SalesRoads

BACKGROUND

Introduce your business and what you do there.

I’m in business development for a dietician service called CHARGE. We offer 1-1 nutrition counseling with a registered dietician.

OPPORTUNITY / CHALLENGE

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

We were looking for more aggressive growth, so we hired them to help build out our sales pipeline.

SOLUTION

What was the scope of their involvement?

We met at the offset of the project, looking through our background and getting to know each other. We went over a few lists of clients for them to call and focus on, creating a script and emails for the campaigns. They handle all of our outbound sales for new business, representing us in calls with potential clients, sending emails, and setting up introductory calls with me. Their efforts focus on funneling new opportunities into our sales pipeline. 

What is the team composition?

We work with five people from their team. This includes an account manager and different individuals who handle various parts of the process. 

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

We’d worked with other agencies in the past, but what we really liked about VSA, Inc. was their structure and operations. We like their reasonable rate and they have a no-frills service, which we really like. 

How much have you invested with them?

The annual cost is $85,000. 

What is the status of this engagement?

We started working together in January 2020 and our engagement is ongoing. 

RESULTS & FEEDBACK

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

We get about one appointment set per day, which is right in line with our expectations. They’re delivering on what they’ve promised and do a good job. 

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

Their team is doing really well—we’re satisfied and have never had a problem. Having an account manager that actually makes sales calls too is great. We have a weekly call to review successes and opportunities, so there’s a high level of touch. They’re very communicative about where things are at any given time. 

What did you find most impressive about them?

Overall, we’re just really satisfied with how they’re delivering on what they’ve sold us on. 

Are there any areas they could improve?

No, I don’t think so. 

Do you have any advice for potential customers?

Every business is unique, but we’re satisfied and I’ve referred people to them several times. 

BACKGROUND

Introduce your business and what you do there.
I’m the VP of sales at TGW Systems, a material handling company. I’m responsible for sales and business development within North America. 
 

OPPORTUNITY / CHALLENGE

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

We have a fairly small sales team and we work on large numbers of automation warehouses. Customers go through us while operating on a 9–18-month sale cycle. We needed help getting more information so we could generate more leads.

In the United States, we’re known as a golf warehouse, so we have a branding issue there. We needed VSA, Inc. to help us drive the pipeline.

SOLUTION

What was the scope of their involvement?

VSA, Inc. provided appointment tracking services for us. We’d create a list of potential targets. Then they’d go through those contacts and find the right people for us. Once found, VSA, Inc. helped set appointments to hold initial discussions with those contacts.

Once those appointments were done and there was a match, their team would set up our salespeople with those customers. This is all in hopes to earn new clients.

We worked with their technical authors to develop scripts encompassing the featured product and information. Then, we would practice the different scripts—one generic and one for tradeshows.

When we come out of a tradeshow, we have a new list of people that we met. Their team will often curate appointments from that.

VSA, Inc. used emailing and cold calling for the appointment setting process. If we had potential names, we’d provide them but otherwise, their team would search for high-ranking supply chain specialists. It often took multiple attempts and different people to obtain the right person.

What is the team composition?

My main point of contact is Lisa (Project Manager, VSA, Inc.). There were also 4–5 individuals assigned to our project.

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

They were recommended to us from a marketing company that had previously worked with them. After interviewing VSA, Inc., we liked them and began our partnership.

How much have you invested with them?

We’ve spent between $10,000–$50,000 with them.

What is the status of this engagement?

Our partnership began in April 2019 and is ongoing.

RESULTS & FEEDBACK

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

The cost proposal was low and our conversion rate was very good for cold calling. We're impressed with the pool of customers that VSA, Inc. has found.

Feedback from customers has also been very good. They express they are being approached and treated in the right way.

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

We hold weekly meetings where we go over an updated list of achievements. Their team helps us keep track of the number of calls and time from initial contact to the actual appointment. We have several metrics to track how the process is working.

What did you find most impressive about them?

I’ve been most impressed with their attention to detail and proficiency in following up. They confirm meeting times.

Are there any areas they could improve?

It’s hard to say until we’ve truly concluded this season, but we’re not seeing anything that stands out. Everything has been good thus far. We try tweaking the scripts every once in a while and strive to stay away from being too technical.

Do you have any advice for potential customers?

Make sure you get your script and targeting list polished. The better the upfront work is, the better the downstream will be. It’s worth your time to accurately build the scripts so VSA, Inc. can do a better job for you.

BACKGROUND

Introduce your business and what you do there.

I’m part of a group called Harris Providers, which is a division of Harris Computer. We provide software for utility companies.

OPPORTUNITY / CHALLENGE

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

I pulled together a list of approximately 17,000 different services in the US, and we performed an analysis of our competition based on that data. We knew the utilities, but we needed help actually calling them and asking what kind of system they were using, so we hired VSA, Inc. to go through about 10,000 of those numbers.

SOLUTION

What was the scope of their involvement?

They were given the list of people we needed called and given specific questions we needed to be answered. We instructed to make three attempts per company before marking them as unable to reach, and they worked their way through the entire list in that way.

What is the team composition?

The project started out with two members of their team and expanded to about 8 in order to get all of the calls finished by our deadline at the end of the year.

How did you come to work with VSA, Inc?

Other members of our company had worked with their team before, so they came highly recommended.

How much have you invested with them?

We spent a little over $70,000 in total with them.

What is the status of this engagement?

The work lasted from about September–December 2019.

RESULTS & FEEDBACK

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

We haven’t completely finished the analysis yet, but their team was able to reach 43% of the companies we gave them in their first run through the names. The industry standard is between 15–25%, so we were very pleased with that result. I’ve suggested on our side that we have them continue calling the companies we haven’t reached, but the company is still deciding whether we’re going to put more effort into that.

Before their work, we had very little data about the market saturation of our competitors. We could tell how much of the market we had, but we couldn’t tell how much anybody else had, so the information they’ve provided us with has been very useful.

We anticipate that it will help us to grow revenue and increase efficiency in the future by identifying markets where we have more opportunities for growth and where we should spend our efforts.

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

We have a weekly meeting where we go over the results from that week and can address any issues the team has come across as well as examine the cumulative results of the responses we’ve gotten.

On occasions where they did encounter people looking for a software provider or clients who couldn’t wait until the end of the week, they sent those to us right away to have somebody follow up with them.

What did you find most impressive about them?

Making phone calls is really never a fun thing, but their team seems to really have fun with it. They bring a great attitude to the project and are always eager and excited about what they do.

Are there any areas they could improve?

I can’t think of anything I wish they would have improved.

Do you have any advice for potential customers?

I would suggest that you get the script in place in a way that both of your teams feel good about, and then let them do their job because they are really good at what they do.

BACKGROUND

Introduce your business and what you do there.

I am the vice-president of sales for a mid-credit consumer finance company. We work with retailers across to the united states to provide financing options to their customers.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with VSA Inc?

VSA Inc works with our sales team to reach out to prospective merchants that we want to get signed up for community finance options and set up sales appointments.

SOLUTION

What was the scope of their involvement?

We provide contact information for companies that we have identified as potential buyers, and then from there, they go through a few steps to set up a meeting with our sales team. That process includes everything from doing research to find decision-makers at each company, reaching out to those merchants, and following up on any questions necessary for an appointment to be secured.

What is the team composition?

We set a number of hours that they work per week and then that gets split amongst their team. I only have one main point of contact, but I would imagine they have about 3–5 individuals on the account.

How did you come to work with VSA Inc?

Our CEO found them before I was engaged with the company, but I know that he visited a couple of companies in person and decided that VSA Inc would be the best fit.

How much have you invested with them?

We’ve spent over $50,000 with them so far.

What is the status of this engagement?

We first started officially working with them in 2016, and the project is ongoing.

RESULTS & FEEDBACK

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

They’ve done a great job securing appointments for us, which has been hugely beneficial to our sales team. Over the past four years, we’ve been able to sign hundreds of merchant companies through their efforts.

How did VSA Inc perform from a project management standpoint?

Their communication skills are fabulous. They provide us with weekly statistics on how many merchants they’re reaching out to, what their closure rate is, and who they’ve had trouble getting in touch with. We have a follow-up call every other week to talk about results and answer any questions or work through any difficulties that they’ve had.

What did you find most impressive about them?

VSA Inc is very skilled at getting right to the decision-maker and not giving up, even if they face initial push-back.

Are there any areas they could improve?

No, we’ve been extremely satisfied with the service that they provide.

Do you have any advice for potential customers?

I think being open and honest about what you’re looking for at the beginning of any project is the best way to enable their team to be successful.

BACKGROUND

Introduce your business and what you do there.

I’m the regional account manager of a software solutions provider.

OPPORTUNITY / CHALLENGE

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

We were looking to get our name out there and reach as many people as possible. Our goal was to promote our company and introduce ourselves in new areas that we didn’t have the means to reach.

SOLUTION

What was the scope of their involvement?

VSA, Inc. handles the outbound efforts, serving as a starting off point. They make initial cold calls from potential leads and gather information from them. Then, they’re responsible for setting up a second call or meeting for someone from my team to participate in. In that meeting, we can then gauge the lead’s potential interests and needs.

What is the team composition?

Between 6–8 people work on our project, including a project manager. 

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

Our other business units within our parent company also use their services, so that’s how we came to use VSA, Inc. They had proven results during their other engagements and had the right resources. 

What is the status of this engagement?

We’ve been working together since October 2019. 

RESULTS & FEEDBACK

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

Their efforts have been extremely successful. Though it’s tough to quantify, we’ve earned a handful of follow-up meetings and calls because of their outbound work. Their calls also give the feeling that they’re a part of our team, which is great. 

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

They are solid communicators. In addition to weekly regular reports, they’re also constantly looking to improve and learn more information. They’re always looking to get feedback, so our communication is a two-way street. 

What did you find most impressive about them?

The passion and dedication they have for the work makes them stand out. Even though it’s not the most exciting work, they provide the best service and have a desire for the work they’re doing. 

Are there any areas they could improve?

Especially in the sales world, more results is always our goal. Off the top of my head, I can’t think of anything they need to improve. 

Do you have any advice for potential customers?

Visit their office to see how they operate. Any company looking to use them should provide as much information about their goals as possible. Don’t assume they understand your business, so you should give them as many resources as possible to improve the credibility of their calls. 

BACKGROUND

Introduce your business and what you do there.

I’m a VP of sales at Snappet Connected Learning. We offer a digital learning platform to schools in Europe and the US.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We hired SalesRoads to replicate our outbound lead generation process for us as we worked to penetrate the US market.

SOLUTION

What was the scope of their involvement?

SalesRoads cold-calls key decision-makers—principals of US schools—and schedules appointments on behalf of our company’s regional managers (RMs) for demos. Our goal is to fill every RM’s monthly calendar with 2–3 demos per day. We provide a database of targeted school districts and their information—the school’s name, phone number, and principal’s name. SalesRoads then takes the process from there.

What is the team composition?

We have one project manager who’s our daily point of contact. Our first interaction with SalesRoads was with their CEO, and we have a weekly call with about six people for check-ins.

How did you come to work with SalesRoads?

Since we were new to the US market, we hired a broke to introduce us to various call centers. They recommended three, all of which we interviewed. We like SalesRoads best because their prices fell within our budget, and our face-to-face meeting with David (President, SalesRoads) sealed the deal for us. He’s involved in each campaign and stays on top of things, which was a big plus for us.

How much have you invested with them?

We’ve spent about $50,000 so far.

What is the status of this engagement?

The collaboration started in September 2019 and is ongoing.

RESULTS & FEEDBACK

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

Our two most important metrics are how many appointments our RMs are getting from SalesRoads—the volume—and how much it costs to book each visit. We also look at other metrics, such as cancellation and conversion rates. Overall, since we started working with SalesRoads, the volume of appointments has gone up while the cost per appointment has gone down. They’ve fallen within our expectations, even exceeding them in some cases.

How did SalesRoads perform from a project management standpoint?

I’m not sure what goes behind the scenes at SalesRoads. Whenever I have a request for them—such as to focus on one region or to improve cancellation rates—I hand that to the project manager, and she handles it. We tend to see good output from those requests, but if we ever don’t, we talk about it in our weekly call. It’s been a seamless process from our side, which is the best indicator that things are going smoothly and well on SalesRoads’ end.

What did you find most impressive about them?

Because SalesRoads has an entirely remote team, they can attract even more high-quality talent. They aren’t limited to local sources, and I think that’s had an impact on our results.

Are there any areas they could improve?

I’ve said this before to them, but SalesRoads could offer a cleaner reporting set-up. I currently make my own internal report, but I have to rely on two different resources to collect metrics from SalesRoads. It’s not a big deal, but I’d prefer a single source.

Any advice for potential customers?

Bring David into your initial discussions. He provided really helpful insights when our project manager was presenting the project scope as our kick-off. Both the scoping process and David’s involvement impressed us.

BACKGROUND

Introduce your business and what you do there.

We're a family-owned geographical company with a multi-state footprint. We are a service provider, distributor, and seller of material handling and industrial weighing systems. We serve labs, industrial clients, food production customers, and weigh stations, among other companies.

OPPORTUNITY / CHALLENGE

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

We wanted to set up a lead generation program for our salespeople to set appointments and develop more business.

SOLUTION

What was the scope of their involvement?

They set up appointments for potential customers, and they did a lot of the cold calling to reach the right people. As we got more comfortable with them, they did outreach for customer satisfaction, and they follow up to make sure our services were to our customers' liking. Once we had better data and analytics, we targeted the right individuals within potential client companies. They took that information and contacted those individuals. That helped us generate new opportunities.

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

I reached out to about five companies, but I liked VSA because they were local to us. We try to be high-touch, and we felt that would help them get to know our team better.

How much have you invested with them?

They charge us per hour of calling, and we spend about $2,000 per month.

What is the status of this engagement?

We've worked together since at least February 2012, but I feel like we've worked together longer.

RESULTS & FEEDBACK

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

They generate ten to fifteen appointments for us each week. Sometimes, that's too many for our salespeople to handle, which is a good problem to have. If we ever find a new potential customer, they get on it right away to set up appointments. They're very nimble, and they adapt to our programs.

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

They're more of an extension of our marketing program now, and we trust them to represent us well with potential customers. At the beginning, we met quarterly, but that model has changed to more regular conference calls. They tap into our Salesforce account to log calls and add information.

What did you find most impressive about them?

They're very helpful and accessible. When we get backed up on our side, they're always very patient with us.

Are there any areas they could improve?

I can't think of anything they could improve.

Do you have any advice for potential customers?

Do your due diligence, but they will adapt to your needs. They focus on customer service, and they work hard to understand the businesses they support.

BACKGROUND

Introduce your business and what you do there.

I am the director of marketing of a plumbing manufacturing company.

OPPORTUNITY / CHALLENGE

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

VSA, Inc was running our appointment setting and telemarketing operations, as those are functions that our sales team isn’t really able to fulfill because they take so much time.

SOLUTION

What was the scope of their involvement?

They spent quite a bit of time understanding who our target audience was. After getting a handle on our needs and who we were targeting, they went about crafting a script and strong call-to-actions from our company’s perspective. We went through a process of approving those scripts and the messaging there, and then they started the appointment setting process.

We started in targeted areas across the US based on who within our sales team could take on those appointments, and also just to see how their success varied from territory to territory.

What is the team composition?

I primarily worked with two account managers, and I believe they had a team of four individuals actually making the calls and sending us the information.

How did you come to work with VSA, Inc?

We compared 3–4 companies and spoke with a few of them during our search. Our biggest concern upfront was the delicacy of setting up new appointments with companies and winning their trust.

We didn’t want to burn leads for our sales team before they even had a chance to make a relationship with them, and of all the telemarketing companies that we reached out to VSA gave me the most confidence that they were going to be extremely professional in that process. I also contacted all of their references and confirmed their skills and in particular their tact with clients in difficult industries.

How much have you invested with them?

We’ve spent close to $30,000 with VSA, Inc in total.

What is the status of this engagement?

We worked with them from around January 2018–April 2019.

RESULTS & FEEDBACK

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

Overall, VSA, Inc set up 150–200 appointments, which is a very difficult task for our industry. On top of that, we rarely ever got feedback that they were annoying or bothering anyone. Our sales cycle is so long that we don’t know the results of them all yet, but we were absolutely pleased with the work they did.

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

VSA, Inc was extremely involved in the process and was proactive in solving any issues. They made the process easy from start to finish. Their communication skills were great, and they always responded to us within 24 hours. We will definitely use them again for any other telemarketing campaigns that we have in the future.

What did you find most impressive about them?

I can’t say enough about how much time they took to clearly understand what it was we were trying to accomplish and articulate that in their emails to the customers. The difficult part is not the appointment setting, it’s trying to find decision-makers within companies, so you have a moving target, but they handled that difficulty extremely well.

Are there any areas they could improve?

I only have positive things to say about them.

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.