"Throughout the program, Vorsight facilitators (former teleprospecting practitioners) make live calls via speakerphone, calling actual prospects to model the processes, skills and tips covered in the class. Participants then have their turn, again calling into live accounts, and receive feedback and coaching based on their performance. This creates a healthy level of anxiety to ensure participation and makes the program less academic and more practical." - SiriusDecisions

1. CATEGORY: SALES EFFECTIVENESS
CLASS: PROSPECTING TRAINING/COACHING
Vorsight
Demand creation: B-to-b organizations spend days after the workshop to track activity, results
Vendor that offers prospecting millions on developing Web sites, producing and overall adoption. Workshops are also
skills training for inside and content and deploying cutting-edge technology offered for first-line managers at $5,000 per
outside sales teams in the quest to generate more leads. Eventually, session, and onsite coaching sessions for reps
however, it is still up to a teleprospector or field are priced at $3,000 to $5,000 per day.
The hands-on nature of rep to pick up the telephone or fire off an email Customized online learning courses are available
Vorsight’s onsite workshop, to a prospect to propel the selling (and buying) for $7,500 to $10,000 per course; a licensing
where learners contact actual process to the next level. fee of $300 to $500 per participant per course is
prospects under the tutelage Vorsight offers training to develop proc- also required.
of experts, is a key strength esses, skills and techniques that inside and field
reps can use to make their prospecting more SERVICES AND VISION
Workshops include best effective (while the vendor also offers out- The presence of services is a dimension that
practices for prospecting using sourced teleprospecting solutions, this profile SiriusDecisions uses to evaluate a vendor’s offer-
social media gleaned from will focus purely on its training services). A one- ings; in addition, vendors must demonstrate the
Vorsight’s experience as a to-two-day onsite workshop focuses primarily services are capable and have a vision for contin-
teleprospecting outsourcer on outbound prospecting, including finding the uous improvement. Our analysis of Vorsight
right contacts, developing talking points, ques- around these components follows:
tioning/listening, managing common objec-
tions/resistance and closing (typically defined as • Services presence. The Vorsight program is
the setting of a face-to-face, telephone or Web- divided into five modules: prospecting, talk-
based appointment). The program emphasizes ing points, objection handling, questioning
real-life application, with participants spending and planning/processes/time management.
considerable time making calls and receiving In prospecting, participants learn how to
immediate feedback on their performance. find the right contacts in their prospect
Core workshop pricing is typically $1,000 accounts using tools such as LinkedIn,
to $2,000 per participant, depending on work- Google, the prospect’s Web site and analyst
shop length and the number of participants reg- reports. They also learn tips on navigating
istered (classes with more than 15 participants a prospect’s phone system to find key infor-
require a second facilitator). Pricing includes mation (e.g. direct phone number, email
tailored materials based on pre-workshop inter- address) using the switchboard, reception-
views that Vorsight conducts with key person- ists, lower-level employees, executive assis-
nel, and three check-in calls held 30, 60 and 90 tants and voice mail features. Participants
VENDOR AT-A-GLANCE: VORSIGHT
Contact Information Client Roster Operations
1901 N. Fort Myer Drive F5 Networks Revenue: $1MM-$10MM
Suite 902 Informatica Employees: 35
Arlington, VA 22209 Level 3 Communications Global Presence: None
(703) 637-0544 Marketo Industries Served: Business Services, High
sales@vorsight.com Progress Software Technology, Information Services, Media
www.vorsight.com Xactly
© Copyright SiriusDecisions. All Rights Protected and Reserved. 1

2. CATEGORY: SALES EFFECTIVENESS
CLASS: PROSPECTING TRAINING/COACHING
learn to conduct what Vorsight refers to as “3x3 research,” or find- prospecting activities (e.g. using the “reports to” field to build out
ing three key pieces of information on a prospect in three minutes; an organizational chart for a prospect or how to build out a “hot
this information is used in the talking points module, where partici- list” of most wanted prospects), no SFA process integration or
pants learn to engage a prospect with techniques like effective story- templates are currently available. We believe building these inte-
telling and sharing relevant customer research. The importance of grated tools (e.g. attaching talking points to a specific SFA contact)
pitch, tone, pace and energy is also covered. In objection handling, would help facilitate on-the-job adoption of the techniques taught
participants learn how to manage the typical objections encountered by Vorsight.
while prospecting (e.g. “happy with our current solution,” “have no
budget”). In the questioning module, participants learn to deploy a • Best practices. Vorsight provides participants with best practices
probing strategy to further qualify the prospect and elevate interest. throughout its workshop and then continues to offer them via
Finally, in planning/processes/time management, the focus is on set- online learning tools. Numerous templates (e.g. creating a call plan,
ting prospecting objectives for various roles (e.g. field reps vs. inside developing talking points) are available in a hard-copy workbook
reps), carving out the time to do it and measuring performance. that guides participants through common activities. Achieving the
desired behavior change for any sales training initiative is nearly
• Services capability. Throughout the program, Vorsight facilitators impossible without ongoing support and coaching by first-line
(former teleprospecting practitioners) make live calls via speaker- managers; thus, of note is Vorsight’s one-day workshop for man-
phone, calling actual prospects to model the processes, skills and agers that reviews processes/skills and provides guidance on how to
tips covered in the class. Participants then have their turn, again coach effectively. Vorsight also offers one-on-one or small group
calling into live accounts, and receive feedback and coaching based onsite coaching.
on their performance. This creates a healthy level of anxiety to
ensure participation and makes the program less academic and • Vendor viability. Founded in 2005, Vorsight is privately funded
more practical. and has worked with more than 100 companies to date. The ven-
dor’s challenges include breaking away from being predominantly
• Vendor vision. Vorsight recently partnered with online training focused on IT industry clients and trying to concurrently grow its
company BrainX to develop a suite of offerings (called eMastery) to outsourcing and training businesses. As with any private company,
reinforce key concepts taught in its workshop. Building on the we recommend securing references from similar organizations and
initial guidance provided during Vorsight training, participants are gaining some financial visibility into Vorsight operations as part of
given an assessment and, depending on their score, receive study your due diligence.
plans of online courses to complete. Each course spans 15 to 20
minutes, including study sessions to reinforce concepts and simu- THE SIRIUS DECISION
lated scenarios. Vorsight also offers custom online training courses “When in doubt, pick up the phone” is a common mantra preached by
under the eMastery name. Participant progress can be captured managers to inside and outside sales teams to ramp up call frequency
using the built-in learning management system (LMS) within BrainX and reach more potential prospects. However, overcoming callers’ trep-
or integrated with an LMS the client is already using. idation about rejections from disinterested targets remains a major chal-
lenge. Vorsight addresses this issue by focusing much of its workshop on
ESSENTIAL ELEMENTS live calling, combining kinesthetic (learning by doing), visual (learning by
As important as features and functionality is a vendor’s ability to deliver seeing skills modeled) and auditory (learning by listening) styles. Much of
and implement its solutions. Our analysis of Vorsight along this dimen- the workshop content comes from the facilitators themselves, which
sion that we call “essential elements” is as follows: represents both an advantage and a challenge to Vorsight’s continued
growth. We would also like to see Vorsight incorporate electronic tools
• Integration. While Vorsight highlights how to leverage sales force (standalone and integrated with SFA) post-workshop to support the
automation (SFA) tools such as Salesforce.com when conducting adoption and execution of its techniques.
© Copyright SiriusDecisions. All Rights Protected and Reserved. 2