A common problem of all SDR agency customers is determining how they should settle accounts with the agency. It’s tricky because whenever you use external services that touch sales or marketing, you can’t grasp something tangible, making you feel you’re buying an uncertain service.
Duration and Investment Concerns
Typically, an SDR agency takes on projects for a minimum of 3 months. So, if we assume that the most basic service costs 2000€ per month, the investment is 6000€. That’s a significant amount. So how can you be sure you’ll spend it wisely with the SDR agency?
Common Misconceptions
Customers have many concerns, fearing they won’t get effectiveness from external services. People often think they will pay commission only in the event of success, especially since good sales should always yield results. But this isn’t the way. A common belief is that good salespeople always work on commission, and if you’re good, profits are shared between both parties. Personally, this makes me laugh, especially when customers offer advanced B2B solutions with an average sales process taking 6 months or longer.
Setting Targets and Understanding Leads
As a customer, try to think: what’s the average contract value for me? And how many leads do I need to secure at least one contract? When you have these numbers, you should set a goal for the number of leads the SDR agency should deliver. Discuss your budget and potential monthly lead intake with the agency to determine your KPI. But that’s not the end. Once you have your KPI, discuss what “leads” mean for both you and the SDR agency. Define the ICP – Ideal Customer Profiles and set the agency’s objectives.
Goals and Pricing
Goals can vary, from merely generating meetings with potential clients or partners, coordinating the sales process, or even overseeing the entire sales process. Every requirement is priced differently, with companies considering effort and complexity levels. Once you’ve provided this information, the agency will have what they need to estimate the effort to meet your monthly expectations. Companies usually calculate this in terms of man-hours to determine your fixed fee for the agency. They will then set a commission rate for meeting your targets, clarifying how much you should pay. Based on my experience, prices range from 1500€ to 7000€. There are instances where hiring an in-house SDR might seem more economical.
Decision Making and Reporting
It’s always about weighing the pros and cons of using an agency. If you decide to work with an agency, your next step should involve discussing reports. These could be weekly or monthly. At Architecture of Sales, we typically provide our customers with weekly updates during review calls and detailed monthly reports outlining activities, engaged companies, and the number of companies at various stages in the sales process.
Evaluating Agency Performance
Reports offer insights into the agency’s performance. It’s good to compare them with your knowledge and previous experiences from your company and other service providers.
I am dedicated to facilitating your entry into the Polish market. At Architecture of Sales, my team and I are committed to enhancing your visibility and boosting sales in Poland through the following strategies:
- Market Validation Activities - We conduct comprehensive market research, analysis, SWOT assessments, competitor evaluations, and direct customer interviews to validate your market approach.
- Lead Generation - Utilizing both outbound and inbound methods, including various Sales Development Representative (SDR) prospecting techniques, we generate high-quality leads to drive your sales pipeline.
- Sales and Marketing Support - Acting as your local sales and marketing department, we adeptly represent your brand to customers, providing comprehensive support to strengthen your market position.
- Business Partner Identification - Whether identifying a local partner or developing an effective affiliate program, we assist in establishing valuable collaborations to optimize your market presence.
While our primary focus is on B2B SaaS companies, we are also open to collaborating with hardware-selling enterprises. For instance, we have successfully sold SaaS solutions, including ERP systems, to diverse sectors such as manufacturing, construction, retail, IT, HR, and EHS management.
