In this testimonial, Caleb Hartman, VP of Sales at Titan Intake, shares his experience working with Superhuman Prospecting and using its cold-calling services. He discusses the lead-generation challenges his healthcare technology company faced, why Titan Intake chose Superhuman Prospecting, and how the partnership helped expand calling capacity, generate meetings, and support revenue growth. Caleb also highlights Superhuman Prospecting’s healthcare expertise, call preparation, account management, reporting portal, and professional approach to setting and managing appointments.
Full Transcript:
Introduction
My name is Caleb Hartman. I serve as the VP of sales here at Titan Intake. And really what my description of is this company is to grow revenue. So not only through direct sales, marketing, channel sales. I basically own all of that. And you know, we’ve got a number we’ve got to get to. We’ve got growth goals that we’re focused on. I kind of own that number and then put the strategy in place to hit that number.
Lead Generation Challenges
Before partnering with Superhuman, some of the lead generation challenges that we faced were with phone calls. So, we’ve got a pretty robust, well-built-out email marketing engine that we use. And then our team is fairly competent, I would say, on LinkedIn as well, but phone calls are where we were struggling. And we’re a lean and mean team, so we have two SDRs. They just didn’t have the time to, well, they still don’t have the time to do all the email activities, LinkedIn activities, and to make those phone calls. Those phone calls are timely. It’s just an expensive use of time.
And we also know, just based on industry trends, that phone calls are where it’s at right now. Email and LinkedIn were a great avenue 5–10 years ago, but right now it’s—I don’t want to say it’s dead, but it’s challenging. We want to maximize the phones, and we found Superhuman and were very impressed with Superhuman from the beginning and decided to partner with them to help us generate more leads and more revenue from phone calls.
Why Titan Intake Chose Superhuman Prospecting
What made Superhuman stand out from other companies and options that we had available to start with? You know, like a lot of people, I went to Claude and just asked, “Hey, we’re a healthcare tech firm. This is what we’re looking to do. Would really like an opinion on five to six different players in the space that know healthcare.”
Knowing healthcare was very important for us. We’ve tried other agencies that were not healthcare-specific with horrible results, so that was something that was very important to us in the search. Superhuman came up right away. I also went to Google. Superhuman was near the top of the list in Google as well, so they made my shortlist of three.
One thing that really stood out was my introductory call with Ryan. He came prepared, very dialed in on knowing healthcare. He explained the process that Superhuman used, which was very impressive, and then from the account management side of things as well, I just got a very good feeling that this is a tried-and-true solution in the space. I got a great feeling from Ryan and was definitely glad that we partnered with Superhuman.
Expanding Phone Outreach and Generating Results
The services that Superhuman provided us were the ability to cast a much wider net on phone calls. Our volume was low. Superhuman was able to double that on a month-over-month basis. I mean, at the end of the day, Superhuman was able to deliver results by providing much more coverage on the phones, but also by setting meetings right out of the gate and understanding our value proposition.
Their team did an amazing job taking the time to learn who Titan Intake was, learn our value proposition, and our ICP. It instilled a lot of confidence in me and the Titan team, just understanding that they now know who we are and how to position us, and going back and forth with our team to really dial in their call scripts. Their team came prepared with what I thought were really strong call scripts, and obviously they generated results from it.
Meetings Set and Appointment Management
The benefits, achievements, and results that we experienced with SHP were, at the end of the day, meetings set. So, it took about a month to get going, just kind of understanding who Titan was, and then they started making calls and working with the account management team. They were phenomenal.
Great level of communication, weekly check-ins just to kind of show Titan where they stood on their call lists and some of those outcomes. One of the things that I thought was very beneficial and that I really appreciated was, not only did you guys set up the calls, you would book them on the calendar, send an email to our team so we knew who it was, and then send reminders out as well before that call was to take place, which was a very professional step, and a lot of companies don’t do that.
So, from the Titan perspective, that was something that was very appreciated. I recommend SHP to any other vendor in our space looking to partner with someone who is able to provide valuable outcomes related to outbound calls.
Healthcare Expertise and Call Preparation
To start with, they were very prepared. They know our industry. They know how to get through to the decision-makers in these healthcare organizations, which is very difficult. But I would say that the account management team, the team making these calls, did an incredible job preparing themselves.
Like, for instance, we filled out a form about Titan, sent it back, and then they came back and we met and really dug into our value proposition in these call scripts. It just instilled a lot of comfort in me as a sales leader that, you know, Superhuman as a partner—they’re dialed in. They know what they’re doing. And then the results and the outcomes showed that.
Adapting the Call Scripts
So, we didn’t really face any unexpected curveballs. But one thing that we did do is, after about a month, the meetings weren’t being set. So, we went back with Kirsten and the team at SHP, and we took a look at the call script.
I was able to provide a little bit of feedback on what our team had used in the past, and they were very receptive. They worked that into their call scripts, and within two or three weeks from that, the meetings started getting set up.
Superhuman Prospecting’s Client Portal
Yeah, if I had to choose one feature, it would be the portal. As a client of Superhuman, being able to log into that portal, see where the calls stood, like how many they’ve made up to this point, what the outcomes were, and track all the data and analytics around it—it was just a very valuable asset for me as a sales leader to log in and see the outcomes and where Superhuman stood within the calls.
I think it was a very well-done portal, and I could see any company, any type of sales leader, finding a lot of value in that part of your product and your services.
Account Management Experience
Yeah, one of the things that exceeded my expectations about working with SHP is the account management team. I had the pleasure of working with Kristen on a weekly basis. She always came prepared with data. We walked through the outcomes and the portal, and she was very responsive.
We have relationships with other companies, for instance, that do marketing for us or outbound digital. Superhuman truly sets the standard for account management and just in how prepared you guys came. It was very reassuring knowing that that call was going to happen.
Kirsten was responsive, and I could tell she took a very vested interest in making sure that we, as a client, were achieving the outcomes that we set out to from the beginning.
Advice for Prospective Clients
So, any kind of guidance or advice I would give to another organization that’s considering Superhuman is to take the time upfront to help educate their team on who you are, your ICP, and call scripts.
Superhuman sends out an initial intake form that is very thorough. Don’t skim through it. Don’t just kind of throw stuff down just to get a task done. Put the thought in to give them all the ammunition they need to be as successful as possible.
