Pre-Call Research for Agency Sales
Prepd
Sales Research
Selling to agencies requires understanding their unique business model: they succeed when their clients succeed. This guide shows you how to research agency prospects and position your solution as enabling their client results.
1Understand Their Client Portfolio
Agencies are defined by their clients. Research who they work with, what industries they serve, and what client results they showcase. This helps you understand what they value and how your product can help them deliver better results.
Key Takeaways
- Review their case studies and portfolio
- Identify their target client industries
- Note the results they highlight
- Understand their client engagement model
2Research Their Service Offerings
Know exactly what services they offer and how they're positioned. Are they full-service or specialized? Are they focused on strategy, execution, or both? Understanding their offerings helps you position your product as enhancing their capabilities.
Key Takeaways
- Identify their core service lines
- Note their specializations
- Understand their value proposition
- Look for service gaps you could fill
3Identify Growth and Scaling Challenges
Agencies often struggle with scaling while maintaining quality. Research their team size, recent hires, and growth trajectory. Understanding their scaling challenges helps you position your product as enabling growth without compromising results.
Key Takeaways
- Note their team size and growth
- Identify operational challenges
- Look for efficiency pain points
- Understand their capacity constraints
4Study Their Tech Stack and Tools
Agencies use many tools to serve clients. Research what platforms they use, what integrations matter, and whether your product complements or competes with their existing stack. Being 'agency-ready' often means fitting into their established workflows.
Key Takeaways
- Identify tools they promote expertise in
- Note their preferred platforms
- Understand their workflow requirements
- Position your tool as complementary
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