GenSales - B2B LeadGen

Introduce your business and what you do there.

I'm the district manager for a heating and air conditioning manufacturer and distributor of products throughout the country. 

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

We typically identify potential candidates that may be interested in our services. We don't have the manpower to continually reach out and contact these prospects. 

What was the scope of their involvement?

GenSales helps us with lead generation by engaging prospects and opportunities. They strategize conversations to engage with a potential prospect, and then they do all the legwork for us. They reach out and make the conversations happen. 

The objective is to get us to an appointment with prospects. Instead of us continually having to call potential clients, the GenSales team takes care of that function for us. What they do is arranging the meeting so that we can get to the next step with prospecting. 

What is the team composition?

Typically, I only work with the owner or key person there.

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

By the time I came on board to work, we were already dealing with GenSales. I know the gentleman who reached out to them initially, but I started working with them after they were already on board with us. 

How much have you invested with them?

We’ve invested less than $10,000 for each project. 

What is the status of this engagement?

We started working with them around January 2012, and the engagement is ongoing.

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

We have a limited labor supply. Having a company like GenSales that does the legwork for us through reaching out and gauging prospects really helps.

The way we measure success is through the amount of business that we get on board. We look at it in two ways. Firstly, we look at the percentage of appointments that were set for us and the opportunities that we get from the calls that were made. Secondly, we look at how much business we’ve had on board due to the appointments that have been made.

The second part's more on us and our ability to engage and decide whether there’s a good fit between us and the potential prospect. We always strategize with the person in charge of the team making all the phone calls, ensuring we're on the same page and the communication is in the correct style and method. 

We've used GenSales throughout this time period, and that hasn't changed. We are happy with their service. If we weren't, we obviously wouldn't need them going forward

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

GenSales works really well on project management. They're good communicators and very good people. David (Founder & CEO) is super friendly and easy to work with. He’s willing to work with us however he can to make the project successful.

The team is always spot-on professional. We communicate in advance to make sure that everybody's on the same page and that we're communicating the messages correctly. I always get indications and updates as to where they're at on the calls. 

Typically, it takes a week or so to execute through all the prospects. The team keeps us updated about the round of calls and where the success rate is at so far. They also tell us when they’re going to execute another round for the people they’ve left messages with. We're looking in the range of 3–4% and sometimes 5% rates in responses and appointments. 

What did you find most impressive about them?

One of the things that I very much appreciate when I engage with GenSales is their professionalism. We can tell they're interested in our success. They communicate clearly and kindly, which is even more important.

They say exactly what they're going to do and how they're going to do it, and they perform accordingly. There are no hidden surprises. We get exactly what we bargained for when we do business with them. 

Are there any areas they could improve?

None that I'm aware of. 

Do you have any advice for potential customers?

The best thing to do whenever you're dealing with a business that’s helping you approach prospects and secure appointments is to identify good potential clients. The more you can scrub the list and make sure that it's correct, the better the result will be.

If we were reaching out to people that weren't a good fit for us right from the get-go, the result wouldn't be good. The best thing potential customers can do is to put parameters around who they’re approaching. This will let them see if the prospects are a good fit with what they’re bringing to the table and who they want to do business with. 

Introduce your business and what you do there.

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

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

We needed to generate leads through sales demonstrations.

What was the scope of their involvement?

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

What is the team composition?

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

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

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

What is the status of this engagement?

We’ve been working with them since December 2018.  

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

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

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

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

What did you find most impressive about them?

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

Are there any areas they could improve?

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

Do you have any advice for potential customers?

Stay engaged and responsive to them.  

Introduce your business and what you do there.

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

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

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

What was the scope of their involvement?

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

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

What is the team composition?

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

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

We were referred through a mutual business partner.

How much have you invested with them?

We spend approximately $80,000 per year. 

What is the status of this engagement?

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

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

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

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

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

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

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

What did you find most impressive about them?

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

Are there any areas they could improve?

No, it’s been great working with them. 

Do you have any advice for potential customers?

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

Please describe your company and your position there.

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

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

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

What were your goals for this project?

Our goals were to have a consistent lead generation.

How did you select GenSales - B2B LeadGen?

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

Describe the scope of their work in detail.

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

What was the team composition?

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

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

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

How effective was the workflow between your team and theirs?

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

What did you find most impressive about this company?

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

Are there any areas for improvement?

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

Please describe your company and your position there.

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

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

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

What were your goals for this project?

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

How did you select GenSales - B2B LeadGen?

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

Describe the scope of their work in detail.

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

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

What was the team composition?

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

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

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

How effective was the workflow between your team and theirs?

Very effective with weekly calls and more frequent emails.

What did you find most impressive about this company?

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

Are there any areas for improvement?

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

Please describe your company and your position there.

Technical Operations Manager & Business Development

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

Outsourced leads generation

What were your goals for this project?

Increase sales opportunities to grow customer base.

How did you select GenSales - B2B LeadGen?

Web research and company interviews.

Describe the project in detail.

GenSales provides professional leads list management & call tracking. Appointment setting is catered to our needs and objectives.

What was the team composition?

GenSales assigns an account manager and a team of redundant callers. Provides oversight and continuity for target goals.

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

Compared to using previous in-house sales reps the number of qualified/viable appointments with potential customers more than doubled when we started with GenSales. A professional team that clearly has a strategy focused on providing exactly what they say they are going to do.

How effective was the workflow between your team and theirs?

GenSales has a clear process in their requirements gathering to ensure our expectations were clear and understood.

What did you find most impressive about this company?

It works! Sales leads and appointments are significantly improved compared to in-house attempts.

Are there any areas for improvement?

No complaints. Who doesn't want even more leads but they have exceeded target goals and continue to bring in opportunities.