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The Vanella Group, Inc. is a long-established premium provider of outbound tele-based lead generation and sales development services designed for enterprise technology companies. Below is our recent interview with Mari Anne Vanella, CEO at Vanella Group:
Q: Could you provide our readers with a brief introduction to The Vanella Group?
A: We developed the Telesales 2.0™ methodology to be a comprehensive formula that outproduces traditional outbound tele-based lead generation and telemarketing programs 5x above industry standards. We have taken a modernized and much more sophisticated/ in-depth approach to sales pipeline building and management. The results enable our clients to uncover developing opportunities they otherwise would not have had participation or visibility into. Additionally we can help them stay engaged with prospects that went quiet, which is often misinterpreted as a lost deal.
Q: You’ve recently announced placement in the 2018 “50 Most Valuable Brands” list; could you tell us something more?
A: We work hard to build our brand around “Excellence.” That is what we are known for, and our work makes a vast impact on the sales pipeline of enterprise tech firms. The solution we designed is more sustainable than a typical “outsourced” tele-based lead gen program, so our customers work with us for many years. We align with the client culture to become a strong part of their team. We had a client that looked back on our work over a period of years compared with other programs they run, and 80% of their large deals came from us.
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Q: Will an outsourced telemarketing provider have the same passion as an internal employee?
A: That’s a great question….I love to answer this because the reality is we have more than an internal FTE. What we find is internal hires are not there for the long haul, they are looking to do something else in sales or just getting started and have limited experience. Inside sales as a position isn’t where people want to generally hang their hat, so the level of experience and ability we have is at that executive level and the engagements are completely different than a “cold call” from a sales rep. Our position is we are 100% committed to outbound success but far beyond that we understand the complex psychology behind the dynamics of unplanned calls. We actually worked with organizational psychologists to design our reporting, and we are experts at all stages of pipeline discovery and management. Our team knows how to real-time map conversations to uncover meaningful details, so this isn’t just some “sales call” that prospects get. It is a peer-level call that is a valuable use of their time, and helps clients actually engage with prospects in a meaningful way. Our turnover is very low, and we know how to problem solve engagement challenges at a level an SDR could never do independently.
Q: Tell us more about your services?
A: We are focused 100% on enterprise technology and the scope of what we can do is very broad. We help companies 1) identify active buy-cycles, 2) manage long-term prospect relationships, 3) design workflow to stay engaged, 4) have additional a-la-carte services like content creation and campaign management, 5) we are Marketo and Salesforce partners and we help organizations get the most out of their martech stack, 6) anything related to connecting or reconnecting with prospects—we can do it. 7) Train teams to manage prospect relationships effectively.
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Q: What are your plans for the future?
A: We have been working on extending our model within organizations for several years and now are going to market with the formula to implement internally. Telesales 2.0™ is really unsurpassed as a model for success, and we want internal teams to be effective and not lose deals because of workflow breakdowns. We are delivering programs, and also enabling our clients to maintain success internally utilizing the Telesales 2.0™ methodology within their own environment.
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