A True Team-Based Approach for Better Lead Generation
Until this spring, many sales teams were used to having dependable lead gen programs they could rely on to fill the top of the sales funnel. Indeed, some had been successful for years using the same messaging, processes, and prospect sources.
Then, 2020’s drastic changes came along and profoundly affected almost all sales and lead gen processes—causing many of those same sales teams to review even their most time-tested strategies. Faced with unprecedented challenges, many have turned to an outside partner in search of an independent, well-informed perspective.
Why just get one perspective, though, when you could have many?
Because of our unique, team-based onboarding process, VSA is able to give our clients access to many skillsets and viewpoints by involving many individuals in the launch of each new client’s program. Our process is thoughtful, collaborative, and methodical—ideally suited to helping clients succeed in volatile markets.
To illustrate, let’s consider the case of a hypothetical client—FirstRate Corp—who needs help building an effective new lead gen program. They first have an introductory conversation (or several) with one of VSA’s account reps, who learns all about their background, goals, and offerings before determining that the partnership will be a good fit. Once both parties sign an agreement, the onboarding process begins.
However, the account rep’s involvement doesn’t end there. VSA knows that the valuable relationship and learnings that defined the sales process are critical to setting up successful programs. That’s why, unlike at other lead generation organizations, our account reps remain part of the conversation well after the agreements are signed.
In fact, it’s the account rep who will personally introduces FirstRate Corp to their VSA Program Manager—the person with whom they’ll be in direct, regular contact for the duration of the campaign. This person will also oversee the program’s day-to-day operations and manage FirstRate Corp’s BDR team. Through regular reporting and meetings, they’ll give constant updates, insight, and guidance based on actual calling data, allowing for continuous improvement of the program on an on-going basis.
That program manager will also be backed by our COO, who’s a presence throughout onboarding. She plays an integral role in the early onboarding calls, then supports program managers and helps define program strategy as the program progresses.
The account rep, COO and program manager provide FirstRate Corp with management and direct executive oversight. That’s not the whole onboarding team, though—VSA also has several specialists working behind the scenes.
For starters, there’s VSA’s Director of Operations, who’s familiar with the specific skillsets, personalities, and program strengths of each of VSA’s Business Development Representatives (BDRs) and will draw from that knowledge to custom-construct FirstRate Corp’s calling team. This ability to match the right people to the right programs maximizes the number of appointments we’ll set for FirstRate Corp.—and can even reveal what personality types decision makers in their market are most receptive to.
The Director of Operations will also collaborate closely with our project support manager to help FirstRate Corp develop a perfectly-targeted list. VSA’s project support manager leverages our internal database to identify an optimally targeted group of prospects which allows FirstRate Corp. to reach interested, well-qualified decision makers as quickly as possible once dialing begins.
And of course, there’s also VSA’s in-house content writer. After learning about FirstRate Corp.’s messaging and talking points, he’ll seamlessly weave that verbiage together with VSA’s battle-tested rhetoric and turns of phrase—and maybe even add a little bit of creative flair. This new take on FirstRate Corp.’s messaging may prove invaluable to the company moving forward, and can be applied to other outreach initiatives supporting their engagement with VSA.
And while they might never interact directly, VSA’s tech team will also provide FirstRate Corp with integral support by importing and scrubbing data, preparing the program’s phone and email infrastructure, and loading everything into VSA’s CRM. They’ll also be on call to troubleshoot as the program moves forward.
Though a hypothetical example, the story above closely resembles the experience of hundreds of clients who’ve onboarded with VSA. Gaining access to a variety of skillsets and perspectives through our team-based onboarding process has been invaluable, particularly to those seeking to regain their footing in uncertain markets.
So, ready to start mixing things up? If so, don’t hesitate to reach out. You’re just a phone call away from VSA—not just one of us, but our entire team!