Appointment Setting Generates Big Sales for an Inventory Company
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA set sales appointments for an inventory company. They collaborated on prospect sheets and call scripts, then provided a steady stream of information on potential leads.
Introduce your business and what you do there.
I’m the vice president of sales for a physical inventories company. We serve several major retailers.
What challenge were you trying to address with VSA?
We were looking for a force multiplier. Our sales team is best in front of a client, but they can’t always keep up with the volume of calls needed to get in front of those decision makers.
What was the scope of their involvement?
They worked for us on an hourly basis. We handed over large prospect sheets, and they helped identify other prospects.
We had some standardized questions as a team, and then we collaborated with them on the call script. We had a few training calls with their team, and they reviewed the process and helped us with quarterly review calls. They provided an ongoing stream of information, and we gave them periodic guidance when we had ways to help them.
What is the team composition?
We had one primary point of contact throughout our relationship. Occasionally, I would deal with a secondary contact. They facilitated results and set up when calls would occur. We had a project-specific email, so our customers felt like they were always dealing with the same person.
How did you come to work with VSA?
I was formerly at another inventory service. We used several call providers in different sales segments, so I knew how successful that sort of vendor could be. I spent a few weeks searching for potential providers, and VSA was the most responsive.
How much have you invested with them?
We spent between $80,000-$90,000 over the life of the relationship.
What is the status of this engagement?
The engagement went from February 2014-March 2019. I’d like to do more work with them, but we had to reduce our budget.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
We had a nice uptick in sales, and now we’re catching up with our operations. It was a very successful collaboration. They were overwhelmingly supportive and positive. Even when they couldn’t deliver a qualified lead, we got a lot of important information from their calls. Several of our biggest sales came from our relationship with them.
How did VSA perform from a project management standpoint?
From a management standpoint, they were very easy to work with. They met all our deadlines and were an outstanding partner. If we needed something, even on short notice, they’d put together a solution for us right away.
Most of our communication was through email, phone, and their web portal. They were always very helpful if I ever wanted more from them.
What did you find most impressive about them?
The main point was their consistency in account leadership and management. Working with them was terrific.