OutboundView

BACKGROUND

Introduce your business and what you do there.

I’m the director of national sales at allheart, a manufacturer that resells medical scrubs, apparel, and devices.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with OutboundView?

We wanted to grow our business to its potential.

SOLUTION

What was the scope of their involvement?

At the moment, the team at OutboundView is focused on lead generation. We’re trying to expand the number of opportunities while getting our name out there to some of the larger businesses throughout the country.

To generate leads, their team has searched LinkedIn, performed email correspondence, and had follow-up calls. Our team handles the targeting, but Blake (CEO, OutboundView) and his team handle the research components.

What is the team composition?

Three people are working on our account. One person is in charge of emailing and phone calls, and others work on the marketing plan and data mining.

How did you come to work with OutboundView?

I searched for the top companies in the field. After interviewing about three or four of them, I liked the approach of OutboundView and how they look at campaigns. I also appreciated their background and plan for how to get us where we needed to be. They seemed easy to work with, and they also were straightforward about making sure my expectations were in line with what they were trying to produce.

How much have you invested with them?

We’ve invested around $22,000.

What is the status of this engagement?

Our ongoing engagement with OutboundView started in November 2019.

RESULTS & FEEDBACK

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

The team at OutboundView accomplished our goals. I have a report that showcases the number of meetings they’ve set for us. There are about four meetings each week, which is in line with our expectations.

How did OutboundView perform from a project management standpoint?

From a project management standpoint, they’ve been fantastic. We primarily use email for communication.

What did you find most impressive about them?

The team at OutboundView is invested in my company. They’ve come up with different ideas and approaches to accomplish my vision. They’re not only doing outbound calls but discussing strategy and other things that will help increase our productivity with me.

Are there any areas they could improve?

No, not at this point.

Do you have any advice for potential customers?

Make sure that you have an overall plan in place before bringing someone on. They do a lot of the work, but the client needs to make sure they know what they want to accomplish. This works for OutboundView or any other similar firm. Make sure your expectations are in line. In our experience, this has worked great internally.

BACKGROUND

Please describe your company and your position there.

I’m the director of sales at a software company that develops asset/infrastructure management software. We’re currently focused on municipal and utility use cases.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire OutboundView?

We supplemented our outbound sales efforts and marketing strategy with OutboundView. They supplied individuals who were quickly trained to make calls and promote email campaigns to drive meetings and software demonstrations.

What were your goals for this project?

The goals for this project were simple: Increase weekly meetings and set demonstrations while the sales team is busy with prospects, on-site pitches, and conferences.

SOLUTION

How did you select this vendor?

OutboundView was referred to us by other organizations.

Describe the scope of their work in detail.

When we began the partnership with OutboundView, the first step was to bring the inside sales representatives up to speed on our product. The team picked up our value proposition quickly and were able to develop an email campaign. Having the email campaign ready is one thing, but having a list of thousands of potential contacts is another. OutboundView was a great partner to structure the list building project and acquire lists from different online sources.

What was the team composition?

There were two individuals involved on the OutboundView side. One was in charge of inside sales efforts, email campaigns, and list management. The other team member was focused on the analytics and marketing strategies we lacked.

RESULTS & FEEDBACK

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

The results were great. Our number of meetings per week increased, leading to more demonstrations and, ultimately, more revenue from sales.

How effective was the workflow between your team and theirs?

The OutboundView team was extremely efficient to work with. We had no workflow issues, were able to integrate their team into our email network, giving them the ability to book items directly to our calendars.

What did you find most impressive about this company?

The strength of OutboundView is their knowledge of the sales process and their ability to use industry standard technologies to make our lives easier on the sales end. Being able to reach hundreds more prospects weekly by applying the OutboundView strategies is invaluable.

Are there any areas for improvement?

Not that I can think of.

BACKGROUND

Please describe your company and your position there.

I’m the owner of Outcome Studio, a consulting service. We offer pipeline-minded marketing, focusing on incorporating humanized video content and social selling into traditional phone and email outbound efforts.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire OutboundView?

While I have Inside Sales (B2B sales model) experience, Blake (CEO, OutboundView) is much stronger than me, so we decided to partner with them to help IT manufacturers drive awareness and attendance for their channel partners’ event. We had a specific opportunity with a large endpoint security manufacturer.

What were your goals for this project?

The goal was to drive 10 registrations to a hands-on technical workshop in Long Beach, California. The buyer persona was security and networking titles at higher education institutions and universities, as well as state and local government agencies in California. The challenge was that our initial 2,280 contacts (sourced from DiscoverOrg on named accounts) were un-nurtured and didn’t have any brand awareness eight business days before the event. We had to drive awareness for a daytime, in-person event during the middle of the week in Los Angeles, so traffic was a major hurdle.

SOLUTION

How did you select this vendor?

Blake and I met on LinkedIn, and from there, we had a few phone calls to align our skills for a solution we could offer IT manufacturers (I personally have a background in this industry vertical).

Describe the project in detail.

For targeting, we did outreach calls about a “network endpoint security event.” Since the DiscoverOrg lists had no previous nurturing, we scrubbed down the contacts those with roles in security and networking and titles including “Administrator,” “Engineer,” “Analyst,” “Manager,” and “Director.” Tier 1 included about 500 titles. During Tier 2, we included all IT titles but removed junior roles related to “support,” “help desk,” and “specialist.”

We then deployed sequenced messaging (email, phone, and video) for networking/security titles who would be influential—yet technical enough to attend—with SLED-specific themes (state, local, education agencies). As for messaging, we wrote email sequences, video scripts for the technical presenter, and call scripts. There were 4–6 touch-points during the 8-days, depending on engagement.

Outbound calls were done with Connect and Sell/DialBot, and we used Outreach.io for the email sequences. We also took over the LinkedIn profile of the technical presenter and prepared video messaging and a connection request strategy for 1:1 social engagement and speaker network growth.

What was the team composition?

I worked directly with Blake, with some sales operations support from Jackie (Inside Sales, OutboundView).

RESULTS & FEEDBACK

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

We registered seven people, five attended the event, and two moved on. Two separate meetings on named accounts were set, even though they couldn’t attend the event. While we were shy of our goal, our attendance rate was about 60% versus the expected 40 or 50%. Further, when we tested 1:1 connecting on LinkedIn focused on active users, over half of whom connected back; we even set one senior-level meeting.

Second, the end-client now has a highly-engaged list of around 200 prospects to work with that opened emails and answered calls. Overall our client seemed to have a positive experience and deeply appreciate our robust ROI reporting on the backend.

How effective was the workflow between your team and theirs?

Blake brought me into his Slack channel, and we joked about my "VIP Access" to his cell phone. Occasionally, we'd text, and I had the ability to call Jackie directly with questions. To manage the workflow, we predominantly adopted Google Sheets and Docs, in addition to Slack.

What did you find most impressive about this company?

I wish I had met Blake three years ago. He could have brought me up to date with sales technologies when I was stuck on hand dialing. His dedication to learning testing new things is amazing. One example of this was his using video and LinkedIn to supplement our email and phone efforts.

Are there any areas for improvement?

While I would call our project a huge success, I would suggest that Blake and I improve our procedural rigor as we go. It was rather loose, and we flip-flopped tools/technologies as we went. At the same time, however, we tested different technologies and had critical learning periods.

BACKGROUND

Please describe your company and your position there.

I'm the sales leader for our strategic sports partnerships. Our company uses inaudible sound triggers to provide engagement and entertainment on mobile phones to teams, organizations, conferences, concerts, and entertainment venues.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire OutboundView?

We needed help in generating quality contacts in our target demographic. We challenged OutboundView to strategically pull appropriate decision makers within athletic departments and professional sports organizations.

What were your goals for this project?

We hoped that OutboundView could find the correct decision maker at each of our target organizations. The challenge that they face is that there are usually multiple people with similar titles within athletic departments.

SOLUTION

Describe the scope of their work in detail.

OutboundView generates e-mail and call lists based on our targeted demographics then sets sequences to contact those groups. The team engages our targets and offers multiple options for extended contact and recruitment, all of which are tailored to best evaluate the needs of the contact. This allows our team to set up a meeting in the best possible way.

RESULTS & FEEDBACK

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

We've seen great successes through our work with OutboundView. They’ve been able to engage leads, set meetings, and play a key role in onboarding new partners

How effective was the workflow between your team and theirs?

The workflow is incredibly efficient. We set weekly and monthly plans, and communication is seamless. We appreciate the feedback and status updates that they’ve provided throughout the project.

What did you find most impressive about this company?

We enjoy the success and precise targeting that OutboundView provides. What also impresses us is that, in a business where many of our targets share a title with a non-decision maker, OutboundView is able to delineate between the two and engage us with the most effective contact.

Are there any areas for improvement?

OutboundView challenges us to get better and improve our targeting each day. We appreciate their vested interest in our company's wellbeing.

BACKGROUND

Please describe your company and your position there.

I'm a co-owner at GMB Corporation. We specialize in providing industrial parts and products both online and via wholesale.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire OutboundView?

We hired OutboundView to set appointments with potential vendors that we can partner with to resell their products.

What were your goals for this project?

The goal was to set three new appointments each week from a qualified list of vendors that we provided. We’re constantly expanding our supplier list.

SOLUTION

How did you select this vendor?

We were introduced to OutboundView through a referral from a happy customer. After understanding their team, what they provide, and the cost, we decided to test their services for a few months. We were really impressed with the trial and have been working with them for over six months now.

Describe the project in detail.

The OutboundView team is responsible for identifying the right buyers at target accounts that we provide. They reach out to these companies to set up intro discussions.

We pay a flat monthly fee to go through a certain number of accounts each month. We get dedicated support from their inside sales team as well as from their leadership team.

What was the team composition?

They have an inside salesperson and someone helping with operations. Their CEO serves as an executive sponsor. We’ve worked with the same team the entire time and were able to speak with them prior to signing a contract.

RESULTS & FEEDBACK

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

On average, OutboundView has booked 15 new meetings per month. We've turned these meetings into signed partnerships for our team. We didn't have the internal ability to do this before.

For us, each meeting has the potential of engaging a $50,000 new customer. The ROI has been incredible so far, especially given that we didn't have the staff to manage hiring our own salespeople.

How effective was the workflow between your team and theirs?

The workflow has been incredibly effective. They have real-time reporting, and we meet weekly to discuss results and make adjustments.

What did you find most impressive about this company?

They’re able to deliver even though they’re a small, boutique shop. This differentiates them from other appointment setting companies that are huge call centers. Their people and their attention to detail really set them apart.

Are there any areas for improvement?

Not really, they've been a great partner.

BACKGROUND

Please describe your company and your position there.

Honest Policy is an insurance navigator that provides tools and resources to help consumers make informed purchasing decisions. I am the COO responsible for strategy and operations.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire OutboundView?

We engaged OutboundView to help set up meetings with key partners that we were approaching. The OutboundView team called and set meetings on our behalf.

What were your goals for this project?

We identified 50 partners that we wanted to talk with, and the goal was to set two meetings per week with these specified partners.

SOLUTION

How did you select this vendor?

OutboundView had been referred to me from a friend who used their inside sales consulting services.

Describe the project in detail.

The OutboundView team was responsible for helping us identify the right people to contact at specific firms. Once they identified these people, they executed the outreach.

The team helped us build messaging and find contact information, along with doing the actual outreach. Once a meeting was set, their team put the meeting on our schedules.

What was the team composition?

They had a project manager and an outreach specialist. During the setup process, the executive sponsor, project manager, and inside salesperson helped us build scripts.

RESULTS & FEEDBACK

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

In our first month, we set 10 meetings with qualified partners. This was way above and beyond our expectations.

How effective was the workflow between your team and theirs?

The workflow was incredibly effective. They were very easy to work with and typically very communicative.

What did you find most impressive about this company?

I was impressed with how individualized their approach was. They felt like an extension of our team.

Are there any areas for improvement?

Not really, they went above and beyond our expectations, and we’re still using them.