What causes a sales team to work with an outside lead gen partner?
There’s a common misconception that companies only go this route when they’ve been struggling to generate leads on their own. In reality, many of VSA’s clients come to us during periods of growth. Often because their operations are expanding, they usually have a specific project or role that they need filled by a well-qualified outside partner.
Here are three examples:
1) VSA was recently approached by a health data startup who had been in research mode for several years. The company had developed a potentially groundbreaking dataset for pharmaceutical and life-sciences companies conducting clinical trials.
With everything in place, the company was ready to go to market. They’d pulled together a list of about 200 prospects who seemed like good fits for the dataset, but knew very little about most of these companies—including what their current research focus was or who decision makers were likely to be. Recognizing that the best way to generate interest and uncover this information was through a cold calling campaign, they asked us to step in.
2) A second healthcare company—this one focused on patient billing—came to VSA around the same time. They’d recently completed a project with a different call center partner to help them achieve their ambitious growth goals for 2020. While that campaign had gone well enough, they were now turning to VSA to see how our team would compare.
This client was interested in working with us because of our BDRs’ ability to handle complex projects with attention to detail. Along with making dials to a new list of over 9,000 prospects they’d recently purchased, this company needed a firm to correctly update these entries in their Salesforce. We’ve recently began this project—and are already seeing results.
3) In many cases, a company partners with VSA when they’re doing so well that their hands are full just working the leads they already have. For instance, an education technology company came to us recently because no one on their 4-person sales team had time to devote to lead gen—they were all constantly busy preparing proposals. Meanwhile, they needed a new strategy to reach potential customers directly during COVID-19. They turned to VSA to keep their pipeline healthy and try something new.
These are just three examples of the broad range of roles that an expert lead gen firm like VSA can fill for a sales team on the cusp of growth, change, or expansion. While our clients come to us for a variety of reasons, they all benefit from working with a partner that provides deep experience, a collaborative spirit, and a valuable outside perspective.
At a time of such widespread change across global markets, the value of such assets increases further—especially for those companies who see are able to view these changes as key opportunities to continue to prosper.
Ultimately, whatever state your sales engine is in, there’s a good chance that a partner like VSA can help you. Just as we’re doing for the three clients above, we can help you address a specific challenge or initiative further bolster your success. Just get in touch with us to learn more!