Martal Group

BACKGROUND

Please describe your company and your position there.

I'm the managing director for an information technology company. We provide data management services to other businesses.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal is helping our company build our initial lead generation pipeline and establish a web presence. We’re an early-stage, highly-focused technical startup, and Martal allows us to develop our business without spending the time, effort, and money on dedicated headcount as we ramp up. They’re filling a competency need that we don’t have internally. They’re also helping us clarify our market positioning and bring conversations to the table.

SOLUTION

How did you select this vendor?

We did some initial research and narrowed our search down to 5 companies. Of those 5, we completed interviews with 4 and narrowed it down to Martal and one other. We chose Martal over their competitors for two key reasons:

1. as our company grows, Martal can provide additional assistance in the sales pipeline beyond connecting us to leads. This assistance was hugely important to us as a company because our internal team is very specialized, and this option allows us to remain lean and focused on our core mission.
2. They don’t just send emails - they use a combination of emails, LinkedIn, and phone calls. This combination sets them apart from the other providers.

Describe the scope of their work in detail.

We began with a web presence review several weeks before outbound marketing began. During this time, we received feedback that would help improve the success of our campaign with Martal. We answered a detailed questionnaire and reviewed initial outbound email marketing copy prior to the beginning of the campaign. During the campaign, which is ongoing, we meet once weekly and review leads, email open rates, and LinkedIn connections.

We plan to engage Martal for the Tier 2 offering, in which a Martal rep assists with the sales process after the initial consultation, but haven't pulled the trigger on that yet.

What was the team composition?

We have a campaign manager and two additional people dedicated to managing communication with potential leads. We also have an email deliverability export. The campaign manager sits on the weekly calls and provides general guidance, helps us with web presence, and helps us incorporate feedback and manage positioning during the campaign.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We had our first qualified lead call within 3 weeks of the start of the campaign after a year of network-only growth. We've also made significant improvements to our general web presence as a result of the feedback that Martal's team has given us even without engaging them directly on dedicated help to build our web presence.

We see that we're starting to get additional traffic to our website driven by this campaign, and we see leads moving through the funnel. We've never had this before, so we're very excited about the progress Martal has helped us make in such a short time!

How effective was the workflow between your team and theirs?

We have a dedicated weekly virtual meeting (via Google Meet), and communicate via Slack, email, and through shared Google docs. Slack and (virtual) face-to-face seem to be the most effective ways to communicate, with email being effective most of the time, and Google docs not being an effective workflow between our teams.

What did you find most impressive about this company?

The completeness of their offering and the experience that our project lead brings has been beyond my expectations. Martal has been more professional and deliberate in this process than I was expecting.

Is there any area for improvement or anything that could have been done differently?

Responsiveness via Google docs comments could be better. We haven't worked through how to manage feedback to email copy in an highly-effective way yet.

BACKGROUND

Please describe your company and your position there.

Our company is the World's Leading Business Brokerage for the Digital, Technology & Internet Sectors in the SMB and Lower Middle Markets.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Our company provides a Full Service Approach to Sell-Side Representation in the Digital, Technology & Internet Sectors. We partnered with Martal Group to bring in more qualified leads and set appointments for our sales teams to engage.

SOLUTION

How did you select this vendor?

During the first week of our project, the sales team at Martal Group took time to get to know our business and ideal clients. The sales executives created email and LinkedIn campaigns to start sending out to a lead list they curated based on our criteria. After the campaigns launched, the Martal team kept us up-to-date on progress once a week and notified our internal team of upcoming sale appointments.

Describe the scope of their work in detail.

During the first week of our project, the sales team at Martal Group took time to get to know our business and ideal clients. The sales executives created email and LinkedIn campaigns to start sending out to a lead list they curated based on our criteria. After the campaigns launched, the Martal team kept us up-to-date on progress once a week and notified our internal team of upcoming sale appointments.

What was the team composition?

The Martal team we work with includes three people that assist our sales department. Tiffany is the operations manager who supervises and analysis the progress of our campaigns. David and Bill are the sales executives that work closely with us to hand off opportunities.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We’ve been working with Martal since the end of March. It’s been about a year and a half since they started campaigning. So far, we have received numerous prospects that have set appointments as well as 100 market-qualified leads.

How effective was the workflow between your team and theirs?

Every week we meet with the Martal team to discuss the previous week’s activities. David and Bill are quick to let us know when we have sales-qualified leads ready for an appointment. Overall, the workflow is well-organized.

What did you find most impressive about this company?

We are impressed with the quality and quantity of opportunities Martal Group has been able to generate for us for the past year.

Is there any area for improvement or anything that could have been done differently?

No suggestions at this time.

BACKGROUND

Please describe your company and your position there.

I'm the operations manager of an automotive google marketing company. We help dealerships generate leads via google marketing.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group, and what were your goals??

We hired Martal Group to reach out to dealerships in the US and find prospects interested in joining our contact list or scheduling a zoom appointment with our sales team.

SOLUTION

How did you select this vendor and what were the deciding factors?

We selected them based on the fact that they offered the service of outbound sales. We needed more sales meetings and were swayed by their reviews.

Describe the project in detail and walk through their service package, including any calling tools used.

They obtained lists of leads and reached out to them using a combination of cold email, LinkedIn messages and phone calls. They used google sheets to present weekly results (contacts they had spoken to, MQLs and SQLs generated). They communicated with us via watsapp. We had a shared google drive.

Who did you work with and what was the feedback process like?

We have an account manager who oversaw a 2 person fractional sales team in the US. Eventually a 3rd person was added free of charge. We had weekly meetings to review results and touch base.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

While we didn't get any clients and only got a handful of meetings, we were able to learn about the objections and key decision makers in our target market.

Describe their project management style, including communication tools and timeliness.

Weekly google sheet review, watsapp and email communication.

What did you find most impressive or unique about this company?

We're impressed with how consistent and organized the weekly meetings are.

Are there any areas for improvement or something they could have done differently?

Incorporate our feedback regarding changes in copy and messaging more quickly. Sometimes it was not incorporated.

BACKGROUND

Please describe your company and your position there.

I am the US marketing director. We specialize in engineered solutions for interior climate control and monitoring including indoor air quality and ventilation.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal Group is prospecting and scheduling sales meetings for our team with sales-qualified leads in the United States.

SOLUTION

How did you select this vendor?

I researched several companies that could help augment our in-house sales team while we went to market with new technology and services. I held calls with several and heard their proposals and price structure. We liked Martal the best for a few reasons: professional North American reps, a simple project approach, did not spoof our employees, and a flexible and reasonable price model. Also, they had an excellent experience with our ICP and understood our technology and challenge well.

Describe the scope of their work in detail.

Martal Group's comprehensive onboarding process made up the first two weeks of our engagement. During that time, the team dove into our sales materials conducted market, research, and developed a multi-channel lead gen strategy. Now that campaigns are launched, we have meetings weekly to discuss the performance and upcoming opportunities.

New email and LinkedIn sequences are sent out weekly, and calls are made to follow up with prospects who have engaged with a campaign step. The sales executives schedule appointments directly to our calendars. My sales reps love the results and the process if just easy. I love my Martal team. They give me such great feedback and work hard for our business.

What was the team composition?

Martal matched us with a great team, including two sales executives and a sales operations manager. The sales executives are a good pair. One is more seasoned and the other a bit more junior. But together they are great - excellent energy, ideas, and willingness to help me. My sales ops partner is reliable and friendly. The whole group is just a pleasure to work with!

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We’re really excited about the opportunities in our pipeline. Outreach to prospects started about two months ago, and we’ve received over a dozen scheduled meetings. These results are a bit above average. I think it is for a few reasons:

1. a good team
2. clear goals
3. we did a lot of work upfront with the ICP
4. we are trusting each other to do that job

How effective was the workflow between your team and theirs?

Information flows freely, which makes the workflow between our team and Martal’s very productive. We don’t feel like the prospecting process needs micromanaging because we’re confident in their ability to drive results.

What did you find most impressive about this company?

They just make it easy at every step. They have a high level of performance, discipline, and strategic direction. We also appreciate the transparency of our partnership. From day one, Noam, Vito, and our Martal team have communicated candidly and set clear expectations.

Is there any area for improvement or anything that could have been done differently?

Nothing comes to mind as our feedback is addressed and resolved quickly.

BACKGROUND

Please describe your company and your position there.

ManageArtworks develops SaaS solutions that help companies in CPG, Pharma, Retail & Manufacturing manage the complex process of packaging & labeling.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We wanted to augment our sales effort with industry professionals who understood B2C sales, could implement ABM strategies, and communicate across a broad group of target stakeholders.

SOLUTION

How did you select this vendor?

We found Martal through research and went through an account review with potential partners before selecting them.

Describe the scope of their work in detail.

We worked with Martal to develop a comprehensive sales program. The result was a strategy that utilized various tactics to raise awareness about our company and drive meetings with potential clients. We build contact lists and priorities using 3rd party intent data together. Martal handles all initial communication from the introductory meeting between the prospect and our senior sales leadership team.

What was the team composition?

We worked with their senior team to identify the skill set of the resources we require. Martal then assigned a Project lead who handles all reporting and coordination between the SDRs. The SDRs communicate directly with our business development team throughout the day to identify prospects and clear up any questions that prospects may have.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Martal is on pace to meet the objectives they outlined in the initial agreement, and since the program launch, we've doubled the number of SDRs contracted with them. More important than the number of appointments secured is that their ability to communicate and navigate through the corporate channels of our prospects has yielded meetings with large accounts, and these meetings have been set with key decision-makers at the target company.

How effective was the workflow between your team and theirs?

Extremely effective. We use an online tool to communicate in real-time with the SDRs and have weekly meetings to review results with advanced reports and, where required, adjust tactics or messaging.

What did you find most impressive about this company?

Martal worked hard to quickly understand our value proposition and translate this into a course of action. Their communication skills and professionalism are outstanding.

Is there any area for improvement or anything that could have been done differently?

Nothing - if there was a need to change processes or adjust our approach, Martal took the lead and made whatever course corrections were required.

BACKGROUND

Please describe your company and your position there.

As a trusted operations partner for e-commerce businesses worldwide, we source the highest quality goods and optimize supply chains for the fastest shipping so our customers can increase margins and scale profitably. I am the CEO of EcommOps.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We initially partnered with Martal Group to expand our lead generation strategy through outbound marketing. We have since added inbound services to the mix.

SOLUTION

How did you select this vendor?

We conducted research on companies that provide similar services, and had multiple introductory calls. Martal Group stands out to us in this process.

Describe the scope of their work in detail.

Our outbound marketing consists of email outreach, LinkedIn direct messages, and cold calling to a very specific list of leads based on our ICP. New campaigns are launched weekly, and our Martal reps continually follow up with prospective clients till appointments are set. Inbound campaigns focus on improving our SEO and gaining website traffic through guest posts and backlinks.

What was the team composition?

We have a sales operations manager and two sales executives on the outbound side. For the inbound team, we have a campaign manager as well as a team of SEO experts, developers, and content writers.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Through Martal Group, we have generated 11 sales meetings and added 137 marketing-qualified leads to our pipeline. Our inbound team is ramping up, but we look forward to the results.

How effective was the workflow between your team and theirs?

The workflow has been very effective and easy to manage. Until a meeting is booked, the sales executives handle the campaigns. We communicate through email and direct messages to answer any questions and schedule appointments. We have a weekly meeting with our outbound team and a bi-weekly meeting with the inbound team.

What did you find most impressive about this company?

We appreciate how Martal Group thinks outside the box to discover opportunities. We service a very niche market, so they work around traditional methods to find prospects that best fit our ICP.

Is there any area for improvement or anything that could have been done differently?

No, not at this time.

BACKGROUND

Please describe your company and your position there.

EnsureDR provides a software solution for automating disaster recovery testing and failover for data center environments. I lead sales a business development.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We were looking to develop a pipeline of opportunities in the US market. We partnered with Martal Group to help us pinpoint and validate the target audience as well as design and execute a go-to-market strategy.

SOLUTION

How did you select this vendor?

The Martal Group came to our attention through our professional network. We had looked at three other organizations with similar services but found the cost benefit as well the warm recommendation of someone we know to be compelling.

Describe the scope of their work in detail.

There was a two-week onboarding phase to start. The process was pretty efficient. While the marketing tools were being set up, our Martal sales team researched our offer, competitors, and target market. After onboarding, the team launched its first campaign to our ICPs. Each week, the team curates new lead lists and conducts follow-up campaigns. We have a weekly meeting to review the results and discuss new opportunities. What was the team composition? We have three sales team members: an operations manager and two sales executives. All are very professional, knowledgeable, and easy to work with.

What was the team composition?

The team was comprised of myself, Matt (Martal project mgr) and three account executives from Martal.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

The Martal team has secured eight meetings with opportunities that were a great fit for our platform. We have had well over 100 other leads that may be future opportunities.

How effective was the workflow between your team and theirs?

The majority of the prospecting workflow is handled by the Martal team. We communicate daily through email and WhatsApp and have a meeting weekly to go over the progress.

What did you find most impressive about this company?

Martal has a well-oiled process and methodology in place that drives results. The team’s expertise in B2B tech made it easy for the sales executives to understand our value proposition and competitive advantage in the market.

Is there any area for improvement or anything that could have been done differently?

We will be engaging with Martal on a couple of additional initiatives. For those I would like to provide even more enablement as I underestimated their team and ability to execute.

BACKGROUND

Please describe your company and your position there.

We help nonprofit organizations further their mission and scale sponsorship through an all-in-one platform that seamlessly connects data and automates processes so world-changers can have more time to work together for a brighter future. I’m the Head of Operations and Strategy.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal Group is our current outbound sales partner. We wanted to find a way to optimize and scale our outbound sales cycle while freeing up our account executives to focus on cross-selling opportunities.

SOLUTION

How did you select this vendor?

Through online research and interviews.

Describe the scope of their work in detail.

The Martal team has taken over top-of-the-funnel prospecting for our account executives by reaching out and setting meetings with decision-makers through email, LinkedIn, and phone calls.

What was the team composition?

Our Martal team includes two sales reps, Kendra and Cesar, who handle outreach and appointment setting. We also have Edd as the sales operations manager.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We are averaging nine qualified meetings a month for a total of 28 appointments in three months.

How effective was the workflow between your team and theirs?

The workflow has been great! We have constant communication and collaboration from the team. Once a week, we meet to discuss campaign progress and strategy. Throughout the week, sales execs reach out to discuss incoming leads and campaign adjustments.

What did you find most impressive about this company?

We are excited about the traction gained in such a short period of time. The synergy between Martal and our team continues to drive successful results for our outbound campaigns.

Is there any area for improvement or anything that could have been done differently?

Nothing at this time.

BACKGROUND

Introduce your business and what you do there.

I’m the founder of an online ticket company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

They’re providing outbound sales outreach.

SOLUTION

What was the scope of their involvement?

They’re onboarding at the moment. To date, they’ve learned our sales process and worked with me to optimize it. Recently, they began helping with the actual outbound sales outreach.

What is the team composition?

We’re working with three people from their team.

How did you come to work with Martal Group?

Their experience and approach stood out to me. Additionally, other companies had had success with them.

What is the status of this engagement?

We’ve been working together since November 2021.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

They’ve helped us land some extra deals. They’re a good ally.

How did Martal Group perform from a project management standpoint?

Their team has really well. I’ve been happy, and that’s why we’re still using them. They’ve been communicative and produced results. We communicate over Zoom meetings.

What did you find most impressive about them?

The price is much more reasonable than that of other companies, and especially compared to the service we’re receiving.

Are there any areas they could improve?

No. I think they’ve been good so far.

Do you have any advice for potential customers?

Attend the weekly meeting so you’re in the loop about what they’re doing. The more you engage with them, the better their results will be. Don’t just hire them and then not talk to them.