
Consider this a reality check to make sure you’re on the same page with your potential sales partner and avoid a scenario where “failure” becomes your reality.
1. Know your stage: experimenting or scaling?
Is your company a seasoned leader in the B2B space or are you a startup still figuring out your ideal customer profile (ICP)?

Startup Scenario
Seasoned Company Scenario
For more established companies, most likely you already have something that works and you’re just trying to scale it further with an agency. If not, you have an idea of what might work for you, but need outside help to figure it out. The agency’s job then will be to amplify your existing, proven sales strategies and generate a higher volume of qualified leads.
2. Your definition of a ‘qualified meeting’ might be different for the SDR agency
Out of curiosity, we asked ChatGPT to give us its definition of a ‘qualified meeting’. This was the response:

- “What does a qualified meeting mean to me?”
- “What does a qualified meeting mean to the SDR agency?”
The definition of a “qualified meeting” often varies, leading to misaligned expectations. Companies expect Sales Qualified Leads (SQLs) from their SDR agencies. However, agencies often deliver Marketing Qualified Leads (MQLs), half of which will be SQLs. So if you want a higher number of SQLs, be prepared to invest more in your SDR agency to achieve these results.
Set clear expectations on what a “qualified meeting” is and what your agency can realistically deliver within a specific period of time.
3. Have a clear understanding of what you are selling
You need to give the agency a focus. Focus is key. Identify 1-2 products or use cases with the highest sales potential and let them concentrate on these. This gives them a clear target and increases their chances of success, which also increases your chances of success.
4. Cold and warm sales cycles are very different

An SDR agency does cold outreach (eg. LinkedIn outreach), which is fundamentally different from inbound sales. Cold sales cycles are much longer than warm sales cycles (or inbound sales cycles). If you’re used to quick closes from warm leads or referrals, get ready for a longer journey with cold leads.
Conclusion: are you ready for an SDR agency partnership?
Want to know how we can help you? Check out our B2B success stories.