Case Study
Feathr
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.
Challenge
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 offload their entry-level qualifying process to support their sales team.
Goal
The Selling Factory’s (TSF) main objective was to qualify prospects at a volume and pace that exceeded the capacity of their internal team.
Solution
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.
Outline Project Specifications
Build Standard Operating Procedure
Identify Talented Students
Manage Team for Outcomes
Deploy Team on Research Project
Results
- Researched and qualified over 30,000 leads
- Led bookings to grow 250% year-over-year, from $400k, Q1 (pre-TSF) to $1.4M, Q1 (with TSF)
- Lifted number of demos set by internal team by 1,300% year over year
Testimonial
“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
