"What you do has so much value for companies. Your program totally compliments a sales organization. It jump starts and increases pipeline building and adds volume immediately."
Barbara Nichols
CEO, XSELLerate Sales
"Having done business with thousands of companies over 25 years, The Vanella Group is of the very select few who consistently achieves outstanding results, displays integrity and looks after the client's best interest at all times."
Michael D. Dryall, President
THE PLATINUM PERFORMANCE GROUP
"The Vanella Group delivers much more than leads, they give us a complete profile of the opportunity that goes beyond general information like listing contacts, timing, budgets and so on. They give me strategic information with the words of the executives themselves that is what I need to be prepared with a specific topic and how I can get an extra edge on the
business early on. Their ability to capture this information is incredible, you can't get a better opportunity lead than that. Because of the experience The Vanella Group has in Telesales for high tech and bringing such a deep understanding of how companies buy technology, their work is the best we have ever seen. Other B2B Telemarketing firms we worked with previously were never able to produce the level of results The Vanella Group has for us."
Senior Sales Executive, HP Premier Partner
"I worked with Mari Anne initially on a cornerstone project in 1997 for DEC /Compaq that proved to be wildly successful. Since then Mari Anne has assisted me while I was Principal for Carmel Consulting Group and engaging with several key companies helping each of them in turn find and close “truly” qualified leads. Mari Anne’s business savvy, enthusiasm, resourcefulness and experience are to be admired as she has artfully and scientifically developed the holy grail of lead generation, the key elixir that all companies need."
Keith C., VP Consulting
"By far, the most comprehensive opportunity profiles I have ever seen."
The Vanella Group, Inc. is focused exclusively on Telesales for enterprise technology solutions | services. As your partner, we bring in-depth industry knowledge and stay at the leading edge of current and emerging technologies. We understand the impact of changing business requirements which allows us to effectively position your offer. Below is a sample of the technologies we have delivered successful programs for.
Saas
Data Center Technology and Optimization
Virtualization
Network Infrastructure (WAN)
VOIP
Business Intelligence
Asset and Portfolio Management
CRM | SRM
Electronic Payment Software
Content Management
PDM and PLM
Supply Chain Management
Sourcing Solutions
Advanced Analytics
Business Performance Management
Enterprise Application Integration/EAI
Satellite | Wireless Technology
Disaster Recovery/ Business Continuity
eBusiness Solutions
Compliance Solutions
Storage
Mobility Solutions
Disaster Recovery
Portal | Composite Applications
Identity Management
Remote Access Solutions
Business Process Management
eProcurement and eCommerce
eLearning and IT Training
Strategic Workforce Management
Document & Knowledge Management
Data Governance
Application Lifecycle Management
Collaboration Software Solutions
Service Oriented Architecture (SOA)
Back Office Integration
Federal Government Programs
VAR’s
Channel Partner Sales Programs
ISV Programs
ERP Solutions
What We Do and Expertise
September 3, 2010
Identifying Active Sales Cycles for Direct Sales Organizations
Rich Sales Intelligence on Large Opportunities
Channel Development | Partner Profiling
Long-Term Lead Management | Customer Development
Marketing and Sales Program Alignment | Lead Scoring Methodology
Selling Power's CEO, Gerhard Gschwandtner interviews The Vanella Group, Inc.'s CEO,
Mari Anne Vanella-Wright, about the high level of success The Vanella Group, Inc.'s
Telesales 2.0™ solution is able to deliver in today's economic climate.
Lead Generation, Sales Cycle Identification, Sales Intelligence
Our Telesales 2.0™ end-to-end solution is based on identifying actual selling opportunities for our clients, not just generating activity through calls or unqualified meetings. We bring a proven B2B Telemarketing methodology that is High Touch and High Quality called Responsive Account Development™. Our methodology and process can ramp quickly and will identify and engage you with actual opportunities in your target accounts. You'll experience the highest possible conversion rate in the industry with our opportunity-based model.
In today’s market, having sales intelligence about your prospects is critical to positioning yourself in the deal effectively. This valuable data is derived from information that we are experts in surfacing, such as specific details on customer initiatives, vendor preferences, unseen business drivers, as well as many other items that can influence a buy decision. You will receive from The Vanella Group a comprehensive profile of each opportunity with an overview of the company at present, including multiple contacts within the account and their roles. This profile includes a detailed record of competitors already in the deal, timing, and budget data, as well as any additional information you may require for your campaign. You don't get just a "lead", you get an actual opportunity to participate in which contributes to accelerated revenue growth.
Additional program reporting provides visibility to trends and patterns in the marketplace that you can leverage. Our reporting solutions tell you why companies will talk with you, why they won't and what the general impression is of your solution in the marketplace. We closely monitor your results real-time so you can continually improve your selling effectiveness. Our programs give you access to your buyer behavior, which you can leverage into your selling strategy. We have a large number of clients that identified trends for the first time through our programs.
We realize each customer of The Vanella Group is unique in their requirements, we fine-tune your outbound Telemarketing program to meet your specific objectives, qualification, and volume requirements.
Channel Development
We have extensive hands-on experience on both the channel and the OEM sides. We deliver programs sponsored by OEMs with outstanding results. Channel partners can see measurable return on the dollars invested and the OEM can justify the cost based on results. The ROI on these programs are far above other lead generation programs.
We can help you identify potential channel partners, qualify them and determine if they are viable. This is a key area of expertise we have, as we have built channels for numerous organizations successfully.
Long Term Lead Management
Recent studies show that close to 30% of leads that come from Marketing do not get a follow-up from Sales unless there is an immediate opportunity. And even the leads that do get a follow-up can be neglected if the prospect isn't ready to move forward. We can help you develop relationships with those prospects and maintain dialog with them until they are ready to buy. Our nurturing model will build credibility and strong relationships with your prospects while their project is in development stages. The result is you won't miss the deal when it surfaces from maintaining active presence in the account.
Marketing Lead Hand Off Process Design | Lead Scoring Methodology
"Dead Lead Syndrome" occurs in many Marketing and Sales organizations due to the absence of a defined lead hand-off process. Leads Marketing makes significant investments in generating end up wasted and talking with your competitors due to a lack of follow up. The Vanella Group, Inc. has been designing and managing a best-in-class process for 10 years for companies to have an effective process for:
Lead distribution to sales team for seamless timely engagements with prospects
Automation workflow design
Long-term lead nurturing
Prospect behavior tracking
ROI of spend on programs
The Vanella Group Difference
Our Telesales 2.0™ process is unique and proven effective through dozens of programs with some of the most well known technology solution providers in the world. Our objective is to find the initiative within the account and sales intelligence that surrounds it. High quality is the foundation our company was built on, and we can confidently say no other provider delivers the level of information we do.
Taking your program to the next level to ensure your success is an additional value The Vanella Group provides. As a Salesforce partner and CRM expert, we'll help you implement your program internally so that you engage with the prospects and are able to maximize the lifecycle of the information we uncover. We address the potential breakdown of sales reps never actually engaging with the prospect, therefore measurable return on the program is high. Staying on the leading edge of technology and sales practices, we deliver an end-to-end solution to make sure you are engaging with the customer and get presence in the account.
Our Business Development and Telemarketing team members are sales and marketing professionals from companies including IBM, Unisys, Symantec and Xerox, all with a successful track record of large enterprise solution selling. You’ll have senior level people prospecting into accounts that have technical and situational fluency and understand complex sales landscapes. They are able to converse with CXO and VP level prospects and gather tremendous amounts of valuable data. You are not going to miss any potential opportunities, we know how to uncover buy-cycles at the earliest stages. Because we specialize in Telesales for the High Tech industry specifically, we bring domain expertise in all areas of enterprise technology.
We also will maintain a service level (SLA) of active opportunity leads to you. We only measure our success based on the volume of active buy cycle opportunities we give you, so there is a solid commitment on deliverables before the program starts. Knowing in advance what the return will be assures activity you can plan against and is low risk to you.
