VSA Prospecting

VSA is an outsourced business development company. The firm adds power to its clients' sales efforts by connecting the clients' sales reps with qualified prospects. Until the fall of 2015, VSA had always identified prospects through telephone calls and follow-up emails. VSA has grown steadily since its start in 2001 and has become known for its employees' excellent telephone capabilities. But, in November, VSA was approached by a potential client who wanted its entire business development to be performed online, without a single telephone call.