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In the Transform Sales Podcast #91, MariAnne Vanella, CEO and Founder of The Vanella Group, Inc, a sales outsourcing company, discusses the ideal customers for Vanella Group, which are enterprise tech companies with complex sales landscapes. She shares a success story of how Vanella Group provided account profiling services for a network services provider, resulting in 80% of closed deals. MariAnne emphasizes the importance of effective business calls and the skill set required for successful conversations with executives. She advises against using gimmicks or scripts and advocates for genuine and direct communication. MariAnne also discusses the preferred personas they target and the reporting and communication process with clients.
In case you missed it…. these are the highlights
Would you briefly introduce yourself, The Vanella Group, and how you broke into the Sales Outsourcing Industry?
The Vanella Group is a sales outsourcing company that focuses on serving enterprise tech companies with complex sales landscapes. We specialize in various industries such as industrial control systems, insure tech, med tech, e-procurement, network, and telecom. Our core services include prospecting, appointment setting, and lead generation. We’re not just a marketing or sales vendor; we see ourselves as an integral department within our clients’ organizations.
We excel in working with clients who have long sales cycles and multiple stakeholders. Our role is to identify where the deals are and to understand the different planning stages of our clients. We also engage in account profiling, understanding stakeholders and influencers to secure deals. Our approach is data-driven; we conduct account research and gather sales intelligence to ensure we’re targeting the right prospects.
Our communication with clients is bidirectional, and we build strong relationships with accounts. We focus on meaningful conversations and deep intelligence gathering rather than just dialing numbers. We’re integrated with our clients’ systems and offer comprehensive reporting, appreciated especially by business intelligence companies. We aim to contribute directly to our clients’ revenue goals, focusing on output rather than just activities like dialing.
Who are The Vanella Group‘s Best-Fit Customers?
Our best-fit customers are enterprise tech companies and service companies operating in complex sales landscapes. These are organizations that often have long sales cycles and multiple stakeholders involved in the decision-making process. We work across various sectors, including industrial control systems, insure tech, med tech, e-procurement, network, and telecom. Our focus is primarily on English-speaking countries, particularly in North America. We generally target larger companies rather than small SMBs or mom-and-pop shops. Our services are most effective for mid-market enterprises, with contract values ranging from $150-200k to deals exceeding a million dollars.
Let’s talk about a Vanella Group Success Story
The Vanella Group partnered with a network services provider specializing in complex projects for multi-location companies. We were tasked with appointment setting and lead generation, aiming to fill their sales pipeline with high-quality leads. Our team conducted in-depth account profiling and utilized sales intelligence to target the right stakeholders, ensuring that the leads generated were not just numerous but also highly relevant.
The results were remarkable. A staggering 80% of the deals that the client closed came directly from the leads we had generated. This success story underscores our expertise in identifying and nurturing potential deals, as well as our ability to provide teams with the actionable insights they need to close deals effectively. It serves as a testament to our commitment to delivering tangible results that contribute to our clients’ bottom lines.
What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with The Vanella Group?
1. Be Engaged: Active participation from the client’s side is crucial for the success of any program we undertake. Regular communication and involvement in the planning and execution stages will ensure that the strategies align well with your business objectives.
2. Follow Recommendations: We bring years of expertise to the table, and our recommendations are based on proven strategies. Trusting our guidance and implementing suggested next steps can significantly improve the likelihood of achieving your desired outcomes.
3. Keep Stakeholders Informed:
“ It’s essential to keep all relevant parties within your organization updated on the progress and changes in the program…“
This ensures alignment and prevents any disconnect that could hinder the program’s success.