People – Specialized for Superior Results

It takes special people to handle complex selling processes and interact with decision-makers in a professional manner. We focus on recruiting intelligent and motivated people and helping them achieve superior results. We hire for attitude and, where necessary we teach the skills necessary to succeed with revenue development tasks.

We do this by providing our employees with highly focused inside sales training programs and supporting them with specialized technology and tools. We work with you to educate our people about your company and dedicate them to your sales team. Lastly, through performance monitoring and coaching we help them exceed our expectations and yours.

After all, if it was easy, everyone could do it!

We know you’ve been inundated with poor telemarketing practices such as rude call agents who have no clue who you are or what you do. Why would you want to subject your prospects to the same thing?

VSM’s business development agents possess two qualities you rarely find elsewhere: they are courteous and they are experts when it comes to having real conversations with your prospects. Because they’re conducting polite conversations – not interrogations – with your prospects, they are able to quickly identify the true decision-makers and deliver high-quality leads, from those ready to purchase in the next three months to strategic contacts ripe for meaningful follow-up.

Process

VSM has over 13 years’ experience with B2B best practices in all phases of revenue generation, including response management, inside sales, sales lead development, contact list database management and sales process optimization.

Our implementation process is thorough and clearly defined. Our performance monitoring process ensures that your VSM team is working in a disciplined, thorough manner. Our closed-loop reporting process delivers call metrics that assures you we are doing our job and provide actionable business information to help you measure ROI and make more informed sales and marketing decisions.

Discussion Guide

The "VSM Discussion Guide" is a document and custom computer application used by our agents when calling prospects on your behalf. It is important for agents to deliver interest statements and value propositions as planned and desired but without reading a script. Emphasis is placed on listening and the questions are designed to have the prospect do most of the talking. Careful planning ensures that important questions are asked and data elements captured for your database

Closing The Loop

One of the biggest and most overlooked steps in a company’s sales process is closing the loop. Companies focus so intently on making a sale that they often don’t take the time to measure the metrics necessary to ensure repeated success. Instead they focus on one initiative at a time and, when they need to increase sales, they repeat a marketing program they feel has worked in the past. But at that point, if you haven’t taken the time to measure your past marketing programs, your return on investment may be negatively impacted.

Technology

ProspectPlus^TM is a leading-edge ASP solution that has been designed to distribute leads and track ROI over long periods.

This tool is for you if:

• You have a complex sales cycle that involves several departments, partners and/or VARs
• You want to track your ROI
• You know you are generating leads but can't tell if you are generating revenue
• You need to be able to capture leads anytime, anywhere, and you want to monitor their progress centrally
• You want leads to be automatically chased so they are not lost
• You need a system that can scale up to handle multiple partners and projects but still give you ONE high level overview.

ProspectPlus^TM has extensive reporting and tracking capabilities that help in evaluating the effectiveness of a lead generation program.

We have the technology to generate accurate and meaningful reports that keep you regularly informed of the progress and the results of the entire effort.

The reports can be made available to you via the Internet, giving you timely information on the progress and success of your programs.

Leads are delivered to recipients via email or through ProspectPlus, our lead management system. Our web-based customer portal is used with every project to make it easy for client sales personnel to provide status and feedback on every sales opportunity. The process is very fast and typically involves no more than ten minutes a week. Lead aging reports are easily produced over the web, enabling client sales management to ensure follow-up is being performed in a timely manner. When follow-up is difficult because a qualified prospect is hard to reach, ProspectPlus^TM is used to notify VSM, at which time we reconnect with the prospect and schedule an appointment.