Conquering Outsourcing Obstacles: Mastering Patience, Trust, and Team Relationships in B2B Sales

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In the Transform Sales Podcast #64, Amir Reiter spoke to Ryan Lallier, Founder and Sales Leader of SalesGevity, about some of the recurring mistakes B2B buyers make when outsourcing sales. Ryan highlights the importance of getting to know the SDR team, trusting the sales agency’s capability to manage the call list, and upholding patience during the beginning phases of cold calling. He also warns against the pitfalls of seeking immediate perfection, advocating instead for a more long-term, strategic approach to successful sales outsourcing.

Who are your agency’s best-fit customers (as defined by Products they sell and markets they want to sell into)? 

SalesGevity’s best-fit customers are service companies selling HR tech, financial and crypto security products into the United States. 

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

Sales Gevity sets itself apart from other sales agencies through its commitment to an exclusively US-based team and a deliberate, research-oriented approach to sales. This unique operational style signifies an identity steeped in domestic expertise, a characteristic that may appeal to clients seeking localized knowledge. Unlike the fast-paced strategies often seen in the industry, SalesGevity believes in a slow, careful progression backed by thorough research, demonstrating their dedication to a meticulous and methodical approach.

Embracing a boutique business model, SalesGevity intentionally limits their client roster, working with only four to six customers at any one time. This deviation from the widespread industry trend of rapid expansion and large customer portfolios highlights the agency’s commitment to prioritizing quality over quantity. By focusing on a smaller, controlled client base, SalesGevity fosters a service model centered around personalized care, firmly believing that in sales, bigger doesn’t always mean better.

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

  1. Meet the SDR team that will be working on your account before signing any agreement with a sales agency. Often, buyers get carried away by a smooth sales pitch and forget to look into the actual team that will be driving their sales. As a buyer, you need to know who is going to support you, who the SDRs are, and what their capabilities are. Don’t just go with the flow. Ask and engage with the people who will be supporting your sales efforts. You’ll find that some agencies might hesitate to introduce their team, which is a clear red flag. So, take the time to meet the team, ask questions, and then make an informed decision. 
  1. Trust your Sales Agency’s expertise in handling the prospects call list. Avoid the temptation to control the specifics of the contacts being called, as this can inadvertently restrict the agency’s effectiveness. While it’s natural to have preferences, it’s essential to allow a certain level of autonomy for the agency to cast a wide net. Keep in mind your Sales Agency has access to extensive data and understands how to sell your product to the right audience. By giving them some autonomy, they will be able to reach a broader spectrum of potential leads, increasing the likelihood of success. 
  1. Be patient during the initial stages of your cold calling efforts. Understand that it takes time to warm up your email accounts, gain domain expertise, and prepare the necessary strategies. Expecting immediate results is not only unrealistic, but it can also hinder the process and create unnecessary stress. You should refrain from micromanaging and instead, allow your Sales Agency to  provide you with data and progress updates proactively. Know that perfection is not achievable in the first few attempts at cold calling, but improvements will be made over time. If early concerns arise, resist the urge to panic; early-stage adjustments are part of the process. 

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