SalesRoads

BACKGROUND

Introduce your business and what you do there.

We’re a managed service provider (MSP) that implements technology services for companies within the New York City metro area. As the operations manager, it’s my duty to make sure the company is running smoothly.

OPPORTUNITY / CHALLENGE

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

We’ve traditionally secured a lot of our leads through client referrals, networking, and internet hits. But we also leverage outbound strategies. VSA, Inc. provides prospecting services for us, which involves cold calling individuals to find qualified leads.

SOLUTION

What was the scope of their involvement?

I typically work with my client manager to go over my list of criteria before they start pursuing leads. Then, they use an email account that we’ve set up to contact prospective clients as if they were a part of our firm. This requires them to have an in-depth understanding of our services, from our cloud offerings to the intricacies of our systems.

During the outreach process, they answer any questions a lead may have and try to schedule a sales meeting with me. I appreciate how well they can communicate with the leads—they aren’t just saying anything to secure a meeting; they’re using the right terms to really vet for qualified buyers.

What is the team composition?

I work with Mark (Program Manager, VSA, Inc.), Ken (Registered Representative, VSA, Inc.), and two other reps. In the 7–8 years I’ve worked with them, they’ve retained their team members well. That has given me the chance to know their people one-on-one. They know my personality, and I know theirs.

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

I met them years ago after using several cold-calling companies around the country. Because VSA, Inc. is located in New Jersey, I think that they have the right temperament to deal with the clientele in our area.

How much have you invested with them?

I’ve spent between $50,000–$100,000 in total so far. I pay them $3,000 per month just for cold calling, $500 for the first meeting that they get us, $600 for the second meeting, and so on. My spend varies between $5,000–$5,500 per month.

What is the status of this engagement?

I started working with VSA, Inc. on April 2014 and still do. I’ve also brought on another prospecting company to get a bit more diversity, but VSA, Inc. is still my primary bread and butter.

RESULTS & FEEDBACK

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

For the most part, they’ve been helpful in getting 1–2 meetings per month, which is no easy task. There have been times when we couldn’t get a single meeting. Other months, they’ll score 4–5 meetings, and my partners will tell me to slow down. Having them take on client outreach has also allowed me to work on other tasks.

In terms of feedback, they’re well-equipped to deal with New Yorkers. I sometimes listen to recordings of their calls to check how leads respond to them. Dealing with people can be hard because it’s not a black-and-white matter, but VSA, Inc. does well.

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

They run the campaign themselves and are phenomenal about communication. They email me as soon as they get a lead, providing all of the necessary information and accommodating my schedule as it changes.

What did you find most impressive about them?

I respect how much their reps care about their work; it’s not just about making the most money to them. A couple of months ago, we hit a lull in meetings, so I told my point of contact that I needed to bring in another company. They said that they only wanted what was best for my business and were completely honest about it all. 

Are there any areas they could improve?

I’m sure there are things to improve, but everything that I’ve seen has been on point.

Do you have any advice for future clients of theirs?

It’s important to remain involved in the process. You can’t just throw money and demand clients—you need to work with them so that they understand what kind of company you are and how to convey that over the phone.

BACKGROUND

Please describe your company and your position there.

I am the owner and founder of Cadsourcing, LLC. We provide outsourced computer drafting services to architects and engineers throughout the US with an emphasis in the telecom industry.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire SalesRoads?

SalesRoads was hired to contact potential clients in the telecom industry, tell them about our services, see if there was a good product fit and if possible setup a follow up meeting with another person on the Cadsourcing sales team.

What were your goals for this project?

Our goal was to increase industry awareness of our services and where possible start a conversation with potential leads and ideally setup a follow up call with a Cadsourcing Account Manager to sign them up for our services.

SOLUTION

How did you select this vendor?

SalesRoads was recommended to me by a colleague of mine.

Describe the project in detail.

Salesroads spent several weeks learning about our company, sales process, existing pitch strategy, past clients and goals for this campaign. They then developed a pitch in coordination with feedback from our office. During the campaign SalesRoads meets with us on a weekly basis to discuss calls made during the week, questions that have come up and any company news that they may want to use in their calls with potential clients.

What was the team composition?

There are 4 people on the SalesRoads team that we interact with. We have one primary sales person making the calls for us and he is supported by additional staff on the team.

RESULTS & FEEDBACK

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

SalesRoads has been able to meet our goal of 9 meetings arranged each month. They have shown an ability to learn our business and communicate that effectively with out clients.

How effective was the workflow between your team and theirs?

Communication and data tracking has been superb and contributed to the success of our campaign.

What did you find most impressive about this company?

I'm impressed by their work effort, desire to be successful, and willingness to make adjustments and changes as suggested by our office to improve their results.

Are there any areas for improvement?

I can't think of any needed areas for improvement.

BACKGROUND

Introduce your business and what you do there.

I’m the COO of a company that lends money to small businesses and contractors.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We were looking to improve lead generation and lead qualification for prospective customers that could use our lending services.

SOLUTION

What was the scope of their involvement?

SalesRoads used Salesforce and dialing technology to generate, investigate, and research leads for our business.

What is the team composition?

We worked with four members of SalesRoads. There were two calling agents and two managers.

How did you come to work with SalesRoads?

The president of SalesRoads is a longtime contact of mine. I knew about the business and they were a good fit. I was confident they could learn our needs quickly and get the program up and running. 

How much have you invested with them?

We paid about $10,000 per month.

What is the status of this engagement?

We worked with them from July 2018–February 2019.

RESULTS & FEEDBACK

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

We learned a lot about our leads and about our market in the course of working with SalesRoads. We had some success in economically generating leads for our business that serves contractors. 

Through the course of the work, we realized we’re in a hard market to reach with phone-based lead generation. However, they were able to quickly understand our business and work iteratively with us. Throughout, they demonstrated a kind of flexibility and a willingness to work with us to make the program successful.

How did Sales Roads perform from a project management standpoint?

They were very responsive to our questions and our needs. They were committed partners in working with us to make the program successful.

What did you find most impressive about them?

They were responsive to feedback from us, our market, and the leads they were calling. They were very collaborative, constructive, and creative in helping to design ways to make the program more effective.

Are there any areas they could improve?

Nothing obvious comes to mind.

BACKGROUND

Introduce your business and what you do there.

I'm the director of business development for a software company.

OPPORTUNITY / CHALLENGE

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

We engaged VSA for lead generation and appointment setting services through a campaign to identify business owners interested in strategic partnerships and opportunities. 

SOLUTION

What was the scope of their involvement?

VSA researched and identified a list of healthcare and software companies to reach out to. They then set up appointments with C-suite individuals to speak to our team about possible business opportunities with our company. 

What is the team composition? 

I had two main points of contact, including Maureen (VP of Business Development, VSA Inc.). 

How did you come to work with VSA Inc.?

VSA is engaged with one of our subsidiaries, and they were highly recommended internally based on their high success rates and professionalism. 

How much have you invested with them?

We invested between $50,000–$75,000.

What is the status of this engagement?

We worked with them from October 2017–December 2018.

RESULTS & FEEDBACK

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

VSA exceeded our expectations, successfully delivering qualified leads that led to new business. I'd give them a nine out of ten for deliverables overall. 

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

Their analytics reporting was spot on and provided a lot of valuable data from the campaign. They were also extremely professional and confidential on the phone, representing our organization's initiatives very well as the first point of contact for potential clients.

We mostly communicated with them through email, touching base by phone at least once a week. They were always very responsive and receptive to our unique needs. 

What did you find most impressive about them?

They treated highly sensitive, confidential calls with a great deal of professionalism. They were also very flexible, willing to adjust their processes as needed, and persistent about meeting timelines and project goals. 

Are there any areas they could improve?

Not really. There were times when it felt like we were working with a third party, so perhaps they can improve their ability to embed themselves within internal teams. 

Do you have any advice for potential customers?

Invest the time in the beginning to help them understand your business, objectives, and goals–it will go a long way in their ability to meet or exceed expectations. 

BACKGROUND

Introduce your business and what you do there.

I'm the vice president of sales for a physical inventories company. We serve several major retailers.

OPPORTUNITY / CHALLENGE

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

We were looking for a force multiplier. Our sales team is best in front of a client, but they can't always keep up with the volume of calls needed to get in front of those decision makers.

SOLUTION

What was the scope of their involvement?

They worked for us on an hourly basis. We handed over large prospect sheets, and they helped identify other prospects. We had some standardized questions as a team, and then we collaborated with them on the call script. We had a few training calls with their team, and they reviewed the process and helped us with quarterly review calls. They provided an ongoing stream of information, and we gave them periodic guidance when we had ways to help them.

What is the team composition? 

We had one primary point of contact throughout our relationship. Occasionally, I would deal with a secondary contact. They facilitated results and set up when calls would occur. We had a project specific email, so our customers felt like they were always dealing with the same person.

How did you come to work with VSA, Inc?

I was formerly at another inventory service. We used several call providers in different sales segments, so I knew how successful that sort of vendor could be. I spent a few weeks searching for potential providers, and VSA, Inc was the most responsive.

How much have you invested with them?

We spent between $80,000-$90,000 over the life of the relationship.

What is the status of this engagement?

The engagement went from February 2014-March 2019. I'd like to do more work with them, but we had to reduce our budget.

RESULTS & FEEDBACK

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

We had a nice uptick in sales, and now we're catching up with our operations. It was a very successful collaboration. They were overwhelmingly supportive and positive. Even when they couldn't deliver a qualified lead, we got a lot of important information from their calls. Several of our biggest sales came from our relationship with them.

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

From a management standpoint, they were very easy to work with. They met all our deadlines and were an outstanding partner. If we needed something, even on short notice, they'd put together a solution for us right away. Most of our communication was through email, phone, and their web portal. They were always very helpful if I ever wanted more from them.

What did you find most impressive about them?

The main point was their consistency in account leadership and management. Working with them was terrific.

Are there any areas they could improve?

No, whenever there was a roadblock or a challenge, they were always communicative. The only thing we noticed was the fact that leads in different time zones didn't always get the same priority. They never wasted a lot of time, but they could have targeted those distant time zones more frequently than they did.

BACKGROUND

Introduce your business and what you do there.

I’m the internal sales manager for General Floor. We are a wholesale flooring distributor with an extensive inventory in carpet, hard surface, tools, and accessories. When frustrated building and flooring professionals are spending too much time with selection meetings or chasing hard-to-find items, they call us.

OPPORTUNITY / CHALLENGE

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

We had a bank of leads that we acquired over the years.

We wanted to reach out to those leads, get them to visit our showroom, and have them meet with a new account consultant to uncover if we were a fit for one another. We were having difficulty maintaining rapport with the leads once they visited our facilities, so we decided to dissolve our small telemarketing team and create a new account consultant for a few of our locations and try an outside source.

SOLUTION

What was the scope of their involvement?

Their task was to contact these leads and uncover a soft profile to see if they had a need. Once they'd identified that this person qualified for a general floor buying account, they would try to book an in-person appointment with one of our new account consultants.

We wanted to improve our internal technique and approach, so we decided to pause our work with VSA, Inc. in order to improve our sales practice. We plan to work with them again once we’ve done so.  

What is the team composition?

We had one dedicated person per branch for each of the four locations we targeted.

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

We liked what they offered. We went to their facility, and they came to ours. We liked their personnel and the vibe of their company; they were a great fit for us.

What is the status of this engagement?

We worked with them from October 2018–February 2019.

RESULTS & FEEDBACK

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

Of the 535 positive contacts we gave them, they achieved 44 accounts. We’d expected to hit about 10% lead generation from the contacts we provided. They came in around 8% and some contacts continue to ramp up so we’re still hopeful.

They uncovered useful information from the contacts that our sales reps could use, including their types of businesses, the products they used, even the challenges they had with other suppliers. They confirmed addresses and phone numbers. Every single lead that they booked an appointment for was a truly qualified lead. They didn’t waste anyone’s time.  

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

Their reporting was extensive. Their system for managing leads was detailed and provided information on qualified leads, leads who were interested but not at the moment, and appointments scheduled. They were able to provide details on every single exchange with a lead when they called.

What did you find most impressive about them?

They took the time to come to our office at least three times. I feel that they’re going to be quite successful going forward.

Are there any areas they could improve?

I would recommend they make the reporting easier to read by separating out the items a client does not care to see, since they provide so much detailed information.

Do you have any advice for potential customers?

They do a great job managing your leads. If you have your own leads, you can feel confident that they're going to manage them as if they were their own. If your company needs someone to help you find potential clients, VSA, Inc. is the choice for you.

BACKGROUND

Introduce your business and what you do there.

I’m the senior quality programs analyst at a not-for-profit corporation that pursues economic development. We’re a grant-funded subsidiary company of a New Jersey university. We receive Centers for Medicare & Medicaid Services (CMS) grants to provide services to clinicians and health care systems in New Jersey. We’re also a qualified clinical data registry.

OPPORTUNITY / CHALLENGE

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

Clinicians that are eligible for the CMS program must report to avoid a penalty. We sell our registry services to Merit-based Incentive Payment System (MIPS) providers. We have sales quotas, which we’d previously been using student project assistants to meet.

SOLUTION

What was the scope of their involvement? 

VSA, Inc. supplements our sales team for recruitment efforts. We give them a list of clinicians that we know are eligible for the CMS program. They call them on the phone to sign them up for our services. Each member of their team dedicates 40 hours a week, making over 100 calls. It takes about 4–5 calls to close a sale. They also assist with other efforts here in terms of recruitment, not just for the registry program.

What is the team composition? 

The team size varies depending on my sales goal for the week. We mostly use three FTEs to make calls. Amy is our account manager and the main point of contact.

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

We’d narrowed down our search to 3–4 companies. Our director for business development found VSA, Inc. and introduced them to my team. We chose them in large part because they’re in New Jersey. They’re close enough so that we can drive down and meet with their staff in person. It also makes it easier that they have a relationship with the state in which we are a designee for health information technology by the Department of Health. 

What is the status of this engagement?

Work started in early 2018 and the engagement is ongoing.

RESULTS & FEEDBACK

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

Because we're connected to the university, we hired a lot of student project assistants to make these calls for us. Having a full-time dedicated sales team has helped us achieve our sales goal much faster than in previous years. VSA, Inc. committed to a 100% close rate in terms of sales, which they hit prior to the end of 2018. They’re a valuable asset to our company, particularly in terms of freeing up our staff to do other things. They were able to meet our sales goal earlier than expected.

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

Amy and the rest of the team are excellent. I've gone down and met with them twice. It’s really nice to be able to have in-person meetings. They’re so responsive. I let them know the goal we’re trying to reach and they’re prepared to make it happen. I have weekly calls with Amy to make sure that they’re on track to meet the goal. We also use those calls to make any changes as needed. 

What did you find most impressive about them?

Their willingness to actually learn about the program is quite impressive. They want to know more than just our sales goal. It’s been helpful for them to understand the background of the CMS program and why exactly a clinician needs to sign up. They’re much more efficient at answering questions now rather than having to escalate the calls to me. I appreciate that they want to know why we do what we do. It takes a lot of stress off of my staff that we can trust VSA, Inc. to do more.  

Are there any areas they could improve? 

No, I honestly don't have any constructive feedback. We've been using them for over a year and they catch on quickly and ask good questions.

BACKGROUND

Introduce your business and what you do there.

I'm the manager of a senior living business. 

OPPORTUNITY / CHALLENGE

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

We needed help sourcing new vendors in order to scale quickly, so we engaged VSA to conduct market research and line up leads for our team. 

SOLUTION

What was the scope of their involvement?

VSA initially reached out to suppliers in markets across the country, warming up potential leads and then passing them along to our team. They fully sourced vendors on their own based on criteria we provided, but without a set script. We experimented with a few different strategies throughout the engagement to reach our target customers. 

What is the team composition? 

We worked with four or five people, including a project manager, as well as the owner and VP of operations who helped set up the best team to meet our needs.

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

We found them on a call center referral site and selected them based on their reputation and their ability to provide their own project management, to work without a script, and to do some data analysis on their own. We also liked that they weren't just going to take orders, but rather collaborate with us and provide valuable feedback.

What is the status of this engagement?

We worked together from around January–December 2018.

RESULTS & FEEDBACK

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

The insights VSA's services provided offered a lot of value. They were able to help us meet our objectives and learn more efficiently than we would've been able to on our own. Not only were they able to execute on a variety of constantly evolving tasks, but they were also able to obtain our desired learning outcomes each time. 

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

Their customer service was exceptional. Even if we didn't offer a lot of clarity on certain things, their team was always able to carry on and execute well. They were also very responsive and prompt in communications. I was able to reach our project manager easily, even through text message. 

What did you find most impressive about them?

Their project management stands out first. They were able to work through a lot of ambiguity and deliver on time. They were also very customer service oriented from the start, providing professional, high-quality work while remaining personable, friendly, and accommodating.

Are there any areas they could improve?

I don't have any feedback.

Do you have any advice for potential customers?

Assuming the project is complex like ours, the sooner you can provide clarity, the better. We paid higher rates for the higher quality services they offer compared to others–that's their reputation. 

BACKGROUND

Introduce your business and what you do there.

I am the vice president of sales and marketing for Strategic Healthcare Programs (SHP). We are a data analytics company that provides benchmarking services to home health agencies, hospices, hospitals, and accountable care organizations.

OPPORTUNITY / CHALLENGE

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

We engaged VSA, Inc. to contact potential clients and set appointments for our sales team. When I joined the company about three years ago, I recognized a need for a lead-generation initiative, specifically in the home health space. Before, a lot of our sales were the results of agencies calling us directly. It was a reasonably easy sales process, but at some point, we realized that we needed to be more proactive in our outreach.

SOLUTION

What was the scope of their involvement?

We gave VSA, Inc. a list of home health agencies that were not our customers at the time. We identified the individuals within those organizations that would be the most likely user, influencer, or purchaser of our software. VSA, Inc. contacted those organizations to provide them with information about SHP and pass along the offer for a more detailed demonstration of our software. Once they set appointments with those clients, our sales team would follow-up with the prospect about a demo.

What is the team composition?

Our account lead is our direct line of communication. They have a large team available to make the calls and set the appointments, but the overall team size dedicated to our account fluctuates based on staff availability and the workload.

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

We learned of VSA, Inc. through a referral. We evaluated them against some of the other companies we considered, but we responded well to their culture and how they manage the team by giving their employees a lot of flexibility.

What is the status of this engagement?

Our engagement began in 2016 and remains ongoing. We plan to continue our partnership with them for several more years.

RESULTS & FEEDBACK

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

We’ve seen a substantial ROI as a result of our work with VSA, Inc.

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

We have biweekly check-in calls with our account lead where we hash out any outstanding issues. Their responsiveness has been much appreciated. When we request something or have a question, we receive a response almost immediately.

What did you find most impressive about them?

They deliver a positive ROI year after year, which speaks to practical methods and training on their side. Also, after our initial training sessions, we haven’t had to have more, as VSA, Inc. has implemented a successful training and shadowing program for teaching new callers.

Are there any areas they could improve?

No, nothing in particular needs improvement.

Do you have any advice for potential customers?

Future clients should expect to invest a significant amount of time at the start of the engagement to sufficiently train the VSA, Inc. team. We initially held weekly phone calls to address the questions their callers received from the prospects so that we could help them be successful. If there is no investment in that time, their team will go forward not knowing if they’re operating correctly.

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.