SalesRoads

BACKGROUND

Introduce your business and what you do there.

I'm the owner of Martinka Consulting. We're a consulting firm and we work with clients that buy and sell small and medium-sized businesses. A big part of our job is to match buyers and sellers.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with VSA, Inc.?

We needed a reliable vendor to do phone calls for us. We used a few different phone services, but we were not happy with the results, so we started looking for a new company.

SOLUTION

What was the scope of their involvement?

VSA helps us support communication with business owners, who often have busy schedules. VSA mostly sets appointments and follows up with our clients on our behalf. We work with them on a project-by-project basis.

What is the team composition?

We mostly interact with two account managers, and there is a team of people who are making the calls.

How did you come to work with VSA, Inc.?

One of the colleagues in my network recommended them to us.

What is the status of this engagement?

We started working with them in 2016 and the relationship is ongoing.

RESULTS & FEEDBACK

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

We measure our success by how many people agree to talk to us and we've been happy with the results. We get a lot of compliments from our clients about VSA's professionalism.

How did VSA, Inc. perform from a project management standpoint?

We usually use email and phone to stay in touch and it's been a very smooth process.

What did you find most impressive about them?

They're very thorough, organized, and capable.

Are there any areas they could improve?

I can't think of anything.

Do you have any advice for potential customers?

Have reasonable expectations because picking up the phone and calling people is a tough job. Only about 5–10% of people who own a business are thinking of selling it, which is reflected in the metrics that we see. Also, understanding VSA’s process and following it will help you have a more productive relationship.

BACKGROUND

Introduce your business and what you do there. 

I'm the national sales manager for MaintStar, which manufactures software for state and local governments. We have two basic products. One product is for community development and land management and the other is for public works.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with VSA, Inc.? 

We’d just introduced the permitting and land management product. We started with zero references and zero customers. We needed help to build a pipeline and customers.

SOLUTION

What was the scope of their involvement? 

On a basic level, VSA, Inc. provides cold calling services. More broadly, they lead an inside sales telemarketing campaign to help us set up target markets. They help us identify customers in a specific area by creating a database of customers within each region. Since we work with small and local governments, potential clients could be cities, municipalities, counties, or states. They also advise us on how many touch points per customer and set up client demonstrations. 

VSA, Inc. works with us to determine the proper team size based on the size of our campaign. For example, they advise we need 3–4 agents if we want to market in California. We can get by with two agents in a smaller market. They adjust the budget depending on how many agents we hire. 

What is the team composition?

Our main point of contact is a client services manager. 

How did you come to work with VSA, Inc.?

Our marketing director set out to find a telemarketing partner. We interviewed at least a dozen companies. We eliminated companies if they were not a full consultation house. We required a partner who could be our inside marketing team. VSA, Inc. was ultimately selected based on their experience, their flexibility to change the size of their team, and their ability to give us advice.

What is the status of this engagement? 

Work started in the fourth quarter of 2016 and the engagement is ongoing.

RESULTS & FEEDBACK

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

We started in this market with zero customers. VSA, Inc. has introduced us to at least 25% of our current customer base, which is pretty substantial. One of the main reasons we’re so pleased with them is that they offer a very good return on investment. The revenue we make from new customers more than compensates the cost of their services. We're so happy with VSA, Inc. that we’ve expanded our business to use them for both product lines.

How did VSA, Inc. perform from a project management standpoint? 

Their team gets the highest marks for project management. I’d recommend them to any company looking for a top tier telemarketing team. It feels like they’re working inside my building even though they're actually across the country.

They communicate frequently so that we can make adjustments to campaigns as needed. We have a weekly call with the client services manager. If we're not getting the results that we want, they’ll advise us to consider a new campaign. If we’re exceeding our objectives, they’ll encourage us to run that campaign longer. Those adjustments are crucial to the success of our relationship. Not all campaigns are successful, but we can trust VSA, Inc. to let us know what resources should be put on which campaign. 

What did you find most impressive about them? 

Their communication is quite good. I don't expect them to be an expert in my business, but I do expect VSA, Inc. to let me know when they see success. We get daily updates if there’s any interest so we can respond to a potential client within an hour. Their CRM tool is solid. They provide good reports that allow me to determine how a campaign is going before our weekly call. They also can provide me with a recording of the conversation with a client if it requires complicated dialogue. Their flexibility to adjust the size of their team based on our changing campaigns is a huge plus.

Are there any areas they could improve?

No, I don’t see any room for improvement. VSA, Inc. is more of a partner than a vendor to us. They’re an exact model of what a telemarketing firm should be. 

Do you have any advice for potential customers? 

Have a good dialogue and be open to their ideas. VSA, Inc. is very knowledgeable and capable. It would be helpful to prepare your script, marketing campaign, and elevator pitch in advance. Lay out a campaign roadmap for them so that they know where you want to go. They’re quite efficient. They run campaigns quickly, so you need to think more than one step at a time. 

BACKGROUND

Introduce your business and what you do there.

I am the vice president and an account manager at a registered agent and compliance service provider. We offer corporate filings and nationwide registered agent services to entrepreneurs, law firms, and companies in the Fortune 500 and Fortune 1000.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

Although we are one of the larger companies in our industry, we felt that we were missing a substantial number of potential clients. However, our outreach efforts were not on par with what we needed. We engaged SalesRoads to cold call and set appointments with people on our behalf so that we could potentially win new business.

SOLUTION

What was the scope of their involvement?

We held a kickoff meeting so that we could teach SalesRoads about our services and determine the areas we wanted them to target first. After SalesRoads formulated a basic template of a script, we reviewed it and coached their team in a couple of areas that needed some polishing. We relied on them to identify potential leads, call the appropriate person at those companies, schedule appointments for our product demonstrations, and follow-up on those meetings in an attempt to close the sale.

What is the team composition?

John (Account Executive, SalesRoads) makes a majority of the calls on our behalf, but there are a few other callers, as well. I am unsure of the total team size.

How did you come to work with SalesRoads?

Our CEO met David (President, SalesRoads) at a networking event and had a productive conversation about the pitfalls we were facing in our industry. David provided some insight into possible solutions, and we felt comfortable hiring them to help us.

How much have you invested with them?

So far, we’ve spent more than $100,000.

What is the status of this engagement?

Our engagement began in November 2016 and remains ongoing.

RESULTS & FEEDBACK

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

Within three weeks, we had 20–25 calls scheduled with clients in areas we asked SalesRoads to target. Their team found a lot of success very early on, and our ROI has been substantial. Our internal account managers and salespeople didn’t have the experience to perform these duties, but SalesRoads has capably stepped in to fill an area of need for us. We’ve definitely become more recognizable to a more significant portion of possible clients.

How did SalesRoads perform from a project management standpoint?

They provide thorough reports of their call data and where their billable hours have gone. The sales cycle can sometimes last 6–12 months depending on the size of the client, but all along the way, SalesRoads gives us weekly or monthly updates.

What did you find most impressive about them?

Their greatest ability is identifying potential prospects and getting the correct person on the phone. That’s no small feat because the person who decides to procure our services is different at each company—it may be somebody in the financial, legal, or administrative departments, for example. The tricky part of our sales process is determining the correct person to contact, but SalesRoads is quick to find that information. They also sometimes identify what prospective clients need that they are not currently getting—an assessment they make before they ever reach the client on the phone.

We also sometimes fall into ruts because our sales cycle is so long. We’re still demonstrating our services to potential new clients and still following-up, but we may not close anything because of how long the cycle is. In those times, SalesRoads strives to come up with ideas for how to increase interest. Sometimes that’s deciding on a special promotion or a discount. Once we implement those discounts, SalesRoads returns to people we’ve met and alerts them to our specials. SalesRoads has been very proactive in their efforts to secure as many new sales as possible.

Are there any areas they could improve?

No, they’ve been wonderful to work with.

Do you have any advice for potential customers?

Give SalesRoads the time they need to go through their methods of learning your needs, learning the needs of potential clients, identifying those companies, and contacting them. It’s a time-consuming process, but let them do their jobs, and you won’t be disappointed with the results.  

BACKGROUND

Introduce your business and what you do there.

I’m the former founder and CEO of an online data backup and recovery company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We wanted more leads.

SOLUTION

What was the scope of their involvement?

SalesRoads created a script for the sales associates and managed our lead generation. They mainly did outbound lead generation by phone.

What is the team composition?

They provided a project manager and team of callers.

How did you come to work with SalesRoads?

We found them through a Google search.

How much have you invested with them?

We spent around $10,000 a month.

What is the status of this engagement?

We worked together from 2012–2014.

RESULTS & FEEDBACK

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

The profits from our partnership was nearly three times more than their price. They brought in so many leads that we had to hire more people to close the deals.

How did SalesRoads perform from a project management standpoint?

They were completely accessible and always available. They kept me updated, and we had weekly conference calls to track progress.

What did you find most impressive about them?

They were passionate about their job and wanted to help our business grow. I’ve worked with other call centers before, and SalesRoads was one of the best. They had a great company culture and worked well with our team.

Are there any areas they could improve?

No.

Do you have any advice for future clients of theirs?

Have a product that works well for cold calling and be involved with them.

BACKGROUND

Introduce your business and what you do there.

I’m the CEO and founder of Williams Grant Writing. We write grants and research funding opportunities to help non-profits achieve their goals.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

While we understood there was a market for our service, we needed an external firm to scale up our lead generation and sales processes. We hired SalesRoads for the project.

SOLUTION

What was the scope of their involvement?

We’re a relatively new company, so we didn’t have sales scripts or formal approaches to offer SalesRoads when we first reached out to them. As a result, we began the engagement by providing them with as much information about our company as possible. They used that information to develop a sort of sales playbook. Once the playbook was complete, they started training people to position and sell our services. We gave them a list of potential clients and they started methodically working through the list via an outbound calling campaign. They perform the entire sales process from cold-calling to closing. We’re still working with them and have every intention of continuing the relationship.

What is the team composition?

We primarily work with a sales manager. She oversees the 2–5 salespeople that are allocated to our account. We also communicate with their owner as needed.

How did you come to work with SalesRoads?

I originally met their owner at an entrepreneurial organization. They had recently achieved a prestigious milestone, so I knew they were a credible company. As a result, I was confident they’d do an excellent job.

How much have you invested with them?

The price goes up and down each month, but we’ve probably spent around $200,000 thus far.

What is the status of this engagement?

We hired them in April 2017 and the engagement is ongoing.

RESULTS & FEEDBACK

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

Our main goal related to lead generation was to build out partnership program client base. That’s our most expensive service and it provides us with reoccurring business. In one year, SalesRoads helped grow that program to include 32 companies. Their efforts have likely brought in around $1 million in revenue.

How did SalesRoads perform from a project management standpoint?

My life would be so much easier if every company we worked with operated as smoothly as SalesRoads. We gave them several sales objectives and they responded with solutions for each goal we laid out. I didn’t have to analyze each suggestion for pitfalls. Instead, they proactively communicate potential issues within each campaign and get ahead of problems. There was a lot of back and forth during the engagement’s early stages as they scrutinized various data points. Their subsequent feedback influenced the way we provide clients with our service. We usually interact via phone or email, but face-to-face meetings with their owner happen occasionally.

What did you find most impressive about them?

They’re a team of data-driven salespeople. Every sales firm makes similar claims, but SalesRoads actually delivers. Their goal is to create scalable campaigns that are repeatable and can facilitate measurable growth. Furthermore, they only accept customers with products or services that meld well with their capabilities.

Are there any areas they could improve?

No. They do great work for us, so I don’t have any significant criticisms.

Do you have any advice for potential customers?

The value they can provide depends on the client’s product or service.

BACKGROUND

Introduce your business and what you do there.

When I worked with SalesRoads, I was a business development manager at a Brand services company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We needed a company to help us connect with small business owners who were in need of our services.

SOLUTION

What was the scope of their involvement?

They reached out to groups of business owners, set appointments for us, and arranged educational seminars or flash sales. They did most of their work by phone, but we also had a small group of people that knocked on the doors. They adapted quickly to what we needed and were very open to learning and collaborating with us.

What is the team composition?

They assigned about 6–8 members of their team to our project. They also had a supervisor who oversaw them and worked with us directly.

How did you come to work with SalesRoads?

They were recommended to us. We did extensive research into different companies and decided that SalesRoads was the best fit for us.

How much have you invested with them?

We spent around $500,000. They billed us on a monthly basis.

What is the status of this engagement?

We worked with them between December 2014 and August 2017.

RESULTS & FEEDBACK

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

Our metrics were based on sales and whether or not they were renewed. While most customers were renewing at a 60% rate, their customers were renewing at 80–85% rate. That was by far the fastest growing group within the department, quickly becoming the most important and successful part of our company's growth.

How did SalesRoads perform from a project management standpoint?

They were very professional and results-oriented. They always had our best interests in mind and became part of our team.

What did you find most impressive about them?

They're some of the most intelligent people I've worked with. Also, they're very flexible and could easily adapt when we changed things around.

Are there any areas they could improve?

There was nothing over those years that went wrong. We were very much in sync.

Do you have any advice for potential customers?

Keep an open mind. Make sure you communicate clearly and understand what they're communicating to you. I have a startup company right now, and I'll definitely bring SalesRoads in when we're more ready to work with them.

BACKGROUND

Please describe your company and your position there.

We’re a global manufacturer of hydraulics, pneumatics, and electromechanical components. My position E-business Lead Generation Manager and involves driving prospects and lead generation programs globally. We use outbound dialing as part of this.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire SalesRoads?

We use them for project-based outbound dialing campaigns.

What were your goals for this project?

To generate marketing qualified leads in geographical and industry-focused projects.

SOLUTION

How did you select this vendor?

We based our decision on their experience in the industrial sector, as well as their ability to support short-term, project-based campaigns on an ongoing, ad-hoc basis.

They were able to provide package pricing based on a set number of hours, in addition to project management and training.

Describe the project in detail.

They began with approximately 142 hours of dialing, which elapsed over three weeks. Their services include project management support and training to dialers on a per-project base.

They also provide advice on our script writing and help conduct reviews with the end client to ensure sanctification. Qualified lead recordings are passed along for quality, training, and sales purposes.

What was the team composition?

Many of the dialers that work on our projects are consistent. That’s been valuable as they almost become an extension of our internal marketing team. There’s also a consistent project manager and account manager.

RESULTS & FEEDBACK

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

The campaigns have been extremely successful. Both our internal clients and distributors have been very happy with the results. We can attribute an ROI to the campaigns and show that to them. The outbound dialing continues to be a valuable tactic in our strategy to grow sales.

How effective was the workflow between your team and theirs?

The workflow is very easy and effective. They provide daily reports with recordings, as well as weekly reviews of the campaign to ensure our objectives are met.

What did you find most impressive about this company?

The ease of doing business with them is impressive. I have a great rapport with our managers.

Are there any areas for improvement?

No.

BACKGROUND

Introduce your business and what you do there.

I’m VP of new business development for a preventive healthcare PPO. We provide comprehensive physical exams for companies, targeting executives and then the total eligible population. In my role, I generate new business and look for potential clients.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

Originally, we had an internal team of outbound call coordinators who would generate introductory calls for the sales representatives. However, we weren’t happy with the quality of the leads we received. We needed resources to help us generate new leads.

SOLUTION

What was the scope of their involvement?

They assigned outbound call coordinators who generated interest and scheduled phone appointments for potential leads. In particular, we charged them with contacting larger companies with dispersed, self-insured workforces. They spearheaded the outbound prospecting campaign, drawing on their research and database to identify targets. Once they called and secured the appointment dates, they would pass the contacts to our sales representatives, populating our calendars directly with prospective clients.

In terms of the call script, we collaborated with SalesRoads to train the coordinators to solely establish appointments. They didn’t need to know extensive knowledge about our programs; they only needed to know enough to pique the client’s interest. We approached calls geographically so that coordinators could navigate specific market nuances. This ensured that their team understood the script’s content, delivered the key messages, and then allowed our sales representatives to close the deal.

What is the team composition?

While I don’t know the total scope of their involvement, I personally worked with 5–6 sales representatives including a project manager who oversaw the call team. I believe that their team focused on the VP-level calls. I worked with other executive sales directors in charge of different regional markets, but I’m not sure if they used SalesRoads to book their appointments.

How did you come to work with SalesRoads?

I had previously worked with them numerous times for other clients and was impressed by their president’s commitment to producing high-quality prospect analysis. Because I didn’t feel our in-house call coordinators could generate the right leads, I convinced my boss to work with them. Although we don’t work with them today because our pipelines and trajectory have changed, we consider our engagement a valuable partnership.

How much have you invested with them?

As I’ve mentioned before, I’m unsure of the total cost because I don’t know if they’ve worked with other teams. However, I believe we spent more than $50,000.

What is the status of this engagement?

Work lasted from November 2016–September 2017.

RESULTS & FEEDBACK

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

To determine the quantitative metrics, I’d have to examine the conversion rate for their generated leads. Unfortunately, we haven’t generated any reports so far, so I can’t speak on this front.

However, from a qualitative perspective, we value their responsiveness and willingness to do whatever we needed to accomplish our goals. We also built our sales pipeline based on SalesRoads’ contribution. Even now, I continue to recommend that they return to support our newer sales members, and I’ve even referred my personal acquaintances to work at SalesForce.

How did SalesRoads perform from a project management standpoint?

I worked extensively with their project manager who took care of everything. A responsive collaborator, she asked appropriate questions when necessary and made changes quickly. If we found a new lead or if they had an idea, we knew we could call or email them, and they would deliver results.

What did you find most impressive about them?

We appreciated their robust outbound prospecting campaign. They had an organized database as well as strategic research techniques that helped identify leads. As a result, we replaced our internal call coordinators with their team.

On a more personal note, I remember consulting for a tech company that wanted to increase their business. They had some spreadsheets with prospect names but couldn’t analyze them, so I reached out to SalesRoads’ president to review the data. Although my client ultimately didn’t use the information, it moved me how much time and effort SalesRoads invested in the analysis. I believe that they helped me because we had worked together before, and I really appreciated that.

Are there any areas they could improve?

I have nothing but the best to say about SalesRoads.

Do you have any advice for potential customers?

As with any outbound calling company, customers should provide clarity on their target audience and demographic profile including geographic location, age range, and title. This helps identify the best contact within prospective clients. Customers should also collaborate with SalesRoads to train their coordinators, ensuring that everyone understands the key messages and the call goals.

BACKGROUND

Please describe your company and your position there.

We're a marketing agency that focuses on data analytics and insights, helping our clients attract new customers using custom-set trigger points. I'm the sales director responsible for new client acquisition.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire SalesRoads?

We're always looking for new opportunities and clients, so we reached out to SalesRoads to help with prospect identification and lead generation via their outbound calling services.

What were your goals for this project?

Our main goal was to increase sales, but we also wanted to build out a real pipeline for the first time. Another goal was to increase awareness of our brand in our market.

SOLUTION

How did you select this vendor?

Initially, we did test runs of three different vendors. SalesRoads was superior in terms of quality of work, customer service, and attention to detail when it came to delivering our message to target prospects.

Describe the scope of their work in detail.

SalesRoads is an end-to-end partner, which is one of the biggest positives in working with them. They take several steps pre-launch, including educational calls to learn about our business, prospects, goals, etc. From that information, they would build out a custom call script and approach. They report on results on a regular basis as programs are run, making sure we are satisfied with results at the completion of each campaign that we've worked on together.

What was the team composition?

Their president, David, is accessible, along with several program managers that I have worked with. There are at least 5–10 different individuals who have helped out on our programs over the last two years, but David is available as well to help with whatever is necessary.

RESULTS & FEEDBACK

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

This is the only company we have worked with that we have been able to prove ROI from our engagement. Overall, sales have increased in triple digits since the start of our collaboration. SalesRoads remains a consistent partner that we task with our outbound appointment setting.

How effective was the workflow between your team and theirs?

I have gotten to know my program manager personally over the time we have spent working together, so the workflow back and forth is seamless. From the start, SalesRoads has done a good job of making sure pertinent details are shared openly. Our communication has been strong.

What did you find most impressive about this company?

I‘ve always been impressed with their attention to detail, from the discovery phase to actual program execution and results reporting.

Are there any areas for improvement?

No other vendor has been able to match what SalesRoads has done for us in terms of outbound lead generation and appointment setting.

BACKGROUND

Introduce your business and what you do there.

I’m the COO of HYCO North America. We design and manufacture large-scale hydraulic cylinders and systems for heavy-duty industries. We also offer customized engineering, production, and global service for mission-critical applications.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We needed help with prospecting and introducing our company to set appointments.

SOLUTION

What was the scope of their involvement?

SalesRoads provides appointment setting services for our sales team. They identify potential clients and companies. The team also provides an Excel detailed list and weekly reviews.

What is the team composition?

We work with 2–5 teammates from SalesRoads.

How did you come to work with SalesRoads?

We found them through an online search. We chose them because they had high ratings and were close to our geographic location.

What is the status of this engagement?

We started working together in July 2026, and the engagement is ongoing.

RESULTS & FEEDBACK

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

SalesRoads has generated thousands to millions of dollars in opportunities that we’ll convert soon. They also set 4-6 appointments a week. We track call volumes, the number of appointments, and the created opportunity values.

How did SalesRoads perform from a project management standpoint?

SalesRoads delivers on time. We communicate via virtual meetings, emails, and messaging apps.

What did you find most impressive about them?

SalesRoads is a quick learner. They’re very professional and responsive. The team feels like part of our team. We’re also impressed with the playbook they’ve written.

Are there any areas they could improve?

Need to connect them to our new CRM system.