SalesRoads

BACKGROUND

Please describe your company and your position there.

I am a Business Operations Manager/SME for a technology company that focuses on building tools to solve the challenges facing the US healthcare system.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire VSA Prospecting, and what were your goals??

We need to outreach to a large number of healthcare providers offering to onboard them to a free service we provide. Our internal team was spending a disproportionate amount of time trying to onboard new users and were unable to foster long term relationships. Our goals for this project were:

1. Reach out to prospects in our target market: Covered entity/healthcare providers working in the 340B discount space
2. Attempt to get prospects to set up an account.
3. If prospect has additional questions before signing up or needs assistance with onboarding that VSA is unable to provide, schedule phone call appointments with Customer Success Managers.
4. Identify future opportunities.
5. Update, confirm, or verify the following for the DM on each list: name, title, phone number, and email address.

SOLUTION

How did you select this vendor and what were the deciding factors?

We searched for vendors who had healthcare/pharmaceutical industry background and was able to do ongoing outreach. The deciding factors were industry knowledge and recommendations from previous clients.

Describe the project in detail and walk through their service package, including any calling tools used.

VSA’s BDRs will call through the records on a list provided, attempting to reach decision makers and validating, updating, and completing the information on each record. Prospects will have already been sent an email inviting them to set up an account. VSA will confirm that the person we’re speaking with is the primary contact or authorizing official responsible for overseeing the facility’s 340B Program.

If no, we will try to identify the correct contact. If yes, VSA will attempt to get prospects to sign up for an account and walk them through the onboarding process. If prospects have additional questions before signing up or need assistance with onboarding that VSA is unable to provide, we will schedule 15-minute phone call appointments with their Customer Success Manager.

Who did you work with and what was the feedback process like?

We worked primarily with Lisa. I met with her on a weekly basis in addition to ad hoc email conversations between check-ins.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

We have seen an increase in new end-users as well as an increase in retention of previously onboarded users.

Describe their project management style, including communication tools and timeliness.

Everyone has been very communicative and responsive to our requests. The project has run smoothly, and I feel like I've received clear expectations that are consistently being met.

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

The amount of metadata we're able to receive throughout the process and not just at the end of the engagement has been very helpful to our project. It's allowed us to pivot mid-project while keeping the overall structure of the project focused on the same goals.

Are there any areas for improvement or something they could have done differently?

I think things have gone very smoothly for us.

BACKGROUND

Introduce your business and what you do there.

I’m the regional sales executive of an HR and payroll software company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We were having difficulties finding new opportunities in setting appointments, so we needed a firm to help us with our go-to marketing strategy.

SOLUTION

What was the scope of their involvement?

SalesRoads provided us with call center services to ramp up our sales efforts. Their responsibilities included scriptwriting, campaign development, analytics tracking, and driving revenue-boosting strategies.

What is the team composition?

Our main point of contact was David (President), but we also worked with about 6–8 people from their team.

How did you come to work with SalesRoads?

Our sales executive found SalesRoads through research.

How much have you invested with them?

We invested somewhere between $100,000–$250,000.

What is the status of this engagement?

We worked together from March 2010–July 2017.

RESULTS & FEEDBACK

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

We never received any negative feedback from our customers, and SalesRoads’ work enabled us to gain hundreds of thousands of dollars in revenue.

How did SalesRoads perform from a project management standpoint?

They were outstanding from a project management perspective and we typically communicated through Microsoft Outlook and phone calls.

What did you find most impressive about them?

What separates them from other providers is their consistent approach to execution.

Are there any areas they could improve?

I can’t think of anything they need to improve on.

Do you have any advice for potential customers?

I don’t have any specific advice, except just to go ahead and hire SalesRoads.

BACKGROUND

Introduce your business and what you do there.

I’m the product manager of an online perinatal education provider. We educate labor-and-delivery nurses and doctors, as well as other peripheral departments.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with VSA Prospecting?

We needed help with cold-calling and prospecting so that we could reach out to other hospitals and introduce our product to them. Our goal was to get them to agree to a product demonstration.

SOLUTION

What was the scope of their involvement?

VSA helped us prospect new clients and set up meetings to demonstrate our product. Initially, we provided them with a list of potential clients — hospitals and contacts within those hospitals. Then, they worked with us to learn more about the product and come up with scripts they could use to either communicate with prospects or generate emails for prospects, requesting them to agree to a demonstration of our perinatal training program.

VSA’s scope also entailed having follow-up calls and following through on referrals to find the right people to whom we could successfully demonstrate our offering. When they successfully arranged product demonstration meetings with prospects, they also were in charge of doing reminder calls to ensure those prospects would be there.

In addition to that, VSA helped us create and launch email blasts, through which they sent out our message to thousands of prospects. Then, they handled the responses we got from those campaigns and followed up with the respondents to try to schedule meetings as well.

What is the team composition?

I worked with two different project managers and a writer with whom I initially worked on writing the scripts. Additionally, three other people from VSA were in charge of the calling and appointment setting, but I didn’t work with them closely.

How did you come to work with VSA Prospecting?

They came as a recommendation from another corporate division within our organization. We had meetings to evaluate them, and they seemed to be very good for the project, so we decided to try them.

How much have you invested with them?

We spent around $50,000.

What is the status of this engagement?

We worked together from April–September 2022.

RESULTS & FEEDBACK

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

For this project, we tracked the number of calls, conversations, and scheduled demonstrations achieved by VSA. As a result of their efforts, we achieved approximately 25 meetings with prospects, a lot of cold calls, and a new customer who is now actively using our product. Additionally, we have several other potential clients with a strong probability of closing a deal with us by the end of the year.

How did VSA Prospecting perform from a project management standpoint?

VSA did a great job at project management — they seemed to be very experienced in that regard. They worked hard and were very responsive to our needs, especially as the project progressed. For example, in the later stages of our project, we tasked them to do follow-up calls that weren’t part of the original scope. Still, they did a good job at helping us in that as well. Our collaboration was entirely virtual, and they provided us with weekly reports detailing their work.

What did you find most impressive about them?

VSA demonstrated that they had a lot of experience in what they do, and they were very hardworking, willingly going the extra mile for us. Moreover, ours is a very niche market, and VSA still did a very good job adapting to prospecting within it.

Are there any areas they could improve?

I don’t have any particular suggestions for them; it was a learning process for both of us.

Do you have any advice for potential customers?

Firstly, I strongly recommend working with VSA. The key to success is educating their team about your company and market. I really appreciated the time they spent with me initially so that I could educate them on our market and company; it set a strong foundation for the rest of the project. Additionally, it is important to check in with their team periodically to see what they’re hearing from prospective customers so that you can provide more targeted responses to the feedback they get.

BACKGROUND

Please describe your company and your position there.

I'm the sales and marketing director for a SaaS company providing ben admin and TPA services.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire SalesRoads, and what were your goals?

We hired SalesRoads to provide lead generation services for our sales reps.

SOLUTION

How did you select this vendor and what were the deciding factors?

We did a comprehensive search of digital marketing, inside sales, and other organizations for lead generation. I had experience and success working with SalesRoads as a salesperson in a prior role, and included them in the review. They were the best fit for my salespeople as well.

Describe the scope of work in detail, including the project steps, key deliverables, and marking tools used.

The scope of the project was to provide about 100 hours of telemarketing support per month. We needed them to craft a training playbook, distill our story and value proposition, template talk tracks, and be prepared for different types of sales objections.

How many resources from the vendor's team worked with you, and what were their positions?

We worked with 3-4 resources ranging from the President, to a Project Manager, to and Inside Sales Rep.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the deliverables?

The campaign gave us access to some two great enterprise deals and dozens of prospects. It also built awareness in new geographic markets, which we were in need of.

How effective was the workflow between your team and theirs?

Very effective. SalesRoads was able to work quickly.

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

They really tailored their services to our needs and invested a lot of time in managing the campaign and tweaking different elements to maximize success, despite us being a smaller client for them.

Are there any areas for improvement or something they could have done differently?

They could offer a couple of different pricing options - e.g. a per appointment vs. an hourly rate.

BACKGROUND

Introduce your business and what you do there.

We are currently the largest private software development company on the planet. We’ve been around for 45 years and we develop software for analytics, AI, machine learning, and other purposes within that group of technologies. I manage a handful of partners in North America, doing business in Canada and in the US.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with VSA Prospecting?

The partners that I work with are all very tech-savvy. In fact, many of them have been working with us for decades. However, they're trying to transition from simply providing reactive technology and support services to being proactively engaged in sales pursuits. This being the case, there is a gap in their in-house capabilities, so we looked to VSA to support our R&D program and internal personnel. 

SOLUTION

What was the scope of their involvement?

VSA provides support on identifying and following up on leads to convert them into potential prospects. We hand over contacts that their team could conduct quality control over and report or give feedback on. They touch base with those contacts by email or phone to validate which ones are qualified for the next step, which is setting appointments for a discovery call. 

At that point, we discuss our specific value proposition and timelines with warm prospects to determine whether they’re a fit or not. This allows us to engage in sales pursuits that could ultimately result in revenue for all the partners involved. 

What is the team composition?

We have two main contacts from VSA, but there are probably about half a dozen people who are working on this project.

How did you come to work with VSA Prospecting?

We already had an idea for the program and were trying to find partners who could fill in the gaps. We experienced a misstep with one agency that overstated their capabilities, however, and had to look for someone to fill in for the functionality that was not being delivered. That’s when one of my partners referred VSA.

We got in touch with the team, underwent an interview process, and tried them on a pilot project. We were suitably impressed with how they went about things not just on the call center components but also with the reporting, feedback, and quality control around leads. It was a good experience from the very beginning so we continued to grow that relationship from there. 

How much have you invested with them?

On my part of the project, we’ve probably invested around $15,000–$20,000.

What is the status of this engagement?

The partnership started in November 2020 and is ongoing. As we get renewed funding, we’ll probably continue working with VSA.

RESULTS & FEEDBACK

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

It’s really been a case of going through a large number of contacts to find which of them is the right fit for our company. VSA has helped us take those raw numbers and bring them into the prospecting stage by identifying potential leads. Although our success is wholly dependent upon the quality of the contacts that we feed them, their team has put in the effort to try to achieve a high conversion rate. 

How did VSA Prospecting perform from a project management standpoint?

VSA has been excellent on the project management front. We've been able to evolve the original concept for this project over the course of our engagement, so their team has been an upgrade over other agencies that we’ve previously worked with. 

They've been highly participatory and are fantastic at reporting and communicating. We’ve set up weekly and biweekly calls, depending on who the partner is, and we communicate via email and phone. 

What did you find most impressive about them?

Their team is very flexible and accommodating of any feedback that we give them. They take all of our suggestions under advisement and foster positive conversations, which is very customer-centric. It’s also the other way around; I think they have close to 20 years of experience so they share any ideas or insight they have with us. 

There are no false promises with VSA. They’re truly good at what they claim to be good at. 

Are there any areas they could improve?

I can’t think of anything. I have no complaints.

BACKGROUND

Please describe your company and your position there.

I'm the Director of Sales for a Customer Relationship Management (CRM) Platform for Banks and Credit Union.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire VSA Prospecting?

Our Company previously had it's own internal prospecting program in place which had not proven successful. We struggled with hiring the right people that could produce the results expected. We hired VSA to handle all of our lead generation with outreach to selected Banks and Credit Unions.

SOLUTION

How did you select this firm and what were the deciding factors?

We considered a few firms to handle the lead generation, but were referred to VSA from a mutual business partner who had used VSA with positive results.

Describe the project in detail and walk through their service package.

We worked with VSA to tailor a script and provided them with target leads. They took our lead list which consisted of Banks and Credit Unions and refreshed the list with the key contacts at the Bank/Credit Union. We developed an introductory e-mail which went out in order to create a "warm" introduction for the call which would take place the following week.

How many resources from the vendor's team worked with you, and what were their positions?

Our main point of contact is our Program Manager, however the Executive Team is always willing to participate in weekly calls as needed.

RESULTS & FEEDBACK

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

To date, the VSA team has generated 60 leads/prospects that we would never have been in touch with had the program not been in place. Of the 60 leads - 35 are current leads in process where there is interest/future interest.

How effective was the workflow between your team and theirs?

We initially had weekly meetings and eventually transitioned to bi-weekly meetings. VSA sends a report prior to meeting which is basis for discussion. Meetings provide a recap of the prior week and strategy for upcoming week.

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

The team at VSA is devoted to making the program successful. They do a great job of keeping our team up-to-date and also want to ensure the success of the program. During slower times, they have recommended a pause on the program as needed. We are extremely pleased with our partnership.

Are there any areas for improvement or something they could have done differently?

We are currently refining our program as we are providing better data for the Banks and Credit Unions we plan to target. We will be updating lists and call scripts to assist with generating additional qualified leads.

BACKGROUND

Introduce your business and what you do there.

I’m the co-founder and CEO of a remote patient monitoring company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with VSA Prospecting?

We needed business development representative (BDR) services to help with outreach campaigns and lead generation.

SOLUTION

What was the scope of their involvement?

We train VSA Prospecting’s BDRs on our software, and they then reach out to potential leads that we provide. They work on phone and email campaigns, complete call and email tasks, and document all customer interaction.

What is the team composition?

We work with a project lead and at least three BDRs. I believe they have part-time BDRs, as well.

How did you come to work with VSA Prospecting?

We met through a mutual contact. We had worked with a different vendor previously but felt this team had more affordable costs.

How much have you invested with them?

We’ve spent $50,000–$75,000.

What is the status of this engagement?

We began working together in September 2020, and it’s ongoing.

RESULTS & FEEDBACK

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

We’ve gotten leads and multiple demos scheduled as a result of their services.

How did VSA Prospecting perform from a project management standpoint?

All activities are tracked through our software. We also have weekly calls to address any issues there may be.

What did you find most impressive about them?

It’s easy to work with them, and they’re more affordable than their competitors.

Are there any areas they could improve?

I have no complaints.

Do you have any advice for potential customers?

Ask for feedback and opportunities for improvement from the BDRs.

BACKGROUND

Introduce your business and what you do there.

I’m a partner of a consumer product company. We have two brands.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

They’re doing outbound calls to doctors’ offices.

SOLUTION

What was the scope of their involvement?

They created a list of doctors that might need our product for their patients. They’re supposed to make between 1,000–1,500 calls per month. Our sales cycle is pretty long, so they’re involved in getting leads, making calls, sending out samples, and bringing in orders. They’re focused on getting the right people on the phone to generate leads.

What is the team composition?

We have contact with four people, including a senior talent development manager, the president, and two salespeople.

How did you come to work with SalesRoads?

I found them through a friend who had worked with them. When we decided to expand into this new vertical, I decided to reach out and set up a few calls. After speaking with them a few times, we decided they were the right fit.

How much have you invested with them?

We’ve spent $20,000.

What is the status of this engagement?

We started working with them in January 2021 and the partnership is ongoing.

RESULTS & FEEDBACK

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

We’re aiming to get out a certain number of samples and attract a certain amount of leads each month. So far, they’ve met our goals. They’ve sent about 500–600 samples so far and have brought in a bunch of orders. What matters to us is sales, and because of them, our business is growing every month.

How did SalesRoads perform from a project management standpoint?

We normally communicate via email, but we also have weekly Zoom calls. Overall, the team is great. They’re super responsive and are on top of everything. Whenever we have an idea, they execute it immediately.

What did you find most impressive about them?

I liked that they had their president on our first few calls. We can always directly reach out to him via email and he’s happy to help.

Are there any areas they could improve?

Right now, everything is running smoothly, so I don’t think they need to change anything.

Do you have any advice for potential customers?

Set reasonable goals. We had big expectations at the beginning, but they taught us more about the sales process, so we adjusted our strategy.

BACKGROUND

Introduce your business and what you do there.

I’m the president of a health product company. We sell a cold compression sleeve, a new product designed to cause relief. I had two knee surgeries and created the product to provide relief for people getting back to what they love to do.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We were faced with a build or buy scenario for our marketing efforts (calling doctors’ offices around the country to scale the business), and we decided to hire SalesRoads to develop an outreach program, allowing me to focus on other channels of my business.

SOLUTION

What was the scope of their involvement?

To begin, SalesRoads wrote a script to use on phone calls with doctors’ offices. I provided feedback based on my own experiences in doctors’ offices and dealing with gatekeepers. After SalesRoads talks to somebody, we send out samples of our product in an effort to inspire calls back and sales.

What is the team composition?

I work with about five people, including David (CEO), Casey (Client Success Manager), and Maria (Director of Business Development & New Sales). There’s also a sales manager and one other salesperson.

How did you come to work with SalesRoads?

We did some research on the local industry, and we felt comfortable with SalesRoads. There is also an exit clause in our contract, which provides us security, but we haven’t had to exercise it.

What is the status of this engagement?

We’ve been working together since December 2020.

RESULTS & FEEDBACK

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

They’ve been very successful in terms of our goals. We think of leading indicators in the sales world, rather than lagging indicators, and those leading indicators are SalesRoads talking to people and sending out samples. We want samples in as many people’s hands as possible, and SalesRoads has sent out hundreds and hundreds of samples. We’ve already generated over half a dozen orders.

Their conversion rate of samples to calls is also tremendous — and we’re excited to see what our reorder capability is. Things have been very, very positive.

How did SalesRoads perform from a project management standpoint?

Sample requests come through a sales engagement platform called Vanilla Soft, and we communicate through Google Sheets and emails. We also have weekly meetings with their customer success resource.

Communication is the most important characteristic of the relationship, and theirs has surpassed my expectations.

I receive emails with data, and SalesRoads updates Google Sheets. They’re open to modifying their data collection based on new information I want to include, as well. We work together to tweak their call list based on the specific people I’m trying to target.

What did you find most impressive about them?

I don’t have to get into the weeds of the sales process. SalesRoad has allowed me to build a sales department without having to manage the day-to-day aspects of the work. This convenience really stands out.

Are there any areas they could improve?

We talk about roadblocks every week, and nothing has come up. We’re sending out more samples continuously, and I want that, so that’s an expense I’m prepared to take. Can we scale it and have more people? Yes, but we haven’t had any roadblocks. We brainstorm issues proactively and work through them on the spot.

Do you have any advice for potential customers?

Know what you want and understand what’s a win in your mind. For me, it is sending out samples.

BACKGROUND

Introduce your business and what you do there.

I was the director of digital marketing and e-commerce for a Fortune 250 global manufacturing company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We didn't have an inside sales function to cold-call into accounts, and we hired SalesRoads to be that outbound dialing specialist.

SOLUTION

What was the scope of their involvement?

SalesRoads was tasked to penetrate accounts, identify decision-makers, and score qualified leads, which we turned over to distributors or divisions. We gave them a list of contacts or accounts. They are responsible for going through it, calling companies, and identifying decision-making contacts that had to do with hydraulic spending.

They query their current hydraulic needs and budgets, and the services they’d be interested in, much like a survey would. Then, they aggregate all of those details and provide scored leads back to us.

What is the team composition?

We worked with three people from their team.

How did you come to work with SalesRoads?

We found them online. They had the necessary industrial experience so we decided to work with them.

How much have you invested with them?

We have invested between $10,000–$50,000.

What is the status of this engagement?

We started working with SalesRoads in January 2018, and they’re still working with the company.

RESULTS & FEEDBACK

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

We were able to quantify a large return on investment from SalesRoads.

How did SalesRoads perform from a project management standpoint?

Someone on my team was the point of contact for SalesRoads. I don’t know how project management was handled.

What did you find most impressive about them?

They have inside-sales expertise in the industrial space, which was valuable to us.

Are there any areas they could improve?

There were some communication challenges.

Do you have any advice for future clients of theirs?

The client should have their own discovery definition of what a lead is.