GenSales - B2B LeadGen

BACKGROUND

Please describe your company and your position there.

I am the owner at Westmoreland Commercial Roofing. We service mostly flat and low slope roofing with a push towards sealing and restoring existing roof.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire GenSales - B2B LeadGen?

We had one of their sales reps reach out to us with the prospect of doing some telemarketing.

What were your goals for this project?

Our goals were to have a consistent lead generation.

SOLUTION

How did you select GenSales - B2B LeadGen?

They seemed very professional. Also we really liked their set up of only paying per lead. This put the responsibility back on them to actually be productive and get results for us.

Describe the scope of their work in detail.

They are providing a list of building owners, cold calling them and setting up the appointment for our sales team to inspect and quote their roof projects.

What was the team composition?

They have been very good in their communication level with us. I have some contact with the sales rep that brought us on board and then Heather which manages our account. She has a team under her that do the calls. I'm guessing about 3 callers.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

It's a little early to give any definitive numbers in sales but we have seen a marked progress in the number of bids that are being placed.

How effective was the workflow between your team and theirs?

Overall their integration with our team has been excellent. We did have one issue with a client where it seemed like he was frustrated with the caller. After talking it over with the manager, she went back and listened to the call and seemed very open to the criticism. Other than that, I have been very pleased how almost all clients have no idea this is a marketing company but think that the caller was an employee of the company. This makes for a seamless process between the caller and the sales rep. This is definitely a 5 star area of the company.

What did you find most impressive about this company?

The team seems like hardworking and honest people who we enjoy working with.

Are there any areas for improvement?

Honestly I can't think of anything. These people are great and deliver on what they promise.

BACKGROUND

Please describe your company and your position there.

I am the founder and CEO of TurtleWIse, Inc., an online wisdom-sharing site. Think Match.com for advice. We recently pivoted to a B2B strategy targeting the corporate DE&I and Education space.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire GenSales - B2B LeadGen?

Finding potential clients who are qualified leads so that TurtleWise internal resources can focus on the close and service delivery.

What were your goals for this project?

2-3 qualified leads a week with a undisclosed revenue target.

SOLUTION

How did you select GenSales - B2B LeadGen?

I vetted several Sales team partners and they seemed to be the best fit from an ease of onboarding, art and science process, commitment to delivering on the outcomes and willingness to create along the way.

Describe the scope of their work in detail.

We set a specific number of hours of calling to very targeted potential clients. They developed a target list with valid contact information and allowed me to provide feedback on the selected caller.

Emails and phone numbers were set up for the caller to appear as a member of the internal TurtleWise team. Calls were made and when potential clients agreed to have further conversations with TurtleWise, those follow-up were scheduled immediately.

What was the team composition?

1 caller for a monthly commitment to calls as well as 3 senior leaders of the GenSales team to oversee progress an to learn from every interaction.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

we achieved roughly 4 prospects a month half of which have turned into clients now and the other have asked to be followed up with in a few months to align with their budget cycle.

How effective was the workflow between your team and theirs?

Very effective with weekly calls and more frequent emails.

What did you find most impressive about this company?

GenSales' willingness to innovate and learn along the way is impressive and commitment of the owner and senior team to our success, even though we most likely are one of their smaller clients.

Are there any areas for improvement?

Acceleration of the onboarding process might get us into action even sooner.

BACKGROUND

Introduce your business and what you do there.

We’re a provider of hardware and software solutions for the healthcare industry, primarily selling to the radiology and energy market. I’m the director of sales. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with GenSales - B2B LeadGen?

We needed to generate leads through sales demonstrations.

SOLUTION

What was the scope of their involvement?

They assigned a team to our organization that made calls to hospitals and imaging centers across the country with the goal of setting up demonstrations for our company. We provided them with a list of hospitals to call and worked with them to build a script for their callers to use. They made calls and followed up with potential clients through their CRM software. That way, they were able to make several calls until they came up with a disposition of each lead.  

What is the team composition?

I worked with a project manager, VP of sales, president, and callers.

How did you come to work with GenSales - B2B LeadGen?

I was referred to them by a colleague in the industry and was impressed with their capabilities after interviewing them. We decided to hire them based on that experience.  

What is the status of this engagement?

We’ve been working with them since December 2018.  

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

We tracking their success through the number of demos set up and deals closed by their team. Over the last few months, the numbers of demos set up have been particularly strong. In terms of deals closed based on demos they’ve set up, that remains to be seen. In our industry, sales cycles can last between 3–24 months, so we’ll see if their work ends up closing more deals.    

How did GenSales - B2B LeadGen perform from a project management standpoint?

They’ve been pleasant and very easy to work with throughout the engagement. The project manager and VP of sales have been very responsive to our needs. The callers have also been very professional, knowledgeable, and skilled at their jobs. I’m impressed with their process and personnel. We communicate through weekly calls during which we engage with the callers and project management team. 

What did you find most impressive about them?

Their process and project management skills are very organized and impressive. 

Are there any areas they could improve?

Sometimes, there are stops and starts with callers because of turnover and onboarding. However, we’ve had a very strong run with them, especially in the past six months. 

Do you have any advice for potential customers?

Stay engaged and responsive to them.  

BACKGROUND

Introduce your business and what you do there.

I’m the marketing manager at Tudi Mechanical, a HVAC mechanical contractor with two offices, one in Pittsburgh and Tampa. We’ve been in business for over 30 years and we’ve since grown to be an industry leader in both markets.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with GenSales - B2B LeadGen?

We were looking to refine our overall sales process. As we started to lay that out, we noticed that our salespeople didn’t necessarily enjoy spending their time doing lead generation on the frontend, like cold calling, to get appointments. We decided to outsource that particular piece of the process, so we hired GenSales.

SOLUTION

What was the scope of their involvement?

We really integrated them directly into our process and they do the lion’s share of our appointment-setting and lead generation efforts on the frontend. They provide voice services. They call into our database of prospects and are a direct representation of our business.

They learned our story and services and the value that we bring to our customers, and they’re able to tell that story. They basically tee-up opportunities for us and our team for three different campaigns. 

What is the team composition?

There is a team of four callers dedicated to those accounts. We work closely with Dave (Founder & CEO) and Kristen (Recruiting & Quality Control) is our account manager. 

How did you come to work with GenSales - B2B LeadGen?

We were referred through a mutual business partner.

How much have you invested with them?

We spend approximately $80,000 per year. 

What is the status of this engagement?

We’ve been working together for around 12 years, since March 2008. Our engagement is ongoing. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

We measure the conversion rates of the appointments they set and the quality of those appointments. Through our CRM and sales process, we tag that as a lead source throughout the lifecycle of that customer. 

Through the campaigns they run, we average about 60 appointments per month. Those are typically warm, qualified leads. We have a pretty good success rate of about 40% of those turning into ongoing annual maintenance customers for us. 

How did GenSales - B2B LeadGen perform from a project management standpoint?

They’ve been great to work with. The process is very collaborative. We have a lot of custom elements that are part of our campaigns and they’re always open and receptive to our feedback and being a part of that process. Part of my role is managing our relationship and monitoring the integration and appointments, and they’ve been phenomenal to work with in those ways. 

We have monthly calls with the entire team so we can bounce ideas off each other and talk about what we’re all seeing in the marketplace. We’re able to brainstorm and give feedback to streamline and make their jobs easier and more effective. 

What did you find most impressive about them?

They’re experts in that space. We’ve worked with other telemarketing firms and they just couldn’t perform to the same level of quality and volume as GenSales. They go out of their way to understand our business and operate as a full extension of our team. We look at them as employees of our business. 

Are there any areas they could improve?

No, it’s been great working with them. 

Do you have any advice for potential customers?

There are a couple of different ways to approach it — every company is different. Some are hands-off and some, like ours, are pre-qualifying things on our end before feeding it to them. We find the most value in being interactive and engaged, having communication and feedback with them. That has been the key to our success with them.

BACKGROUND

Please describe your company and position.

I am the Co-founder of LeverX

Describe what your company does in a single sentence.

We specialise in IT Service and IT Consulting

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire GenSales - B2B LeadGen to accomplish?
We hired GenSales - B2B LeadGen to enhance our sales pipeline by generating qualified leads and setting up appointments with potential clients in the IT sector.

SOLUTION

How did you find GenSales - B2B LeadGen?

Online Search

Why did you select GenSales - B2B LeadGen over others?

• Pricing fit our budget
• Good value for cost
• Company values aligned

How many teammates from GenSales - B2B LeadGen were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

The scope of work included comprehensive lead generation strategies tailored to our target market, utilizing cold calling campaigns and other effective methods to identify and engage with decision-makers.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

The project resulted in a significant increase in the number of qualified leads entering our sales pipeline, ultimately leading to a boost in revenue and business growth.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

They consistently delivered on their promises, providing timely updates and responding promptly to our needs and inquiries.

What was your primary form of communication with GenSales - B2B LeadGen?

Email or Messaging App

What did you find most impressive or unique about this company?

Their deep knowledge of the IT industry and dedication to delivering results set them apart from other lead generation companies.

Are there any areas for improvement or something GenSales - B2B LeadGen could have done differently?

No, there was nothing they needed to improve on.

BACKGROUND

Please describe your company and position.

I am the Senior Electrical Engineer of Arup

Describe what your company does in a single sentence.

We are an expert in design and consultants services

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire GenSales - B2B LeadGen to accomplish?

• We asked GenSales - B2B LeadGen to help us increase our sales leads and appointments for our Design Services Company.

SOLUTION

How did you find GenSales - B2B LeadGen?

Online Search

Why did you select GenSales - B2B LeadGen over others?

• Pricing fit our budget
• Company values aligned

How many teammates from GenSales - B2B LeadGen were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Their scope of work included identifying prospects, engaging with them through personalized pitches, and scheduling appointments with interested parties.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

The number of qualified leads and scheduled appointments doubled within a short period, leading to tangible business growth.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Whenever we required adjustments or additional support, they were quick to accommodate and ensure our satisfaction.

What was your primary form of communication with GenSales - B2B LeadGen?

Email or Messaging App

What did you find most impressive or unique about this company?

They took the time to learn about our services and target audience, resulting in highly effective lead generation strategies. This was highly impressive.

Are there any areas for improvement or something GenSales - B2B LeadGen could have done differently?

No, they exceeded our expectations.

BACKGROUND

Please describe your company and position.

I am the Co-founder of Zevero

Describe what your company does in a single sentence.

We help companies measure, monitor, and reduce their carbon footprint using software.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire GenSales - B2B LeadGen to accomplish?

• We hired GenSales - B2B LeadGen to boost our sales by generating qualified leads and setting up sales appointments for our Environmental Service Company.

SOLUTION

How did you find GenSales - B2B LeadGen?

Online Search

Why did you select GenSales - B2B LeadGen over others?

• Great culture fit
• Good value for cost

How many teammates from GenSales - B2B LeadGen were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

They efficiently identified prospects, engaged with them, and scheduled appointments for our sales team.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Thanks to GenSales - B2B LeadGen's efforts, we witnessed a significant increase in the number of qualified leads.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Their prompt communication and flexibility ensured a smooth collaboration throughout the project.

What was your primary form of communication with GenSales - B2B LeadGen?

Email or Messaging App

What did you find most impressive or unique about this company?

What impressed us the most was their ability to understand our unique requirements and tailor their approach accordingly.

Are there any areas for improvement or something GenSales - B2B LeadGen could have done differently?

No, Nothing in mind

BACKGROUND

Please describe your company and position.

I am the CEO of an ecommerce company 

Describe what your company does in a single sentence.

Affiliate marketing program

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire GenSales - B2B LeadGen to accomplish?

• Setup Zoom Meetings
• Find Individuals Interested in Our Program

SOLUTION

How did you find GenSales - B2B LeadGen?

• Online Search
• Clutch Site

Why did you select GenSales - B2B LeadGen over others?

High ratings

Describe the scope of work in detail. Please include a summary of key deliverables.

We have an affiliate program for our agencies sales network. The objective was for GenSales to target a specific demographic and setup 15 minute Zoom calls for our VP to introduce himself and explain the program.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

We were aiming for one new affiliate, with a potential client who would be interested in our offering.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

I found their project management lacking. They did not deliver items on time, and there were significant issues with lead targeting. Despite our willingness to assist with objections and provide market insights, GenSales did not engage in review meetings or discussions, missing opportunities for campaign improvement. We also did not receive feedback on encountered objections, crucial for success. The campaign ended without a wrap-up meeting or communication, resulting in a disappointing outcome.

What was your primary form of communication with GenSales - B2B LeadGen?

Email or Messaging App

What did you find most impressive or unique about this company?

The most impressive aspect of GenSales, despite the challenges I encountered during our collaboration, was their initial concept for the calling campaign. It held promise and had the potential to generate positive results.

Are there any areas for improvement or something GenSales - B2B LeadGen could have done differently?

• Lead Targeting: They could have improved their lead targeting to ensure that the provided leads, or outbound calling lists aligned more closely with the specified demographic. This would have resulted in more qualified prospects and a higher chance of success. 
• Communication: It would have been advantageous if GenSales had maintained more open and regular channels of communication throughout the campaign. This could have involved active participation in scheduled review meetings and discussions, which would have allowed us to identify and address issues in real-time. Additionally, involving us in reviewing the sales script and collaborating on ideas to overcome objections would have been beneficial. Unfortunately, as of now, we remain unaware of the reasons behind any rejections, which limits our ability to make necessary improvements. 
• Feedback: Providing feedback on objections encountered during the campaign is essential for continuous improvement. Responses to any of our concerns frequently felt like generic ChatGPT style responses. 
• Campaign Conclusion: A wrap-up meeting or final communication at the end of the campaign would have been appreciated. This could have included a review of the campaign's overall performance and suggestions for future improvements.

BACKGROUND

Please describe your company and position.

I am the CEO of Global Gate USA Inc.

Describe what your company does in a single sentence.

We specialize in real estate, private equity and wealth management.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire GenSales - B2B LeadGen to accomplish?

• We engaged GenSales - B2B LeadGen with the strategic goal of bolstering our client acquisition efforts in the realms of real estate, private equity, and wealth management.
• Our primary objective was to secure qualified sales leads and set up valuable appointments with potential clients in these niche industries.

SOLUTION

How did you find GenSales - B2B LeadGen?

Online Search

Why did you select GenSales - B2B LeadGen over others?

• Pricing fit our budget
• Great culture fit
• Good value for cost

How many teammates from GenSales - B2B LeadGen were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

The scope of our engagement encompassed tailored cold calling campaigns, meticulously designed to resonate with our target audiences in real estate, private equity, and wealth management. GenSales - B2B LeadGen was responsible for not only generating leads but also for initiating contact with potential clients and securing appointments for our sales team.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

The leads provided by GenSales - B2B LeadGen were of exceptional quality, resulting in a significant uptick in successful conversions. The steady influx of qualified leads directly contributed to enhanced revenue generation within the targeted sectors.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

The GenSales - B2B LeadGen consistently displayed excellent project management throughout the engagement. They constantly kept appointments and delivered leads on time. In order to ensure a smooth and effective partnership, their crew remained extremely responsive to our changing demands and wishes.

What was your primary form of communication with GenSales - B2B LeadGen?

Email or Messaging App

What did you find most impressive or unique about this company?

What truly set GenSales - B2B LeadGen apart was their adeptness in comprehending the nuances of our industries. Their team demonstrated an in-depth understanding of real estate, private equity, and wealth management, allowing for highly personalized communication with potential clients. This tailor-made approach greatly contributed to their impressive success rate.

Are there any areas for improvement or something GenSales - B2B LeadGen could have done differently?

No area worth mentioning. GenSales - B2B LeadGen has exceeded our expectations.