Feathr offers a comprehensive marketing toolkit built specifically for the needs of events and associations. Feathr hired The Selling Factory to supplement their internal sales team, in order to 1) save time, 2) increase revenue and 3) streamline processes.
Feathr sought to scale faster by alleviating the time-intensive work of their internal team. Feathr’s internal sales team were spending a majority of their time on researching potential prospects for the platform, instead of on revenue generating activities. Feathr was searching for a solution to streamline their entry-level qualifying process to capitalize on their staff’s skills and amplify their revenue.
The Selling Factory’s (TSF) main objective was to populate Feathr’s SalesForce CRM with qualified prospects, at a pace that exceeded the capacity of their internal team.
Each week, The Selling Factory would build, qualify and enrich lists of hundreds of raw leads provided by Feathr. Categorizing the leads based on Feathr’s ideal customer profile (ICPs), The Selling Factory qualified or unqualified a raw lead based on defined criteria set by Feathr. In addition, The Selling Factory further enriched qualified accounts by finding the appropriate contact people for each lead.
Research and build B2B prospecting lists
Manually qualify leads through CRM platforms
Inbound and outbound call campaigns
Set sales meetings and appointments
“TSF is an exceptional partner. We’ve tripled our customer base over the last two years with the predictability they’ve brought to our prospecting process. They feel more like friends/ Feathr department versus an outsourced team. With minimal guidance TSF helped us to prospect an entirely new vertical for our customer base… on a weekly basis they identify new decision makers for our Sales Development team to book demos with. We’ve worked with a half dozen different research/prospecting companies internationally… none come anywhere close to the quality provided by TSF leadership and their UF interns. They’re excellent partners and we very much appreciate their ability to iterate and help us refine our processes. When I have a special project or hear of a colleague who does… TSF is who I recommend every time.” – Joshua Lovett, Director of Sales at Feathr