Exploring the VSA Difference: Our Team-Based Approach to Calling
Our BDRs all call together from the same office.
That’s probably not a phrase you’ll hear for a while. Even with everyone working separately, though, a team-based account model like VSA’s provides your sales team with a distinct advantage. Why?
First of all, let’s admit something: cold calling can be tedious. Even for the most diligent callers, repeating the same message ad nauseum will eventually result in their enthusiasm starting to lag. This can be even worse for BDRs working remotely, as instead of being surrounded by colleagues they’re surrounded by all the distractions of home.
A team-based model like VSA’s allows each of those individual BDRs to split their time between multiple programs and work on two or three different projects every day. This keeps team members fresh and interested, preventing burnout and making it easier for them to project enthusiasm on every single call.
Furthermore, it brings multiple personalities and insights to each program, allowing you to more objectively evaluate that program’s effectiveness. When a lead gen firm assigns only one BDR to make calls on an account, there’s no way to know whether it’s the caller or the message that’s effective–until that person leaves, of course, and most of that call center’s knowledge of your program leaves with them. Just as assigning multiple programs to each BDR prevents boredom and burnout, assigning multiple BDRs to a program makes that program more measurable and more sustainable.
Not only that, it gives you more control over when calls are made. By distributing hours amongst multiple BDRs, you ensure that the program won’t be as severely affected should one of those BDRs call out sick or go on vacation. Since all BDRs work slightly different hours, you can more effectively spread calls out across different days of the week or times of day. If you’re based on the East coast, you can assign West Coast calls to a BDR who works the late shift; if you’re on the West Coast, you can give your East Coast calls to someone who comes in early in the morning. And should you find that a certain time of day is most effective, you can probably work with your lead gen partner to shuffle your team’s makeup so that the majority of your BDRs are available to make dials at that time.
And finally, just because teams currently aren’t physically collocating doesn’t mean that they aren’t interacting with each other. VSA, for example, holds weekly team meetings to allow our BDRs to compare notes on strategy and tactics and discuss any new information they’ve discovered about prospects or the market. These regular team interactions create a culture of comradery, collaboration, and continuous improvement that allows us to become both deeply knowledgeable and surgically flexible. When we encounter something unexpected, we can turn on a dime to address it.
These are just a few of the reasons why VSA believes so strongly in a team-based approach to lead generation—and why, no matter how long it is before we’re able to return to the office, we still retain a team-based model as the center of everything we do. In future posts, we’ll address how we take a similarly collaborative approach to both new client onboarding and executive management. We hope you keep reading!