Partner with the Right Inside Sales Team
Most of VSA’s clients first approach us when they’re seeking a partner for one specific task: lead generation.
Usually, they’ve already built a prospect list and defined a target market. What they need is a partner with the resources and diligence to make calls, send emails, and work through that list in order to identify which prospects are interested.
Perhaps because this work often seems straightforward and repetitive, many companies are more than happy to assign it to an inside sales partner. And when they do, they almost always see a positive return on investment.
However, lead gen isn’t the only sales process that a sophisticated inside sales firm does well!
Over the years, many of VSA’s clients have asked us to take on projects that address specific needs across different segments of their sales pipelines — and found that the results are equally valuable. Here are a few examples:
- Market research: To expand their target market, a company offering software to municipal enforcement agencies wanted to learn if towns and counties smaller than those they typically serve would be interested in their solution — and if so, which had the most promising markets. With VSA’s help, they were able to survey 10% of these smaller municipalities in each of the 50 US states, allowing them to decide how to move forward and what areas to focus on when entering the market.
- Lead nurture and qualification: One client engages VSA to follow up with both international and domestic candidates for a major university’s executive business program. The company supplies a list of leads, and VSA reaches out with personal phone calls and emails to those prospects. This allows us to gauge the candidates’ interest levels in applying and serve as a resource for any questions they have. The result? A higher percentage of candidates have enrolled, and the program is consistently ROI-positive.
- Customer retention: A client that was upgrading its software tasked their VSA team with calling current customers to generate interest in the upgrade; to their surprise, however, many of their customers were no longer even using the software! Because they learning this sooner rather than later, the company was able to recover and win back a significant portion of their customer base.
These campaigns couldn’t have been more different: they each targeted a distinct segment of the clients’ pipeline and featured unique goals, strategies, and messaging.
In each case, though, partnering with VSA allowed the client to address their sales team’s most pressing need — and in each case, the result was ROI-positive. It all goes to show that the benefits of partnering with the right inside sales team can extend far beyond the top of your pipeline.
Before taking on your next project with an inside sales partner, we urge you to think creatively and specifically about how to best leverage that partnership. If you’d like to discuss the full range of possibilities, we’re only a phone call away!
