A company specializing in a unique type of imaging technology had recently acquired a groundbreaking product designed to strengthen security for a niche market.
The product had already been proven successful within this market, with a dramatic impact on day-to-day operations. But getting the word out and building brand awareness was a challenge. The company simply did not have the bandwidth to reach out to as many prospects as it would like on its own.
So their Director of Sales began researching lead generation and appointment-setting companies, and this spring chose VSA to help grow their sales pipeline.
Since then, VSA has consistently met or exceeded program expectations, averaging more than two scheduled appointments a week despite targeting difficult-to-reach decision-makers. Sixteen percent of conversations have yielded positive results (appointments scheduled or rescheduled, future opportunities, information requests, referrals). A program that was initially slated to last eight weeks is now at six months and counting.
The Director of Sales shared her thoughts about the campaign and her experiences working with VSA.
Q: How did you come to work with VSA?
A: I researched a number of lead generation companies, talked with each and chose the one that our leadership felt would best meet our needs and would give us the potential for immediate results. We wanted to use a third-party expert and avoid the time and expense of hiring another full-time employee.
Q: What challenge were you trying to address with VSA?
A: We wanted to build our visibility and brand awareness. Our short-term goal was to have VSA Prospecting add volume to our sales efforts and gain more leads that allow us to expand our customer base quickly. We wanted to increase brand awareness through volume of new contact calls.
Q: What was the scope of their involvement?
A: VSA Prospecting has been able to reach out to significantly more prospects than we currently are able to do on our own. They have been able to generate a steady flow of weekly leads and scheduled phone call appointments.
VSA’s BDRs will call through the records on various lists, attempting to reach decision-makers and validating, updating, and completing the information on each record.
We had the option to choose the number of program hours per week that worked best for our budget.
We have enjoyed minimal disruption to our own sales team’s current workflow.
Q: What is the team composition?
A: The staff is highly skilled, knowledgeable, and experienced and have assigned us the right set of BDRs for our program.
Q: What evidence can you share that demonstrates the impact of their engagement?
A: We receive weekly call reports to show the number of calls made for the week, the number of appointments scheduled for the week and the cumulative totals since the launch date. They continue to be consistent with getting us a handful of good, quality leads each week.
Q: How did VSA perform from a project management standpoint?
A: The leadership team continues to help us meet our program goals and does an excellent job communicating with us daily, and then during our weekly recap scheduled team meetings.
Q: What did you find most impressive about them?
They are professional and very easy to work with. They understand our needs and goals and are willing to put the time and effort into helping us expand our outreach and grow our business.
We would recommend them to other companies looking to quickly find the right potential new customers who fit their buyer personas.
Q: What are your overall thoughts about working with VSA?
A: VSA Prospecting has met our expectations. Their experienced team continually drives traffic from high-quality prospects that we expect to become high-value customers in the future. They understand the importance of their role in helping us grow our sales pipeline and business.
We appreciate all of their hard work and efforts!
*****
Interested in learning how VSA can develop a customized appointment-setting campaign to benefit your business? Give us a call or drop us a message. We’re always excited to talk about ways to help companies fill their sales funnels.