Listen to this articleBelow is our recent interview with MariAnne Vanella, the Founder & CEO at The Vanella Group, Inc.:
Q: Could you provide our readers with a brief introduction to The Vanella Group?
A: The Vanella Group, Inc. is one of the industry’s most long-standing B2B outbound telemarketing and lead gen agencies for enterprise tech. Our flagship offer is outbound B2B lead gen programs serving clients in the SaaS and complex enterprise technology sector. We also do programs for channel development, and goverment sales. We bring a unique model in that we are able to deep-dive profile accounts so sales organizations can model very precise engagement strategies to achieve revenue growth. We created the Telesales 2.0® methodology, which is a next-level model for outbound calls that achieves results well above industry standards for outbound prospecting.
Q: Who is your ideal client and why?
A: Our best client is a B2B enterprise technology (including SaaS) provider with a complex sales cycle involving multiple stakeholders. We are generally calling companies over 750M in revenue or larger. Our most long-running programs are with clients with long sales cycles where understanding the sales landscape “behind-the-curtain”is critical so they can do the right thing at the right time. We often work with marketing organizations because our deliverable is rich with content that marketing, product marketing, and sales all find tremendous value in. The reason our model works for big ticket solutions with longer sales cycles is because we can help tighten up the sales cycle, identify obstacles to get the business, gain access to the right stakeholders and orchestrate meetings for our clients’ teams. Small solutions find this program overkill, large solution providers love this. Our retention of clients is 7 years+ with some over 15 years.
Q: Can you tell us about your services?
A: We design outbound programs to engage key prospects in a dialog to uncover developing projects and initiatives in key accounts. The outcomes include meetings, deep intel on target accounts, and other engagement that enables our clients to strategically approach their prospect accounts. Some use cases include one large network solutions provider found that 80% of their large deals over a 12 month period came from the program they run with us. Another client ran a recent report and found more than 85% of leads we delivered converted to large opportunites. The results speak for themselves. We bring a rich deliverable that goes way beyond “meetings.” We also are not competing with internal sales activity but complementing it in a way that gets traction in accounts.
Q: What can we expect from The Vanella Group in next 6 months? What are your plans?
A: We are continuing to refresh our tech stack with more AI powered tools. We’re also modifying our reporting and delivery of our work to make sure it gets the visibility needed for sales and marketing teams to take the right actions.
Q: What is the best thing about The Vanella Group that people might not know about?
A: We have worked in the enterprise tech space for decades. One of our biggest differentiators, is we understand enterprise tech at a very deep level and consider ourselves experts in the tech landscape from an operational standpoint. So we can real-time map discussions to much deeper conversations and deliver intel to clients that is literally unmatched. It is a very bespoke program in that we aren’t a low level air coverage agency but a very sophisticated partner to them that brings high value at all stages. We are careful to work with companies that can execute on our program, so we really make sure it’s a good fit on both sides.
