Are You Laser Focused or Short Sighted?
Often, companies come to us with an urgent need. They have a tight deadline. Their sales teams are swamped. They have a project that needs to be executed—and they’re looking for a team to do it.
The bottom line: They need sales appointments, fast. And they want a firm to execute exactly what they have planned.
This approach to an outbound calling campaign is fine—but may leave customers disappointed. Rather than grinding through the repetitive process of dialing through a list of prospects, these companies could be reevaluating the whole picture, getting a fresh perspective, and adding additional value.
That’s because lead generation isn’t just about executing that last little piece of a project—it’s about making significant, long-term improvements that will boost the overall performance of an entire sales operation. Companies that adopt this mindset shift realize that an outbound calling campaign is an ideal opportunity to:
- Test and refine messaging
- Develop or update prospect lists
- Research the landscape of a market and unearth recent developments
- Learn about best practices for reaching the right persona within an industry
- Optimize ROI by defining best processes and securing the right technology tools
- Bolster event results —such as tradeshows, event registrations, and special promotions
- Improve the overall marketing strategy by providing end-user feedback
Some companies need a partner to help collectively address this bigger challenge; in this case, they need to find an outsourced prospecting firm that is experienced, flexible, and has a thorough knowledge of what does and doesn’t work across inside sales. Our clients tell us that our ability to see the whole picture is one of the qualities they like best about working with VSA. Yes, securing a high volume of appointments is critical, but collaborating on each step of the campaign generates far higher long-term revenue.
As the inside sales industry grows, companies are increasingly asking us to take on new, unique approaches to lead generation. We welcome these novel approaches because we understand how profoundly such shifts in mindset can affect long-term ROI. Asking more of a lead generation partner is a growing trend, and it’s something that we encourage all of our clients to consider.
