couldn’t afford a full-time salesperson, I began offering my services on the side. I leveraged AI and automation to manage these part-time roles alongside my day job. This side hustle took off significantly right before and during the COVID-19 pandemic, as many technical founders and agencies grappled with the challenges of selling remotely. This experience paved the way for me to break into the Sales Outsourcing Industry, leading to the establishment of JDT Group.

“Today, my agency primarily provides sales outsourcing services to technical founders and companies transitioning to managed security service providers.”

Who are JTD Group’s Best-Fit Customers?

Our best-fit customers are typically technical founders. They might be managed services providers or those transitioning to be managed security service providers. We also work with a lot of companies that do application development, primarily offshore, and some companies that have built their own software, such as SaaS companies.

These companies often need someone who can come in with their own plan and run it because they’ve never hired a BDR, SDR, or AE before, or they’ve hired an AE and haven’t had luck. They also don’t want to spend the money for a full-time resource. At JTD Group, we step in to provide these services, helping these companies grow their sales and reach their target customers.

Let’s talk about a JTD Group Success Story

There are general success patterns we’ve observed with our clients at JTD Group.

We typically work with two types of clients:

Those who already have a sales process that works and they want to enhance it with automation and AI. These companies might already have a handful of sales qualified leads per month, but they want to double that through automation.

Those who haven’t seen success with their sales or have tried another service without success. These clients often have a great product but lack the expertise in selling it. At JTD Group, we help them get their sales strategy up and running.

Most of our clients want one solid sales qualified lead per week, which they can convert into a deal per month. This seems to work well for our smaller clients. We also use strategies like podcasts and private round tables to engage with potential customers and build relationships.

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

“Have a really good profile: Whether you have it done before or have us help you build it out, a strong profile is crucial. It’s the first impression potential clients get of you, so it needs to be professional and compelling.“

2. Have a really good content strategy: If you don’t already have a content strategy, we can help you develop one. This involves creating and sharing valuable content that attracts and engages your target audience, ultimately driving them to do business with you.

3. Know your Ideal Customer Profile (ICP): Many of our clients think they know their ICP, but they don’t. We’ve started asking for their perception of their ICP and then validating that against our customer and our own perception of what it is. By having three different perspectives, we can get a much better sense of what’s really working.

If these three elements are in place in the first month, you’re likely to be very happy with the results in months two and three.