Case Study: Generating Qualified Leads for a Logistics and Supply Chain Company
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA managed lead generation and appointment setting for a material handling company. The team works hand-in-hand with the client to develop scripts and narrow down ideal customers.
Introduce your business and what you do there.
I’m the VP of Sales for a material handling company. I’m responsible for sales and business development within North America.
What challenge were you trying to address with VSA?
We have a fairly small sales team and we work on large numbers of automation warehouses. Customers go through us while operating on a 9-18 month sales cycle. We needed help getting more information so we could generate more leads.
In the United States, we’re known as a golf warehouse, so we have a branding issue there. We needed VSA to help us drive the pipeline.
What was the scope of their involvement?
VSA provided appointment tracking services for us. We’d create a list of potential targets. Then they’d go through those contacts and find the right people for us. Once found, VSA helped set appointments to hold initial discussions with those contacts.
Once those appointments were done and there was a match, their team would set up our salespeople with those customers. This is all in hopes to earn new clients.
We worked with their technical authors to develop scripts encompassing their featured product and information. Then, we would practice the different scripts—one generic and one for tradeshows.
When we come out of a tradeshow, we have a new list of people that we met. Their team will often curate appointments from that.
VSA used emailing and cold calling for the appointment setting process. If we had potential names, we’d provide them but otherwise, their team would search for high-ranking supply chain specialists. It often took multiple attempts and different people to obtain the right person.
What is the team composition?
My main point of contact is Lisa (Project Manager, VSA). There were also 4-5 individuals assigned to our project.
How did you come to work with VSA?
They were recommended to us from a marketing company that had previously worked with them. After interviewing VSA, we liked them and began our partnership.
How much have you invested with them?
We’ve spent between $10,000-$50,000 with them.
What is the status of the engagement?
Our partnership began in April 2019 and is ongoing.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
The cost proposal was low and our conversion rate was very good for cold calling. We’re impressed with the pool of customers that VSA has found.
Feedback from customers has also been very good. They express they are being approached and treated in the right way.
How did VSA perform from a project management standpoint?
We hold weekly meetings where we go over an updated list of achievements. Their team helps us keep track of the number of calls and time from initial contact to actual appointment. We have several metrics to track how the process is working.
What did you find most impressive about them?
I’ve been most impressed with their attention to detail and proficiency in following up.