Purple Sales

BACKGROUND

Introduce your business and what you do there.

I’m an executive for a SaaS startup focused on bringing visibility and collaboration to the supply chain.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Purple Sales?

We were trying to acquire best practices on complex calls because our product is a complex solution.

SOLUTION

What was the scope of their involvement?

Our primary work has been focused on the marketing and sales side. We collaborated with Purple Sales to come up with the initial documentation, and the first part of the mandate was to define the marketing material. We spent three months defining a brochure, a website, and a pitch deck. We jointly crafted the key messaging, illustrations, and how we wanted to simplify our complex solution. 

They’ve also been helping us with lead generation, identifying the right targets and personnel, and engagement. Purple Sales has taken us through a sales cycle with lead generation, prospects, interest, sales, and contract confirmation. 

We’re currently working on creating a list of the top 50 companies in our industry to target and use HubSpot to help frame the research and process. We also collaborate on customized scripts for reaching out to each company. 

What is the team composition?

We work with Sam (Founder & CEO), and our main point of contact is Romain (Business Development Director).

How did you come to work with Purple Sales?

We knew Sam because we belong to the same network; we chose Purple Sales because we trusted Sam. 

How much have you invested with them?

We’ve invested around €30,000 (approximately $32,000 USD). 

What is the status of this engagement?

We started working together in July 2022, and the engagement is ongoing.

RESULTS & FEEDBACK

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

We measure success based on feedback from customers, partners, and investors. Before starting with Purple Sales, we had a very poor presentation, but we were able to refine the marketing material and the narrative with their help. We’ve been able to improve our traction and have been receiving positive feedback.

We’re not able to measure the success of the lead generation yet, but Purple Sales acts as a sales extension for our company. We have a very challenging solution, and managing the complexity has been difficult, but we are very happy with everything we’ve done together so far. 

How did Purple Sales perform from a project management standpoint?

Their project management is agile and responsive; we use Slack and Google Drive for communication and project tracking. 

What did you find most impressive about them?

They are experts in lead generation and have a very good understanding of complex sales cycles, which is very valuable. We know that software sales are not a simple area to navigate, but they have a lot of experience with it. 

Are there any areas they could improve?

Stepping into this next phase of work, we’re hoping they can drive lead generation. 

Do you have any advice for potential customers?

Embrace the collaboration; the more you put into it, the more you will get out of it. You need to align regularly to make sure you’re on the same page.

BACKGROUND

Please describe your company and your position there.

I'm the CEO of Relequint. We're a growth strategy firm delivering inbound marketing for B2B clients in tech, healthcare, manufacturing, and professional service firms.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Purple Sales?

We partnered with Purple Sales to develop integrated inbound and outbound marketing strategies for Relequint promoting our Growth Catalyst Framework™. From lead generation and appointment setting to follow-up calls and dedicated SDRs.

SOLUTION

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

We had trouble finding sales partners that were reliable and provided consistent service. We have had partners that would start strong then the results would diminish over time. We found Purple Sales through a LinkedIn connection and we initially used them on client accounts.

Describe the project in detail and walk through their service package.

Our work with Purple Sales began with diagnostics about our ICP (Ideal Customer Profile) and buyer personas we had built, they focused on the specific offerings for our campaigns. They additionally spoke to several key members of our team and developed a tailored sales plan for that included the channels we had requested along with strategic recommendations. We started with lead generation and appointment setting and this led to follow-up calls and eventually dedicated SDRs.

How many resources from the vendor's team worked with you, and what were their positions?

While we have worked closely with their Director of Sales, Director of Marketing, and our dedicated SDRs, but we have also had access to and received recommendations on challenging prospects from their CEO.

RESULTS & FEEDBACK

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

Within the first quarter of working with Purple Sales we were able to reach our new retainer goal for the year. We were impressed with their ability to quickly understand our business and develop an active pipeline.

How effective was the workflow between your team and theirs?

Purple Sales developed a workflow with us that was tailored to how we work and out own sales process. We have weekly touch-base meetings with their team to go over progress and next steps for each buyer persona. We also communicate over Slack and email for questions and updates. They are very well organized, attentive, and their communications are clear.

We work very collaboratively with them on email and messaging copy and they follow our brand guidelines. Thanks to their timeliness our pipeline is remaining consistent.

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

Our team has a lot of respect for their experience, strategic thinking, and the logic behind their process. They have provided excellent enterprise B2B sales guidance. Their focus on continuous improvement shows in the results of our campaigns. When something goes off-track, they dig into the source of the problem.

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

We are very happy with our partnership with Purple Sales. We are actually looking for ways that we can further integrate our services with theirs for a combined offering.

BACKGROUND

Please describe your company and your position there.

I am the director of business development and responsible for revenue generation, marketing efforts and account management for the company.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Purple Sales?

We hired Purple to assist with our adoption of Hubspot CRM for our sales development efforts and to track our deals in our revenue pipeline. We also hired them to manage outbound email/call efforts for an existing target market as well as developing a new campaign aimed at new target customers.

SOLUTION

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

They had already done good work with us in migrating from a different CRM to Hubspot so we decided to continue employing them for outbound sales development efforts (taking over an existing campaign and launching a new campaign targeting a new vertical).

Describe the project in detail and walk through their service package.

We wanted a partner who could work quickly to adopt an existing campaign being run inside our Hubspot CRM. This allowed us to seamlessly move a process previously being run by an internal staff member to them.

And we also had a need to pursue a new target market (through email and discovery/exploration calls) with new messaging in the hopes of booking meetings with us. Purple Sales offered us a team of content, data, email/phone experts to help get the project rolling.

How many resources from the vendor's team worked with you, and what were their positions?

We've worked with an account manager and 2 other email/call experts. Behind the scenes we know they've also used some internal content and data experts.

RESULTS & FEEDBACK

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

They've been able to book meetings for us in our existing campaign sequence and have worked diligently to optimize the new campaign to secure meetings for us. They've been able to push a large volume of prospecting emails out for us exceeding our past records for volume substantially (50%+)

How effective was the workflow between your team and theirs?

We have 2 weekly meetings to review progress and/or any blockers or new ideas. They have been responsive and helpful.

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

They are active problem-solvers and are open to experimentation in order to optimize results. They also offer their best practice expertise to enhance scripts and messaging.

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

Ideally, even more best practices/recommendations could be brought to bear in suggesting adjustments to workflows, timing and scripts.

BACKGROUND

Introduce your business and what you do there.

I’m part of the sales team, and I work for a software company that sells solutions to brokers that helps them communicate efficiently with carriers.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Purple Sales?

We were a very young startup, with a sales team with just a few representatives. As a result, we were looking for Purple Sales with our lead generation efforts.

SOLUTION

What was the scope of their involvement?

We shared our ideal client profile with Purple Sales including positions of people that would be effective clients for us. If I remember correctly, the starting list we gave them includes the top 500 brokers in the US.

Purple Sales have two primary tasks which include identifying potential customers and marketing to them. Their main goal is to provide us with qualified appointments so their work involves email campaigning, following up with customers to find us leads, and more. HubSpot is one of the tools they use. Beyond that, they’ve got some marketing stuff that I’m not familiar with.

What is the team composition?

We have a couple of people working on our project, but we primarily communicate with Doorvesh (Sales & Strategic Partnership Manager) who serves as our project manager. He’s basically taken on every role, and he provides us with weekly updates.

How did you come to work with Purple Sales?

I wasn’t sure how we found them, but I think it was based on a personal relationship.

How much have you invested with them?

We spend $3,000–$5,000 a month.

What is the status of this engagement?

Our ongoing collaboration began in June 2020.

RESULTS & FEEDBACK

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

We base their performance on the clicks of our email campaigns, and we’re hovering in the 20%–%30 range. As a result, we have a list with around 8,000 names, so we’ve been able to get the word out. We also measure their success based on the appointments they’ve gotten us; so far, we’ve had a good number of appointments. Overall, Purple Sales have been able to tackle our marketing and lead-related needs. In fact, they’ve gone above and beyond to deliver our requests, which makes them great. 

How did Purple Sales perform from a project management standpoint?

They have an excellent project management process, and they’re always spot on with their weekly updates as well as with our requests. They also give us access to their outputs through a shared drive. Overall, I’m very satisfied with our partnership.

What did you find most impressive about them?

They’ve been extremely willing to work on our ad hoc requests even if they’re outside the scope of our contract. More importantly, they finish it quickly.

Are there any areas they could improve?

I want to have more leads. However, I don’t think there’s a salesperson anywhere that will say they have enough leads.

Do you have any advice for potential customers?

Ensure that you understand your value proposition and the differentiators of your product. Furthermore, have a very clear understanding of your ideal clients.

BACKGROUND

Please describe your company and your position there.

FollowAnalytics provides a low-to-no code Mobile App development software, as well as a Mobile App marketing platform for Analytics and Engagement. I am the WW VP of Sales

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Purple Sales?

We hire Purple Sales to accelerate our partnership channel. Gain Visibility within the Microsoft and Salesforce Ecosystem building awareness with the Microsoft and Salesforce Account Executives opening doors with their customers and generating qualified meetings for FollowAnalytics

SOLUTION

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

We considered hiring internally and different external companies. Purple Sales was the perfect in-between solution to quickly go to market with qualified and well-trained business development representatives.

Describe the project in detail and walk through their service package.

Purple Sales would set up entire outbound email campaigns to Salesforce and Microsoft account executives to generate qualified leads for us and iterate and improve the campaigns over time. We got tons of meetings thanks to them which led to opportunities for our companies and revenue.

How many resources from the vendor's team worked with you, and what were their positions?

2 to 4, with mostly Business Development Representatives and also their VP of Sales.

RESULTS & FEEDBACK

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

They helped us ramp up and accelerate our outbound channel instantly, generating meetings every week, leading to opportunities and closings by our team.

How effective was the workflow between your team and theirs?

Purple Sales was extremely responsive and efficient. They would build an entire campaign in a few days and deliver reports and improvements as needed. Great reactivity and adaptation to our needs.

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

How quickly they could adapt to our needs, and how qualified they were on their subjects. They are truly expert on the matter.

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

Not really, it was just a strategic decision to hire internally after some time and was planned from the beginning.

BACKGROUND

Please describe your company and your position there.

I’m the President (Pack Leader) of Raccoopack Media. We develop web/mobile applications with gamification and serious games for organizations and individuals that make a positive impact in the world.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Purple Sales?

We hired Purple Sales to help us with generating more business, specifically focused in identifying and reaching out to prospects and booking meeting appointments with leads to discuss business opportunities.

SOLUTION

How did you select this vendor?

We started a search by creating a shortlist of qualified vendors that fit our needs. After we met with the shortlisted vendors, we found Purple Sales to be the best fit. We determined that Purple Sales best suits our needs of being Canada-based as we are currently focused on growing across North America.

Unlike other vendors, Purple Sales also emphasizes on helping us refine our marketing messaging and sales techniques on top of their core services, which we felt our organization would highly benefit from.

Describe the scope of their work in detail.

To date, Purple Sales has continuously helped us with activities that funnel into booking appointments with prospective clients. This includes sourcing contacts that fit with our target market segments, drafting email marketing messages, and managing email marketing campaigns.

Purple Sales also manages the communications with interested organizations, eventually converting them into booked appointments. Once meetings are booked, members of their team also join our team in meeting with leads. Purple Sales also actively offers strategies on how we can follow up with leads and grow our relationship with them.

What was the team composition?

We have a hybrid team with our internal sales and marketing team working together with the Purple Sales extended sales team. Their team consists of a Client Success Manager, Marketing Research Analyst, and Business Development Representatives.

RESULTS & FEEDBACK

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

Purple Sales has exceeded our expectations with the results - This is shown by the number of meetings booked with clients, including email campaigns with demonstrated high open and response rates above the industry benchmarks.

We have been able to meet with large organizations and build relationships that will strengthen our position in the market segment. Purple Sales’ efforts have resulted in one new promising customer for us, and we are expecting many more shortly.

How effective was the workflow between your team and theirs?

We are happy with the workflow. Purple Sales keeps us informed of the progress regularly with weekly reports and biweekly meetings to discuss campaign strategies. We have also created an online chatroom to facilitate convenient exchange of information and feedback. Purple Sales works actively towards the project and is also quick to respond to our questions and needs.

What did you find most impressive about this company?

Purple Sales states that they serve as the extended sales team of their clients, and they live up to their word. Their team has put considerable time and effort into understanding our business model and services thoroughly.

In addition to exceeding our expectations in terms of meetings booked, they often give valuable insights and advice on how to build strong relationships with clients. They are open to change and suggestions, such as being flexible with how they create weekly reports for us to meet our needs.

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

We had slight confusion on which types of CRM and email campaign management tools would be used as Purple Sales pivoted between different platforms several times. However, this is understandable to us as Purple Sales discussed this issue with us and explained that they are making changes to streamline reporting processes for their clients.

BACKGROUND

Introduce your business and what you do there.

I’m the managing director of Doing Things Simply, an AV integration organization. We design, build, and implement AV technologies.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Purple Sales?

We were looking to increase our B2B marketing. With the COVID-19 pandemic, our focus became more on the end client versus partners aspect, so we wanted to Purple Sales to assist us in driving new sales.

SOLUTION

What was the scope of their involvement?

Purple Sales is a B2B marketing and sales organization, and their work revolves around reaching out to clients or potential clients on our behalf. The team educates themselves on our solutions, and they conduct cold calling. Their main goal is to book meetings for our internal sales teams once they’re done qualifying possible leads. They also help us develop our marketing presence. For our first campaign, they've been required to secure eight qualified leads per month.

What is the team composition?

We’re working with five people from Purple Sales, and we deal primarily with Sam (Founder).

How did you come to work with Purple Sales?

We surveyed over 10 companies and chose the top three companies based on our phone conversations with them. Ultimately, we selected Purple Sales because they were sales-oriented. Other companies we talked to were only focused on the appointment setting aspect of the work, and they didn’t understand the sales aspect of what we were doing. 

How much have you invested with them?

We spend $4,000 a month.

What is the status of this engagement?

We started working actively in January 2021, and it’s an ongoing collaboration.

RESULTS & FEEDBACK

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

Our first campaign lasted for four months, and during that time, we’ve noticed an increase in the quality of meetings we’ve been receiving. On top of that, Purple Sales has exceeded their targets, and they’ve been able to secure 10 qualified leads per month with close to 20 follow-ups. With the success we’ve been experiencing, our external partners have also decided to come on board with our efforts. Overall, we have a positive experience with Purple Sales.

How did Purple Sales perform from a project management standpoint?

We meet on a bi-weekly basis to maneuver and pivot base on the feedback that we’re getting. We look at the performance of their campaigns through their internal product, and that solution provides statistics on the number of people we’ve reached. In relation to that, Purple Sales have definitely helped us meet our targets.

What did you find most impressive about them?

Their sales approach has been impressive. We’ve worked with other B2B marketing firms in the past, but I’d call them just appointment setters. On the other hand, the leadership of Purple Sales down to the individuals on their team understand the sales cycle. As a result, their team has become an extension of us, and our external stakeholders truly believe that they’re part of our organization and sales process.

Are there any areas they could improve?

Their review meetings have taken a little while to get structured. However, they’ve been able to take into account the feedback that we’ve provided to them. I feel like we’ve helped them champion that important component.

Do you have any advice for potential customers?

In order for Purple Sales to be successful, you need to train them on your solutions and have follow-up documentation. Furthermore, you need to research your market to identify who the team is going to get in touch with. In our case, it has taken us two months to learn how to work with each other. However, if we’ve prepared all the things we’ve needed at the start, we could’ve hit the ground running right away.

BACKGROUND

Introduce your business and what you do there.

I’m the CEO of an R&D management company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Purple Sales?

I needed help structuring the message of the company and website. I also needed help with developing leads.

SOLUTION

What was the scope of their involvement?

Purple Sales developed the website and created email campaigns. The team helps maintain the site now by making corrections and updates.

What is the team composition?

We work with a content manager and a person who manages the email campaigns.

How did you come to work with Purple Sales?

I talked to several companies who provide this kind of service. I talked to their CEO, and I liked how they worked.

What is the status of this engagement?

Our engagement with Purple Sales started in May 2020.

RESULTS & FEEDBACK

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

They’ve created traffic for our website. The email campaigns are tracked, and the numbers are increasing in our database.

With their help, we were able to generate some contacts and meetings with potential customers. We’re getting an increase in traffic and leads.

How did Purple Sales perform from a project management standpoint?

We have weekly meetings to look at the numbers and see how we’re doing. We use Google Meet video conference calls.

What did you find most impressive about them?

I asked them to work with us because I had difficulties in simplifying and figuring out messages. They helped me a lot with that. They can make simple messages from what I tell them, which is always complex. Their team is very efficient.

Are there any areas they could improve?

Sometimes, they’re pretty slow to take on an action. When they do something, they do it well and reasonably fast, but it can take some time before they actually start to do something. They could use someone internally to coordinate with us.

They used to have an account manager that they don’t have anymore. I found it useful to have this point of contact because she could manage the workload. Now it’s more unpredictable how we’ll go with the workflow. They could use indicators to track progress. I find them to be lacking a dashboard to track that.

Do you have any advice for potential customers?

Ask them to be transparent about what they’ve done and not done.

BACKGROUND

Introduce your business and what you do there.

I’m the co-founder and president of Onyx Technologies, a CRM developer for the real estate industry.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Purple Sales?

We’re a startup that’s had a few customer references here in Quebec. That said, we needed to expand, so we engaged Purple Sales to help us with our lead generation.

SOLUTION

What was the scope of their involvement?

Their work has included both phone outreach and email marketing. They’re responsible for booking clients for our demos, every week. I believe they might even do some LinkedIn marketing, but it’s not their main focus. They’re also very good at personalized email outreach, which they specialize in.

What is the team composition?

I’ve worked with Virginie (Head of Business Development) and Jacquiline (Business Development Representative).

How did you come to work with Purple Sales?

Sam (Founder, VP of Sales & Partnerships) used to be a friend of a former business associate of mine. He was acting as an account manager for my partner’s business, and that’s how I was introduced to them.

How much have you invested with them?

I’d say that we spend around $3,000 – $4,000 a month. That amounts to around $55,000 over the course of our engagement.

What is the status of this engagement?

The engagement began in June 2019, and it’s an ongoing relationship.

RESULTS & FEEDBACK

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

They’ve been instrumental to our growth. They’ve gotten us three new customers, all of whom are great. They’ve succeeded in booking several demos a month ever since we started working with them.

How did Purple Sales perform from a project management standpoint?

They send questions our way whenever they come up, but don’t have frequent or recurring touchpoints. They’re always available whenever I need them for something, and they’re very responsive. They’ve delivered consistently, so this model of communication works for us.

What did you find most impressive about them?

They really got to know my industry. While our product is very niche, they worked hard to understand who our customer base is, and what our go-to-market strategy is. I’ve worked with larger companies here in Canada, and they didn’t do as good a job.

Are there any areas they could improve?

I’d appreciate a little more communication. I don’t get any weekly reports or anything, so there isn’t much visibility regarding what they’re doing on a weekly basis. The results do come in, so I trust them and don’t actually bother them for updates, either. Maybe it’s a two-way street.

Do you have any advice for potential customers?

The way we’ve gotten the most out of our engagement is by paying on a per-lead basis. Every time they book a demo, they get paid, as opposed to being paid by the hour. I don’t know if they’ll be open to working with other customers in that way.

BACKGROUND

Please describe your company and position.

I am the Owner 

Describe what your company does in a single sentence.

Provides revenue growth consulting services, primarily to B2B businesses

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Purple Sales to accomplish?

• Lead generation

SOLUTION

How did you find Purple Sales?

Online Search

Why did you select Purple Sales over others?

• Great culture fit
• Good value for cost
• Company values aligned

How many teammates from Purple Sales were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

• Generated lead lists (performed lead research) 
• Creates cold/warm call sales playbooks 
• Create email sequences 
• Execute email marketing campaigns on behalf of the client 
• Performed warm/cold call on behalf of the client 
• Pre-qualified opportunities on behalf of the client 
• Reported on activities and outcomes

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Purple sales identified and qualified numerous opportunities, several of which successfully closed for the client. This was the only measurable deliverable that was sought.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Excellent onboarding and ongoing project management approach and team. They produced high-quality information and responded to our needs correctly and in a timely fashion.

What was your primary form of communication with Purple Sales?

Virtual Meeting

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

A culture truly oriented towards growth. They get excited about the customer's business and goals. Their leader sets the bar for excellence high and manages to attract and retain high performers. Clear vision and articulation of the value they want to bring to their customers.

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

I have suggested that when Purple Sales senses that a customer doesn't have a firm grasp over its own value proposition, target market, and personas, Purple Sales should conduct a slightly more rigorous and facilitated discovery with the customer to clarifies all of those points prior to developing the inbound and outbound marketing playbooks. However, for customers that have a firm handle on these elements, there is very little if nothing for Purple Sales to improve in its approach.