Today’s episode welcomes Kyle Vamvouris, CEO of Vouris. They help B2B SaaS and service companies build their SDR and AE teams. Vouris uses a data-first approach to structure teams, optimize performance, and to ultimately develop a repeatable sales process. Kyle has worked with over 70 B2B companies, generated $100m+ in sales, helped raise over $280m in venture capital and written 3 sales books.

Improving your sales through tactical means can only get you so far. When consulting startups, Kyle has noticed that many sales organizations fail to become data-driven and end up building unnecessary bottlenecks by focusing on the wrong growth paths.

After a career of selling everything from transactional products to B2B software, Kyle went out on his own and started Vouris. At the time he had 2 small kids and he was the sole financial provider for his family. Even when he secured his first 2 clients, he still couldn’t afford to pay himself a salary. As he kept investing back into the business, a year later he was quickly hit with the opposite problem - spending 39 hours/week on client calls alone.

Once you’re past the stage where you can sustainably service all your clients alone, the logical next step is to start hiring. Kyle initially wanted his new team to take over client deliverables, but it quickly backfired. When you’re hiring someone to deliver on your behalf, you can’t expect them to take over what you’re doing without proper guidelines, systems and operational procedures.

In a service based business, you should focus on hiring those who can fill in the gaps between the business functions that you’re best at. Kyle’s agency journey improved significantly after he finally filled the operational part of his business and got to focus on sales and marketing.

Tune into the full episode to learn how to build an agency from 0!

HIGHLIGHTS:
01:58 Should sellers be data-driven?
03:42 Kyle’s sales journey
06:39 Building a sales agency
08:33 The challenges of building a team
09:44 How to make the right hires
11:34 The value of experience
17:24 Talk to your customers!

Connect with Kyle - https://www.linkedin.com/in/kylevamvouris/

Connect with Mikael - www.linkedin.com/in/mikaeldia/