This month we are bringing you the first in our series of blogs focussed on the results of some recent research we did to find out why our customers chose Virtual Sales Team (VST) as ‘the trusted extension to their sales and marketing team’.

From our findings four words were consistently mentioned, these were – Certainty, Momentum, Flexibility and Trust.

We’re always eager to explore the needs and wants of our clients so with this feedback we will create four blogs examining what these words really mean to our clients and of course what positive outcome is delivered as a result.

Firstly, let’s start with certainty…..

What do we mean by certainty or more to the point, what do our customers mean by certainty?

One of the main problems we solve for our clients is keeping their new business pipelines topped up. I say ‘topped up’, as the majority of our clients have sales teams that are creating opportunities themselves or have inbound website or telephone leads to qualify and add to their own pipeline, and here lays the challenge. Whilst salespeople are busy working through their own personal pipeline there’s often a void left in the company, whose job is it to be outwardly and proactively cold calling to generate sales leads?

Lead generation facts.

1. It takes on average 18 calls to actually connect with a new prospective buyer.

2. 63% of salespeople say prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).

3. Salespeople spend just one-third of their day actually talking to prospects.

Finally, so what does certainty really mean to our customers? It means that when all of their sales force is busy working on proposals, quotations, qualifying leads, admin, expenses, driving and meeting existing and new prospects that they can be assured that we are 100% focused on lead generation on their behalf. They can also be certain that we’ll be sharing marketing messages and actively promoting their company and of course, helping fill the diaries of their busy sale people with fully qualified new business opportunities for target companies.

I’d be interested to hear what certainty might look like for you in your business and maybe how we could possibly help you create it. Please email your thoughts, questions and feedback to or visit to find out more about us.

Thank you for taking the time to read our blog.

All the best for now,

Andrew Smart, MD VST.

P.s. please look out for the next blog on Momentum coming next week.