How To Give Your Team Superpowers 🚀

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Read time: 4 minutes

Last week, we booked a call with the CMO of a 400+ person building supply business via cold call.

Why tell you that?

Because like every business, we thrive on leads. And this lead, like ~50% of our leads, was generated by our global demand team.

So today we're going to explore a not-so-recent trend that can help businesses cut costs as they scale.

Today we'll discuss:

• The virtual demand center: How global teams can add leverage to your company.

• A strategy to double lead volume: How top B2B & Consumer Services companies are doubling lead volume while cutting booked meeting costs.

• Best-Cost Talent: How to save ~70%+ on sales and marketing payroll as you scale.

CASE STUDY

A Virtual Demand Center Can Give You Leverage

Imagine an offshore team focused exclusively on your marketing and sales operations, doubling your lead volumes and cutting your acquisition costs in half.

A virtual demand center fuses global talent, automation tools, and streamlined systems to get you more leads.

Both big and small companies are catching the wave, using offshore talent and automation to ramp up demand generation while slashing costs and outpacing competitors.

We help companies power these virtual teams every week. Here are 4 examples from this month:

• A large building supply business is hiring 2 inbound sales reps and 1 marketing operations hire to streamline inbound demand.

• A big eCom player with $150M+ in revenue, runs its marketing operations with an offshore armada. 50+ marketers, designers, writers, and project managers.

• A Public SaaS company is scaling up its remote inside sales rep team calling 400-500 contacts per day to generate appointments.

• Tech behemoths like Cisco, Salesforce and Microsoft: They've been in the game for a while, using virtual demand centers to streamline sales and marketing, making their global footprint even larger.

Building A Virtual Demand Center

A virtual demand center can take many forms, but the goal is to give your company leverage and flexibility. Examples include:

• Paid media buying teams

• Marketing analytics

• Inbound Sales

• Lead qualification

Here's an example of an outbound lever that many of our clients are using.

The outbound call funnel: Book 1-3 appointments per day per rep. Best used for higher ticket consumer services, or B2B services.

Step 1: Understand your Ideal Customer Profile (ICP) - Who exactly are you targeting?

• Company size

• Annual Revenue

• Industry

• Geography

• Location

• Title

Step 2: The Toolbox + Data - Next, we need to source the contact information of this ICP and contact them at scale.

A few great data sources are Apollo.io and Clay.com. From here you need a programmatic dialer - something capable of dialing 3-5 numbers at a time.

A programmatic dialer is an automated system that can call multiple numbers simultaneously, increasing efficiency.

Here are a few options:

• Kixie (We use this…they're just ok…lots of tech issues)

• Salesfinity.ai

• ReadyMode

You have a lot of options here.

Step 3: The Script - This is one of the most challenging elements of any cold calling campaign.

Our program took 2-3 weeks of iterations before booking a single meeting.

There's a lot of "best practices" out there, but feel free to start simple and iterate as you learn what works.

To start, you'll need a permission-based opener + pitch + offer:

• Permission Based Opener: "I'm calling because of X, mind if I share more?"

• Pitch: Here's what we do and why it matters to you.

• Ask: Can we book a meeting?

Step 4: The Talent - If a pitch isn't delivered correctly, it'll be very challenging to drive appointments.I generally recommend hiring someone with:

• Experience: 1-3 years of high-volume cold calling experience

• Language: High grade English fluency (the more complex the service, the more important this is)

• Rate: $5-$8/hour + commission

• Location: There's really strong talent across LATAM (e.g., Brazil, Colombia, Mexico), Africa (South Africa, Egypt, Morocco, Nigeria, etc.) and the Philippines.

Step 5: Track & Iterate - Every day, your Sales Development Representative (SDR) should be inputting their sales data across critical metrics like total call volume, connection rate, and booked appointments.

The Results?

• 300-400 calls per day via a power dialer

• 8-15% connection rate (tools like SureConnect.ai can improve connection rates further)

• 30-60 conversations per day

• 1-3 qualified meetings

TALENT

Give Your Team Superpowers

Every business is different.

But no matter what you do, a virtual demand center can be your secret weapon to rapidly drive up lead volume.

By hiring high-skill offshore talent to manage these processes, you lower your costs dramatically (~50-70%) and increase the impact of your local sales and marketing teams so they can spend more time on higher-value tasks.

A virtual demand center isn't about moving your team overseas.

It’s about creating a competitive advantage within your business that gives your current team superpowers.

See you next week!