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In the Transform Sales Podcast #86, Vikas Bhatt, the co-founder of Only B2B (a lead generation company focused on the IT industry), shares his background in sales and explains that Only B2B has been running for nine years. With a personal experience of 17 years in sales, Vikas talks about the target audience of Only B2B, which mainly consists of IT companies offering products or services such as CRM, ERP, cybersecurity, cloud services, and IT consulting. Vikas also shares a success story with a client in the IT service and consulting industry. He speaks about the importance of research and database building, as well as the role of telemarketing in appointment generation. Vikas explains how Only B2B involves their clients in the script-building process and emphasizes the need for good communication and feedback loops during the ramp-up period. He also shares insights on the typical ramp-up time for achieving results and how the process becomes more predictable, scalable, and repeatable after the initial period.
In case you missed it…. these are the highlights
Would you briefly introduce yourself, your sales agency, and how you broke into the Sales Outsourcing Industry?
I’m Vikas, with a rich background spanning 17 years in the sales industry. I embarked on my sales journey back in 2006, starting with door-to-door selling of products focused on gas-saving solutions. Although my stint in that role was brief, it laid the groundwork for my next venture into the international call center arena, where I continued to hone my skills mainly in the sales department area.
Over the years, my expertise in sales expanded, and a significant turning point came in 2014. That’s when my partner and I made the strategic decision to launch only B2B. This marked my entry into the sales outsourcing industry, drawing from my varied experiences in different facets of sales.
Our company, only B2B, has now been operational for nine years, offering tailored B2B sales solutions. Our focus on B2B sales has allowed us to carve a unique niche, leveraging my cumulative 17 years of sales experience. The transition from door-to-door selling to leading a B2B sales company has been a rewarding journey, reflecting my growth and adaptation in a constantly evolving industry.
Who are your agency’s Best-Fit Customers?
Our agency, Only B2B, has found its best fit in servicing the IT industry. Over time, we have differentiated ourselves from other lead generation companies by focusing our attention and resources on IT companies, both those providing products and services.
Our clients are engaged in various IT sectors, such as Customer Relationship Management (CRM), Enterprise Resource Planning (ERP), cybersecurity, and cloud and backup services. Our targeted approach has allowed us to develop deep insights and expertise in these areas, which sets us apart in the market.
Examples of companies we cater to include those offering CRM, ERP, cybersecurity solutions, cloud as a service, backup as a service, and even those involved in IT service and consulting. Our tailored strategies and focused approach within the IT industry allow us to understand the unique needs and challenges of these companies, ensuring that we provide services that are not only effective but also aligned with the specific requirements of this sector.
Let’s talk about a Success Story
Our client, a prominent IT service and consulting firm that offers remote developers for their clients, engaged with us in October 2022. They are a sizable company with over 400 employees, and their CEO’s ambitious goal was to reach $25 million in revenue.
However, frustration loomed as their internal sales team of ten people were failing to produce the desired results, particularly in the number of quality meetings and progression towards closing deals.
That’s when we stepped in, with the expectation to deliver good meetings that would lead to new introductions for the client. The client’s internal target specifically looked at how many meetings were advancing to the stage of signing an NDA.
From October 2022 to May 2023, in just eight months, we successfully delivered around 95 meetings to them. Impressively, 33 of those meetings (almost a third) resulted in the signing of an NDA, reflecting a 35% conversion rate. This considerable achievement greatly satisfied the client, who continues to work with us and has now requested 50 to 60 meetings per month.
The target audience for this client is C-level executives or decision-makers across all industries in the U.S. market. Despite the challenges associated with reaching such high-level professionals, we managed to navigate through successfully.
With an average deal size of around $15,000 to $20,000, our efforts contributed substantially to the client’s revenue growth. The CEO now feels confident that the goal of reaching $25 million in revenue is attainable, a belief strengthened by our ability to build a robust pipeline for them and significantly boost their conversion rates.
This success story exemplifies our agency’s ability to identify and overcome challenges, aligning with client goals and expectations to drive tangible results, and highlights the synergy between our specialized lead generation services and the client’s internal closing expertise.
What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?
Here are the top three tips I would give to buyers to increase the probability of achieving the result they want with our agency, Only B2B:
1. Trust the Process: Clients need to trust the process and have patience. Expecting immediate results can lead to frustration and a lack of progress. A genuine understanding and trust in the methodology can lead to meaningful results over time.
2. Get Involved: Engagement is key. Clients should be actively involved in the project, participating in weekly calls and ongoing communication. It’s not just about outsourcing but working together. This collaborative approach involves understanding each other’s methodologies, aligning goals, and building a strong relationship. In the beginning, intense communication may be necessary, and once results are happening, the communication can be adjusted as needed.
3. Provide Feedback: The agency values feedback on every meeting or interaction. Whether it’s positive or negative,
“ a brief one or two-line feedback can help in refining the approach and improving future results. Sharing insights on the calls, the kind of meetings required, or the success with different industries or personas can lead to better-targeted efforts and consequently better results.“
Together, these tips represent a holistic approach that emphasizes partnership, mutual understanding, and continuous improvement. By engaging with Only B2B in this way, clients can significantly increase the likelihood of achieving their desired results.