SalesRoads

BACKGROUND

Introduce your business and what you do there.

I’m the executive director of InnSure, a nonprofit. Our mission is to foster innovation in insurance; a lot of what we do is related to helping the insurance industry address climate change. We typically support innovation initiatives, connect companies to startups and entrepreneurs, and help them engage in external ecosystems.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

As a relatively new organization, we were trying to get senior leaders in the insurance industry to explain what we do and who we are.

SOLUTION

What was the scope of their involvement?

We initially explained our business to SalesRoads’ team and worked together to create a script to explain who we are and what we do. They did cold calls for us to set appointments. They worked on the people’s profiles and positions we wanted to engage with to create target lists. Then, SalesRoads called and engaged with them until they set up appointments with the interested parties. Ultimately, the goal was to get companies to sponsor and work with us.

We supplied a few names and worked with the team over the weeks to fine-tune how they were filtering the target list. They kept to their script; if people asked questions outside it, they set up calls with me or somebody on my staff. Additionally, SalesRoads engaged in email outreach.

What is the team composition?

We worked with four team members in total. We had one manager and two people doing the calls. Additionally, halfway through the engagement, they added a new person.

How did you come to work with SalesRoads?

Someone referred them to me. We compared 2–3 services and liked SalesRoads’ people, their processes, and the results they presented. Also, they were more willing to work with us than others.

How much have you invested with them?

We spent about $60,000–$70,000.

What is the status of this engagement?

We worked with them from December 2019–December 2020.

RESULTS & FEEDBACK

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

They reviewed the call list, call activity, and how often they connected and converted to an appointment on a weekly basis. The two most significant metrics were the calls-to-close ratio and the quality of the appointments. We ranked if the people they reached were the type of people we were looking for. Additionally, we also tracked how many of those we closed, but that had less to do with SalesRoads’ service and more with our product.

How did SalesRoads perform from a project management standpoint?

Communication was fantastic. They didn’t miss any deadlines; the team was a well-oiled machine. Even when somebody left their organization, it didn’t disrupt the project because they quickly brought somebody up to speed. The supervisors also made phone calls during the transition, so there was no service interruption.

We used Google Suite and a CRM. SalesRoadas gave us reports, and we could review them at any time.

What did you find most impressive about them?

They did a high volume of calls and had a good close rate. Moreover, the quality of contacts was like no other, so we had to do less work with SalesRoads than with other solutions.

Are there any areas they could improve?

They could incorporate email more effectively, but we didn’t purchase it as part of our service.

Do you have any advice for potential customers?

Work with them upfront to get the scripts right and stick with it for an extended period because it builds up over time.

BACKGROUND

Please describe your company and your position there.

I was the consultant for a fortune 500 manufacturing firm.

OPPORTUNITY / CHALLENGE

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

SalesRoads was hired to contact Non-users that had purchasing frequency in a large box store for their supplies. The initial calling goals were to contact approximately 100 K of these non-user clients.

SOLUTION

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

We interviewed three vendors. The selection criteria was based on: experience within the industry that we were attacking, technology that would be interfacing with our internal systems and cost. SalesRoads exceeded our expectations on all three.

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

The SalesRoads team was to set up real time appointments and send the invites to the contractor and to the client sales person. A lead sheet was sent to each client with notes of the conversation with the contractor. Weekly customized dashboards were set up with in-depth campaign metrics. Short term CSV files were sent daily with all activity and contact updates.

Long-term work out of clients were performed in the manufacturing company‘s Salesforce instance to generate needed productivity. My client needed to have a sales enablement platform on top of Salesforce for dialing.

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

Most of the work was done with the team that was set up to handle the account. Specifically: David, Kacey, Jane and the outbound team.

RESULTS & FEEDBACK

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

SalesRoads exceeded our expectations with the defined metrics: number of calls, number of contacts, number of leads passed. Also, SalesRoads was very good at adjusting the plan as needed.

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

The Salesroads project management team was extremely hands-on and available as needed. Most issues were resolved in an extremely timely manner. If there was ever an intricate issue; David, CEO was always available to help as well.

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

I found their hands-on approach impressive. We consider SalesRoads an extension of the teams that we were deriving leads for. SalesRoads is very much a can-do company and spends time with the client in order to figure out ways to accomplish the client’s goals.

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

Not that I can think of.

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

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.

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.

BACKGROUND

Please describe your company and your position there.

I am the founder and CEO of a B2B SaaS company that helps our clients focus on the metrics that matter to crush their customer service and sales goals.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire SalesRoads?

We hired sales roads to augment our demand generation strategy. We specifically wanted them to help us set up online discovery calls for our Account Executives.

What were your goals for this project?

We were looking for 100% ROI which they have exceeded.

SOLUTION

How did you select SalesRoads?

We have been through 2 other outsourced companies in the past that did not work out and we determined that the failure was due to lack of a complete understanding of our market and product. At this point we were deciding to bring the SDR role in-house or outsource.

We looked at what Salesroads offered and we were impressed with the amount of work they invested to understand our market, core client and product. They created a very impressive play book, KPIs to measure weekly performance and a weekly rhythm to make adjustment and continuously improve the process.

Their focus on the process is what they do much better than other providers I have used and which has resulted in success where other providers failed. Based on my experience even if I brought the SDR in-house they will always complement my team to add redundancy to the process as well as an expert perspective to our ever changing process which is critical to our success.

Describe the project in detail.

We have a Customer Success Manager, a Sales Manager, an Optimization Specialist and Appointment Setters assigned to our account. For onboarding they created the best demand generation playbook that I have ever worked with, complete with talk tracks, product info, core client info, objections, and competitors that was pulled from an initial interview with me followed by multiple reviews. Once the playbook was completed the sales team was trained for a week and then they launched with call lists that they curated that specifically targeted our ideal core client.

What was the team composition?

Customer Success Manager, Sales Manager, Optimization Specialist, and Appointment Setters.

RESULTS & FEEDBACK

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

We are very happy with the progress. They have exceeded our goal of 100% ROI. What separates Salesroads from my other experiences is their upfront work to understand our core client and to work with us weekly to improve results.

Even though they are hitting their goals they still challenge themselves to see how they can raise the bar for us. I do not consider Salesroads a vendor, but instead, a strategic partner.

How effective was the workflow between your team and theirs?

It is amazing. They have a channel on my Slack workgroup and they normally answer my requests immediately. Our meeting rhythm and KPI reporting is also great which has helped us maintain process improvement and accountability on both sides.

What did you find most impressive about this company?

Their people and their processes and as mentioned above their amazing sales playbook that was customized for my company.

Are there any areas for improvement?

No. We both believe we can always improve and we challenge ourselves during our weekly meetings to get to continuous improvement. Salesroads is hands down the best outsourced sales organization I have worked with and will continue to work with in the months and years to come.

BACKGROUND

Introduce your business and what you do there.

I’m the senior project manager of a paint company. We prepare and sell paint through a home improvement retailer.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesRoads?

We needed to set up a call center. We were trying to solve the problem that our sales reps in the field were struggling with in regard to cold calling customers and getting a hold of them. We wanted to reduce the time it took for a lead to become an account.

SOLUTION

What was the scope of their involvement?

We asked SalesRoads to set up a call center. They helped us determine the call conversation script, understand the flow of the conversation, as well as develop the training materials for the call center reps. SalesRoads also helped build the reporting we use for the reps. We provided a lot of materials on our side. Their team did some informal discovery, but we didn’t have them do too much external research.

What is the team composition?

First, we worked with the owner, project manager, and IT integrator. They have teams behind them that built the program and set it up for success. Now, there are four people consistently calling our customers.

How did you come to work with SalesRoads?

They’re a subcontractor of a company that we contracted out to try and get the work done. They did a great job with creating presentations and building the program.

How much have you invested with them?

We’ve invested about $100,000.

What is the status of this engagement?

Our ongoing engagement started in February 2021.

RESULTS & FEEDBACK

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

In the first week, SalesRoads overachieved what we asked them to do. We asked them to get a certain number of calls done, and they did that with no issues. It worked out great. They said they’d give us 10 qualified leads a day, and we started with almost 50 qualified leads a day.

They did a great job of setting up the call center. The integration of our system to theirs was relatively easy because they did a lot of good work. There were a couple of things that didn’t go as well as we would’ve liked but directionally, it was an easy integration.

How did SalesRoads perform from a project management standpoint?

Typically, our communications are through email. We utilize Excel for project management.

What did you find most impressive about them?

From the beginning, we could tell that they were experienced.

Are there any areas they could improve?

They could’ve helped us with really being set up for success. They did a great job of setting their systems up for success, but we ran into the problem where they went so fast, we couldn’t keep up.

Do you have any advice for potential customers?

Make sure you’ve built your integration program well. If you don’t, you’ll get overwhelmed quickly because SalesRoads does a great job of calling customers and getting them on the phone.

BACKGROUND

Please describe your company and your position there.

Our Enterprise team focuses on large provider practices, hospitals and health systems, and LTPAC organizations. I am the Director of Enterprise Accounts and lead our Sales and Account Management team.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire SalesRoads?

Outbound calling to our Enterprise Hospital market.

What were your goals for this project?

Our ultimate goal was to gain awareness of a proven solution in a new market. What we thought would take months to gain momentum and make our brand recognizable, they were delivering results within days. Our baseline was to schedule 10 calls a month- they have far exceeded that number in only weeks.

SOLUTION

How did you select SalesRoads?

We considered 3 companies in our evaluation and actually did a pilot with another group prior to finding and selecting SalesRoads. Our initial pilot with another group provided minimal communication, no kickoff, and virtually no results over a 2 month trial.

In the first conversations with SalesRoads, we immediately felt the difference. They were concerned about our needs, what results we expected, and acted like a true partner from day 1. Their President even joined a few of the early meetings to ensure we were on track and has reached out to check in on our progress and satisfaction since then. They truly feel like an extension of our team.

Describe the project in detail.

The group is making outbound calls to our set appointments for our Enterprise Sales Team. We provided a detailed prospect list of target accounts, general information about our buyers, pains, objections, and competitors and they stood up the right cadences to maximize their outreach and drive results.

We paid an upfront campaign kickoff fee and then pay monthly for the services of the project team and 2 BDRs.

What was the team composition?

We work with a core project manager, development and optimization specialist, and 2 SDRs. Communication, reporting and feedback runs through our main contact and makes for an easy experience with the team. We know where we stand, how we're progressing, and where we can help at every point along the way.

RESULTS & FEEDBACK

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

SalesRoads came out of the gate extremely strong. While our outbound BDRs averaged 3-5 new appointments per week, the team was hitting the mid-teens immediately and have settled into a nice pace averaging 5-10 per week. The quality of the initial calls are on point with the right buyers on the phone and a pain identified that we can solve.

How effective was the workflow between your team and theirs?

Seamless. Kasey runs this project like a machine, provides weekly reports on exactly where we stand, is always open to feedback, and has provided our team with an incredible experience.

What did you find most impressive about this company?

After only a 2 hour kickoff call and a short week of training, they were up-to-speed, put together an impressive playbook, and were ready to dive in and start making calls. Where a typical ramp for a new hire can take weeks, if not months, they adjusted and days and immediately began making an impact. Their professionalism, feedback reporting, and quality of the BDRs are absolution top notch!

Are there any areas for improvement?

As expected there have been a number of no-shows at the start of the year. SalesRoads makes the extra effort to remind prospects of their upcoming appointment, but this is an area we will continue to work on and ensure clients are truly vested in taking an initial discovery call.