6 Meetings Booked in 6 Weeks for Sales Xceleration Advisor Greg Kostiuk's Staffing Client

Interviewer: Greg, thank you so much for joining us for today's testimonial. We've been working with one of your clients now for about a month and a half. Can you give a quick introduction to who you are and what your client situation was all about before diving in?

Greg: Sure. Thanks for doing this, Ben, I appreciate it as well. My name is Greg Kostiuk. I'm a Sales Xceleration advisor and have been for about four years, so I've been helping small and medium sized businesses for a while now. This particular client is a staffing company. They supply temporary labor to a lot of different industries, a big one being the restoration industry. They work all over the country, and one of their challenges was to generate more leads. That's what brought RevenueFlow into the conversation.

Interviewer: And when you brought us in, what specifically did you ask us to do? What was the core requirement?

Greg: The interesting thing about this client is they have a very broad spectrum of ICPs. They have a traditional customer base, which is restoration companies that go in after a flood or a fire and clean up your building or your school, and those events are often not predictable. But they have several other ICPs as well. So what we asked RevenueFlow to do was really focus on one of them. We got a very defined set of criteria of what type of company, because the options were broad: thousands of different potential companies that we could pursue. So we got very specific with the ICP and asked RevenueFlow to book us meetings with a specific persona within that ICP. And frankly, the lead-up to it was extremely well handled and the process was easy for us. We got started about a month and a half ago.

Interviewer: And so we got started a month and a half ago. What's been the outcome since then?

Greg: There have been six booked meetings, and there's a little bit of an iterative process, but the success rate in terms of matching the ICP is close to 100%. There was one that was maybe marginal. None of those six meetings could be called a loser, in terms of, oh, we'll never work with those people. There's opportunities with all of them. We haven't closed business with any of them yet, but there's an active quote out for a pretty good contract with somebody we had a meeting with about three weeks ago.

Interviewer: Brilliant. And in terms of getting started with our team, the onboarding, what did that process look like?

Greg: I've been through this with a lot of other companies, and I can honestly say it's head and shoulders above anything else I've ever experienced. The team at RevenueFlow have very well defined responsibilities, and the professionalism and sophistication that they demonstrated in the onboarding process, understanding and digesting our sales playbook, which we feel is critical for being able to do this stuff easily, and then the interactions with the customer have been great.

Interviewer: Sometimes when you're working with lead gen partners, it can feel like two separate tracks. Did it feel like two separate touch points, or more like one complementary touch point for your client?

Greg: Definitely complementary. One of the interesting observations is that most business owners have had some exposure to marketing or lead generation companies at some point, and a lot of times that ends up being a bad experience. So there's a natural distrust. I think the pricing model actually served to really ease the fears of the client that they weren't wasting their money, and it didn't take very long before the principals at my client were comfortable with the team. So there's definitely a trust factor that has been built up. The pricing model that RevenueFlow employs, the per meeting pricing, opened the door for that trust to start.

Interviewer: As an advisor, you have a lot of resources available to you, and there are so many lead gen options. How did RevenueFlow, our team and our commercial model, compare to all the other options you have? And why did you choose us?

Greg: I interviewed you guys on the advice of our CEO, Lee Brumbaugh. I was telling him about this particular client, and Lee has had experience advising a staffing company before. What he said to me caught my attention: he said, yeah, these guys can be pretty creative. So I thought, okay, this is a situation that requires some creativity. And after our initial call, I recognized that this wasn't your run of the mill, garden variety lead gen company, and that the tools they were deploying were, in my opinion, on the bleeding edge of using today's technology. So I was sold pretty quickly, and it's proven to be a good move so far.

Interviewer: If you're a Sales Xceleration advisor working with a client, maybe in the staffing industry or a different industry altogether, what would you say to them about bringing us into a client?

Greg: I would say do a fantastic job on your sales playbook. I don't know if all advisors do what I do, but I build a sales playbook for every client; it's just part of the process at this point. Do a great job of building your ICPs, and that will make it a lot easier to communicate. The second thing is, getting a meeting isn't a sale. It doesn't generate revenue. You have to have somebody to close the deals. RevenueFlow has some great options to help you with that, formulating the offers, possible trade show activity and these sorts of things, but you need qualified people in place for this to work. You need good salespeople. If you have that, and what you're missing is at bats, opportunities to sell to qualified buyers, I highly recommend engaging with RevenueFlow.

Interviewer: Thank you so much for those kind words. Last question: how has working with us made you rethink what top of funnel lead generation looks like for your clients? Normally the two options are hiring an outbound SDR to make cold calls, or paying a lead gen agency on retainer.

Greg: I think it was you, Ben, or someone on your team who said to me that humans should not be doing cold outbound anymore. I immediately pushed back on that in my mind, but I'm starting to believe it's pretty true, in a digital world at least. There's no client we work with that is going to do it as efficiently as RevenueFlow does, so it makes great sense for them to engage RevenueFlow. I'm starting to come around to the concept that cold outbound needs to be run by technology. That's how I've started rethinking it. And frankly, my team and I have learned a lot from RevenueFlow in terms of how to help our clients do a better job of using the tools that are out there.

Interviewer: Greg, thank you so much. It's been a pleasure working with you, and I'm looking forward to continuing our partnership over the months and years to come.

Greg: Awesome. Thank you, Ben.