Don’t Be A Bad Buyer: An Effective Approach To B2B Sales Development And Rev Ops Optimization

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In the Transform Sales Podcast #69, Amir Reiter spoke to Shawn Petterson, CEO of Quantum Business Solutions, a sales agency that focuses on B2B lead generation and sales development. Sean shares insights on their go-to-market consulting, SDR work, and rev ops optimization services, and how they help clients break up the sales process into expertise, leverage technology, and automate workflows. They also discuss the importance of data management, long-term relationships, and honesty in sales. Sean shares valuable advice on how to work effectively with a sales agency, and encourages listeners to take action towards building successful partnerships.

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 companies or businesses that are struggling to grow their sales and become more efficient. These businesses are looking for go-to-market consulting, SDR work, and rev ops optimization. They are interested in breaking up the sales process into expertise, leveraging technology, and automating workflows. We focus on businesses that are centered around C-suite executives and are interested in rev ops optimization to build an efficient and consistent machine that provides great results.

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


We differentiate from other sales agencies by optimizing the go-to-market strategy with a focus on automation and systemization, effectively managing revenue operations integrating work directly into the client’s systems for better data control. We prioritize long-term relationships, treating clients with utmost care and providing necessary resources for success. We encourage clients to focus on quality over price, believing that a higher margin allows them to put extra resources into ensuring successful meetings that can be turned into revenue.

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

  1. Treat the Agency as a Partner: Treat the agency as a partner rather than a vendor. This means providing them with the best resources and information to succeed, such as high-quality lists to call on, rather than expecting them to perform miracles with limited resources.
  1. Focus on Value, Not Cost: Buyers should be willing to invest in quality and ensure there’s enough margin built in for the agency to focus on delivering results.

“Don’t get caught up in the cost per meeting without considering the overall value of the service. Not all meetings are created equal, and the potential for revenue generation should be a key consideration.”
  1. Have Clear Expectations and Communication: This includes approving the list of contacts together, attending weekly meetings to review progress, and being open to feedback and adjustments along the way.

“Clear expectations and regular communication are crucial for a successful partnership.”

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