When it comes to outsourcing your lead generation and appointment-setting needs, there are dozens of companies out there promising the tools and technology to do the job.
But there’s a big difference between simply hiring a lead generation vendor and starting a relationship with a true collaborative partner. A vendor might offer the resources and services you’re looking for, but only a partner provides customized solutions, ongoing communication, detailed reporting, and strategies unique to your specific sales goals.
Business relationships are often seen as cold and impassive, but VSA has always taken the opposite approach with our clients. We see ourselves as an extension of your company and are as invested in helping you grow your business, fill your sales pipeline, and close deals as you are. We never settle for second-best, and our unique approach defines your entire engagement and helps your campaign run much more smoothly.
This mentality has allowed us to build long-term relationships with clients and consistently deliver ROI-positive results. As one client shared in a recent review: “VSA is highly participatory and is fantastic at reporting and communicating.”
You can’t have a true collaborative partnership without emphasizing certain values. Here are five of the most important:
1. Partner communication
Sounds obvious, but too often communication is taken for granted in business relationships. It’s not just about dotting the i’s and crossing the t’s and making sure all the paperwork is in order. It’s about truly understanding the needs and expectations of the client, and in turn, sharing the exact plan for meeting those needs and expectations. It’s about listening, bouncing ideas off each other, and respecting what each side brings to the relationship.
VSA recognizes that we don’t know our clients’ business the way they do, but we always strive to learn as much as possible, not just during onboarding but throughout the entire campaign. What we bring to the table is 21 years of lead gen and appointment-setting experience, expertise, and best practices. This exchange of knowledge helps keep our relationships with clients thriving and their sales goals within reach.
2. Flexibility
No two clients are exactly alike, which means no two lead generation programs are exactly alike. Even if two companies are selling similar goods or services, their target prospect lists, messaging, and calling strategies could be dramatically different.
A true B2B lead generation partner knows there are no “one-size-fits-all” solutions. VSA works closely with our clients to develop programs that best fit their needs, which often means thinking outside the box. We know which best practices have been proven to work, but we are also a data-driven organization. If the data shows a particular approach isn’t working, we’re always willing and able to pivot to something new.
3. Transparency
There’s nothing worse than thinking everything is going swimmingly with your partner, only to find out months later that they were hiding something the whole time. This is true in both personal and business relationships.
VSA never hides anything from our clients. We meet regularly with them throughout their campaign, sharing weekly reports and status updates that they need to know. Clients never have to guess how their lead gen programs are faring or if we’re helping them meet their goals; it’s all right there in the data.
4. Accountability
Of course, it’s not enough just to make sure your partner is aware of any issues in the relationship. You also need to take responsibility and work to address the problem without trying to make excuses or casting blame. For VSA, this is reflected in one of our core values: “We own what we do.”
Before a program launches, we are open and upfront with clients about what they should reasonably expect in terms of the number of conversations with decision-makers and the number of scheduled meetings. If we’re falling short of those expectations, we collaborate closely with the client to find solutions. Some challenges are harder to overcome than others, especially in the world of complex B2B sales, but we never stop trying to solve them.
5. Attentiveness
Imagine hiring a company to assist with your lead-generation needs, only to immediately feel like you’re being marginalized or ignored while waiting for the program to launch. VSA makes new clients feel welcome from Day 1, not just with one or two people, but with an entire team of employees ready to share their skills on the client’s behalf.
When new clients first meet with us during the onboarding process, they don’t just talk to the program manager assigned to their campaign or the sales executive who brought them onboard. Various other members of the VSA leadership team also participate in the calls, as well as the database marketing analyst, the content writer, and, often, the CEO herself. Before officially launching the campaign, the client’s reps also meet with the business development representatives (BDRs) who are assigned to the program. Meanwhile, behind the scenes, our tech team is preparing processes designed to support the client’s specific needs so that it all will come together successfully.
This team-based approach continues throughout the campaign and ensures that a wide range of VSA employees is familiar with each client. As one of our clients wrote in a review: “It’s not just a calling campaign to them; they really want to understand our customers and us so they can do the best job possible.”
Conclusion
If all you’re looking for is a vendor to help with your lead generation needs, there are countless available options. However, if you’re looking for a true collaborative partner, the choices are a lot less plentiful.
From our very first client in the summer of 2001, VSA has prided ourselves on being that type of partner. We know that no business relationship is perfect, but we are committed to doing everything we can to keep our clients satisfied and their sales pipelines full no matter what niche we are working with, such as education, technology, medical, and so on.
Whether you’re looking for outbound call center services, inbound, or a combination of both, give us a call. We’re always excited to learn how we can collaborate with you to help you achieve your sales goals.