Lead Generation Companies: Not Interested isn’t Forever

Many times an old calling list still has so much life left – and produces valuable results and connections for our clients! •    Last week Ryan spoke with a physician who wanted to learn more about a specialized medical billing program. This normally wouldn’t be odd, but last year this same physician practice, with a different decision maker, flatly refused … Read More

Invest In Appointment Setting

Invest in Appointment Setting This article will let VSA use our years of experience in appointment setting to help your organization with its own sales and marketing programs, using the telephone! Benefits of Telephone Prospecting Program Increase Over Time When we first start a cold calling program, we spend an inordinate amount of time in the first 3 weeks managing … Read More

Telesales Means Working the Phones!

Last week we identified an amazingly attractive B2B sales lead for our client.  This is a lead we had been pursuing for about a month.  Our client had provided the company name but no decision maker name.  The company is huge, with multiple locations across the globe.  We needed to navigate to learn who the decision maker was, and try … Read More

B2B Sales Leads: What Can You Expect?

We talk to companies almost every day about potential lead generation programs, and most want to know what they can expect.  How many B2B sales leads will they get? Can we set appointments on their calendars?  How qualified will the leads be?  How will they learn about appointments/leads?  What kind of information will they receive?  What background do our B2B … Read More

The Right Script for Appointment Setting

Person typing on a typewriter

The trick to generating a sales lead is to follow a script but never let your prospect know that you’re doing so.  In very effective appointment setting programs, the prospect needs to believe that the caller – who is actually employed by a prospecting service or outsourced lead generation firm – is in fact a seasoned member of the client’s … Read More

The Truth about Telesales

Business people shaking hands and sealing a deal

Telesales, especially in the B2B space, is not about making a sale over the phone.  It is about using the telephone to support and influence a B2B sale. As a B2B sales marketing firm, VSA uses the range of our prospecting services to help our clients make sales, often when other approaches are not effective.  The telephone is particularly successful … Read More

Lead Generation – The Expansion of an Industry

Hot Air Balloon on a blue sky background

The demand for B2B lead generation among sales organizations has reached an all-time high.  Prompted by tremendous expectations for significant return on capital – even sole proprietor – companies need to find smarter, quicker and less costly ways of finding leads to fill their sales pipelines. Enter Appointment Setting Companies!  The industry of outsourced B2B cold calling services who set … Read More

B2B Appointment Setting for Complex Products

One red apple among many green ones

We at VSA focus on B2B appointment setting for complex products and services, mainly those with long prospecting time-frames and difficult to reach decision makers.  We have built our entire infrastructure to support the kind of B2B appointment setting that must be performed for these kinds of products and services.  From our CRM technology to our calling process and right … Read More

How Companies Make Telesales Work

Can you really sell a B2B product or service over the phone?  Can you make a B2B sale through outbound phone calls, talking to decision makers who are probably unfamiliar with your firm and actually get a PO or credit card number to complete a sale on the spot? It’s a real challenge to secure payment for B2B telesales on … Read More

Lead Generation vs Appointment Setting

The best cards have been separated from the rest of the deck

VSA has a client with a large sales force who has hired VSA for lead generation, only!  That’s right.  This company doesn’t want any appointments set on their calendars, just the identification of qualified leads.  Their sales force wants to schedule their own appointments, and not be locked into timeframes we set for them. For us, as a B2B telemarketing … Read More