The Sales Factory

BACKGROUND

Please describe your company and position.

I am the Manager of Sales Development of a real estate fintech company 

Describe what your company does in a single sentence.

We are an all-in-one platform that allows people to invest in real estate both actively (providing capital for our borrowers' projects) and passively (offering investments to accredited investors). 

OPPORTUNITY / CHALLENGE

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

• Set meetings for our sales team members.
• Actively create a new front line of defense for our lead base.

SOLUTION

How did you find The Sales Factory?

Online Search

Why did you select The Sales Factory over others?

• High ratings
• Good value for cost

How many teammates from The Sales Factory were assigned to this project?

2-5 Employees

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

Our goal was to have our TSF rep Qualify Leads and Set Meetings for our sales team. They were to do so actively calling out on both older leads that existed in our database and also new ones that came in. The rep applied themselves from day 1 and did a very nice job. 

Since the start of our relationship, our TSF rep booked a total of 75 meetings with 40 of them being verified by our team as true qualified leads. That number will rise a bit over the next few days as a few of these meetings are still outstanding. 

RESULTS & FEEDBACK

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

• 75 total meetings booked. 
• 40 verified leads from those meetings. 

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

No complaints regarding the project management. The team was always very responsive and quick to respond to any asks or adjustments that we asked for. The only thing I would have liked to have been done different, is allow the initial training to be done by our team. I can't help but feel some basic info regarding our program was skipped over by us not being to train our rep from the start. 

What was your primary form of communication with The Sales Factory?

Virtual Meeting

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

The people we worked with on this project were great. I enjoyed working with our rep, who was hardworking and willing to learn and listen—great qualities to have. 

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

Allow the initial training to be done by the employer. It is tough to learn a business let alone train someone else on the business without being fully submersed in it. 

BACKGROUND

Please describe your company and position.

I am the Executive Sales Leader of a risk advisory company

Describe what your company does in a single sentence.

Risk advisors in the commercial insurance industry.

OPPORTUNITY / CHALLENGE

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

• Validate and confirm decision makers to have a 15min. intro meeting
• Create a positive brand impression of our firm
• Have permission to build a relationship, by first sending information about our firm

SOLUTION

How did you find The Sales Factory?

Online Search

Why did you select The Sales Factory over others?

• Company values aligned
• Professionalism

How many teammates from The Sales Factory were assigned to this project?

2-5 Employees

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

This firm was tasked with validating and updating existing sales information. Next, through their research, either by calling our via their internal systems, confrim key decision maker information such as phone numbers, emails, etc. Last but not least, they were to confirm existing services, renewal date of those services, and to confirm a 15min. introductory phone call.

RESULTS & FEEDBACK

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

• Number of prospects reached (actual conversations)
• Number of outbound emails sent (with permission from the decision maker)
• Amount of confirmed and validated decision maker information (phone number, email, etc.)
• Competitor information confirmed or validated
• Renewal dates
• Confirmed meetings

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

Having been a consultant for over 10 years, along with working for some of the most usccessful brands in North America, The Sales Factory is one of the most well-run, organized, and professional firms I've dealt with in my 25-year career. 

My project manager is a true sales professional, as well as a very organized individual who treats me not only as a customer but as a partner in their business. All of which, in my experience if a firm delivers the above, leads to exceptional results - and they have delivered just that.

What was your primary form of communication with The Sales Factory?

• Virtual Meeting
• Email or Messaging App

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

• The delivery of consistent and highly professional touch points when getting the project up and running.
• The consistent delivery of communication on the status of the project.
• The exceptional results.

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

The only aspect I would look to improve is their requirement of having to adjust our existing data that may meet our internal requirements, but not theirs. If they would be able to use our data, as presented, it would have been perfect. In the end, it was a very small road bump.

BACKGROUND

Please describe your company and position.

I am the Global Head of Customer Success and Sales of FileWave

Describe what your company does in a single sentence.

FileWave provides a Unified Endpoint Management (UEM) solution allowing IT administrators to easily manage thousands of iOS, MacOS, tvOS, Android, Windows, and Chromebook devices from a single, powerful yet simple console.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire The Sales Factory | Leader in B2B Sales & Lead Gen to accomplish?

Generate leads for new logo sales

SOLUTION

How did you find The Sales Factory | Leader in B2B Sales & Lead Gen?

Referral

Why did you select The Sales Factory | Leader in B2B Sales & Lead Gen over others?

• Good value for cost
• Referred to me

How many teammates from The Sales Factory | Leader in B2B Sales & Lead Gen were assigned to this project?

2-5 Employees

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

The Sales Factory is to provide two full-time Business Development Representatives (BDRs) who complete cold email and phone outreach to a list of prospects. Deliverables include the number of meetings booked and Sales Accepted Leads (SALs) produced.

RESULTS & FEEDBACK

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

1. Number of demo meetings booked.
2. Number of Sales Accepted Leads (SALs).

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

Items were delivered on time. Initial ramp-up was slightly slower than expected, but communication with the project manager was good and adjustments were made quickly.

What was your primary form of communication with The Sales Factory | Leader in B2B Sales & Lead Gen?

• Virtual Meeting
• Email or Messaging App

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

Their flexibility and willingness to work with us to define a prospect list were impressive.

Are there any areas for improvement or something The Sales Factory | Leader in B2B Sales & Lead Gen could have done differently?

There was some disagreement initially about the Ideal Customer Profile (IDP) that could have been more clearly defined, but I think that was primarily related to some internal turnover that we had during the ramp-up period.

BACKGROUND

Please describe your company and position.

I am the VP business development of Pixel and Pivot

Describe what your company does in a single sentence.

LISS Technologies is a white glove, IT-managed service provider 

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire The Sales Factory | Leader in B2B Sales & Lead Gen to accomplish?

• SDR work
• Enhance sales
• Book meetings

SOLUTION

How did you find The Sales Factory | Leader in B2B Sales & Lead Gen?

Referral

Why did you select The Sales Factory | Leader in B2B Sales & Lead Gen over others?

Referred to me

How many teammates from The Sales Factory | Leader in B2B Sales & Lead Gen were assigned to this project?

2-5 Employees

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

We partnered with TSF to enhance our sales outreach through their SDR and cold-calling services, and the results have been good. TSF's team quickly understood our target market and seamlessly integrated into our sales strategy. Their expertise in lead qualification, personalized outreach, and strategic follow-ups has led to a significant increase in our meeting bookings with key decision-makers.

What impresses us most is their attention to detail and commitment to aligning their efforts with our business goals. 

RESULTS & FEEDBACK

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

Number of booked meetings per month.

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

Our project manager is Youssef, and we are delighted with his service. Our SDR is Ben, who is a pro! We enjoy working with both of them!

What was your primary form of communication with The Sales Factory | Leader in B2B Sales & Lead Gen?

• Virtual Meeting
• Email or Messaging App

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

Hungry to win. 

Are there any areas for improvement or something The Sales Factory | Leader in B2B Sales & Lead Gen could have done differently?

No thank you.

BACKGROUND

Please describe your company and position.

I am the Business Relations Advisor of Kamit Group Inc.

Describe what your company does in a single sentence.

Non-Destructive Examinations, Geotechnical Services, Engineering Services Etc...

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire The Sales Factory | Leader in B2B Sales & Lead Gen to accomplish?

• Lead Generation in our desired market.

SOLUTION

How did you find The Sales Factory | Leader in B2B Sales & Lead Gen?

Referral

Why did you select The Sales Factory | Leader in B2B Sales & Lead Gen over others?

• Pricing fit our budget
• Good value for cost
• Referred to me

How many teammates from The Sales Factory | Leader in B2B Sales & Lead Gen were assigned to this project?

2-5 Employees

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

The Sales Factory was willing to listen to and navigate with our concerns in lead generation for our desired target market. The initial stages were a struggle at first as they did not have the experience in dealing with customers in our niche business offering and how to speak to them.

Their model and approach tends to be dealing with customer pain points which we didn't find as effective in our desired market, so by listening to what we suggested based on our experience in our industry, they were able to navigate and bypass the challenges we were facing with them and began seeing improvement in our lead generation with them. We've seen significant improvement since then. I'm glad to be working with them and constantly seeing improvment in reaching out to our target audience.

RESULTS & FEEDBACK

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

They are meeting and exceeding the desired number of scheduled appointments with our target audience.

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

They flexed to meet our needs and requirments in order to reach our target audience.

What was your primary form of communication with The Sales Factory | Leader in B2B Sales & Lead Gen?

Virtual Meeting

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

Their drive to reach their customers targeted goals.

Are there any areas for improvement or something The Sales Factory | Leader in B2B Sales & Lead Gen could have done differently?

I believe as our relationship with Sales Factory develops over time, we with be able to hone in on our target market.

BACKGROUND

Please describe your company and position.

I am the VP of Sales of 526 Software

Describe what your company does in a single sentence.

We develop highly customized software to optimize business workflows.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire The Sales Factory | Leader in B2B Sales & Lead Gen to accomplish?

• Generate qualified pipeline leads

SOLUTION

How did you find The Sales Factory | Leader in B2B Sales & Lead Gen?

• Online Search
• Outbound

Why did you select The Sales Factory | Leader in B2B Sales & Lead Gen over others?

• Pricing fit our budget
• Great culture fit
• Good value for cost

How many teammates from The Sales Factory | Leader in B2B Sales & Lead Gen were assigned to this project?

2-5 Employees

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

TSF has taken a consultative approach to generating and refining messaging to potential prospects. We have jointly developed and agreed on KPI's that we use to measure the effectiveness of TSF's campaigns. We have weekly touchbase calls to check on progress, and further refine messaging and objection-handling. Key targets are number of dials, and number of meetings generated.

RESULTS & FEEDBACK

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

The key measurable outcome is qualified pipeline generation. Other KPIs would be first meetings set, first meetings held, number of dials, number of connections. Beyond that, we track the progress of the opportunities throughout the pipeline to measure another KPI- closed won deals.

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

Management has been great. We work particularly with Youssef as our dedicated management resource. Communication has been outstanding and highly responsive the whole way. We receive progress reports on the previous week's metrics every week on time, and Youssef is always prepared for our weekly call.

Ryan has been our dedicated business development representative. His communication is, likewise, excellent- as well as his ability to collaborate on messaging. Ryan has also proven to not just be coachable, but also innovative in is pursuit- leading to consistent performance.

What was your primary form of communication with The Sales Factory | Leader in B2B Sales & Lead Gen?

• Virtual Meeting
• Email or Messaging App

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

Anytime TSF has said they're going to do something, they have. The support and service both have been extremely consistent. The communication has been outstanding.

Are there any areas for improvement or something The Sales Factory | Leader in B2B Sales & Lead Gen could have done differently?

We have been utilizing TSF for about a year at this point, and I can't think of anything I would have preferred differently. They have delivered exactly what we expected and more.

BACKGROUND

Please describe your company and position.

I am the CRO of ASP

Describe what your company does in a single sentence.

Emerging Technology certification and training company. 

OPPORTUNITY / CHALLENGE

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

Awareness and direct cold calling sales

SOLUTION

How did you find The Sales Factory?

Online Search

Why did you select The Sales Factory over others?

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

How many teammates from The Sales Factory were assigned to this project?

2-5 Employees

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

The Sales Force team provided market research and market data and incorporated that into our Hubspot accout whereby their sales team went into action for direct cold calling campaigns. 

RESULTS & FEEDBACK

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

Market data and meetings. 

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

One of the best features of working with TSF (The Sales Factory) was their outstanding project management and Sales Leadership functions. Our assigned leader was Mathew who walked the fine line between pure intentionality and great cultural fit. 

In addition to weekly meetings, we had direct access to both Mathew and the sales producers via email and slack and communicated virtually every day. 

What was your primary form of communication with The Sales Factory?

• Virtual Meeting
• Email or Messaging App

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

We really appreciated the flexibility they brought within their existing processes. This allowed for some nuance and learning on both sides. 

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

No. The process worked. In fact, I've taken some of what I learned from TSF and put it into our own internal sales processes. 

BACKGROUND

Please describe your company and position.

I am the SDR Manager of an information technology company 

Describe what your company does in a single sentence.

Cloud based security and identity and access management. 

OPPORTUNITY / CHALLENGE

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

• Book meetings
• Generate pipeline
• Teach us outbounding skills

SOLUTION

How did you find The Sales Factory?

Online Search

Why did you select The Sales Factory over others?

• Pricing fit our budget
• Company values aligned

How many teammates from The Sales Factory were assigned to this project?

6-10 Employees

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

TSF team was selected as an outsourced lead and opportunity generation tool. Ive worked closely with the team weekly to help their SDRs learn our value prop and sell jumpcloud. They were tasked with generating leads and opportunities and cold calling prospects. 

RESULTS & FEEDBACK

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

Supposed to book as many meetings as possible and schedule opportutnies with our AEs. 

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

They have solid meetings, they learned our value prop, their AMs presented to us each week in a timely mannor. They have struggled to sell into our persona and industry but I think thats to be expected for cold outbounding into this persona. 

What was your primary form of communication with The Sales Factory?

• Virtual Meeting
• Email or Messaging App

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

Their SDRs are very timely and prompt and deliver very high degree outputs. They learned our value prop and are good at closing meetings and getting folks on the phone! Its harder for these to turn into real opps. 

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

Need to take learnings and integrate them as we go along in selling. Need to maybe change selling tactics when things dont work. Potentially need to use more tools and intent data on their end to identify potential customers. 

BACKGROUND

Please describe your company and position.

I am the Account Executive of Sano Genetics

Describe what your company does in a single sentence.

Accelerates enrolment and simplifies operations of precision medicine focused biotechs & pharma sponsors

OPPORTUNITY / CHALLENGE

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

To reach out to our key audience persona using our ideal customer profile as guidance

SOLUTION

How did you find The Sales Factory?

Referral

Why did you select The Sales Factory over others?

Referred to me

How many teammates from The Sales Factory were assigned to this project?

2-5 Employees

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

Reach out to approx. 150-200 contacts per week using various streams including cold calling, LinkedIn and an email sequence co-written by TSF and Sano reps - contacts are extracted from companies that Sano representatives screen on a weekly basis. Contacts also will be part of the “audience persona” that Sano has described as their “key audience”.

RESULTS & FEEDBACK

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

1. 2-4 discovery calls booked in per week with our key audience from Sano-screened companies. 
2. Conversion rates from initial discovery call set by TSF to proposal development and deal negotiations.

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

Yes delivered items on time consistently - asked the right questions and always receptive to constructive feedback.

What was your primary form of communication with The Sales Factory?

• Virtual Meeting
• Email or Messaging App

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

They meet deadlines and adapt to the changeable nature of a startup that constantly pivots on its strategic position.

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

Being vigilant when sending out emails to top prospects - there has been an incident where an approved copy by Sano had been misplaced for one they worked up internally and the nature of the messaging for that copy was not particularly professional for those working in our industry.

UPDATED REVIEW

This review was published on June 29, 2023.

Velko Tonev

Commercial Lead, Health Research Company

Healthcare

51-200 Employees

United Kingdom

Confidential

$10,000 to $49,999

Mar 2023 - Jul 2023

Project summary

The Sales Factory was hired to manage cold outreach campaigns and lead generation in order to book introductory meetings and conference meetings.

Feedback summary

The Sales Factory has been a pleasure to work with. They have been very open to ideas on messaging and positioning for the campaign. Moreover, they have a great team of seasoned Sales Professionals who can rapidly perfect their pitches to communicate the services of businesses with complex solutions.

BACKGROUND

Please describe your company and position.

I am the Commercial Lead, Pharma Solutions of the company

Describe what your company does in a single sentence.

We offer cutting-edge patient finding and engagement services to the life science industry.

OPPORTUNITY / CHALLENGE

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

• Cold outreach to drive pipeline growth

SOLUTION

How did you find The Sales Factory?

Referral

Why did you select The Sales Factory over others?

• Close to my geographic location
• Pricing fit our budget
• Great culture fit
• Referred to me
• Company values aligned

How many teammates from The Sales Factory were assigned to this project?

2-5 Employees

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

The SalesFactory has been managing cold outreach campaigns and lead generation in order to book Introductory Meetings as well as Conference Meetings for our Commercial Team.

RESULTS & FEEDBACK

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

The Sales Factory team managed to book a number of discovery and conference meetings for our commercial team.

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

The SalesFactory team has been a pleasure to work with and they have executed on the project with professionalism and have been very open to ideas on messaging and positioning for the campaign.

What was your primary form of communication with The Sales Factory?

• Virtual Meeting
• Email or Messaging App

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

The SaleFactory has a great team of seasoned Sales Professionals. They can rapidly perfect their pitch to communicate the services of businesses with complex solutions.

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

Considering the scope of the project and resources allocated I believe that the SalesFactory has performed very well and proactively resolved any underperformance with staff rotation as needed.

RATINGS

Overall rating: 5

Quality: 5

Cost: 4

Schedule: 4.5

Willing to refer: 5

BACKGROUND

Please describe your company and position.

I am a department director at an advertising & marketing company

Describe what your company does in a single sentence.

Industry Focused Growth Marketing

OPPORTUNITY / CHALLENGE

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

• Generate opportunities

SOLUTION

How did you find The Sales Factory?

Knew someone at the company

Why did you select The Sales Factory over others?

Company values aligned

How many teammates from The Sales Factory were assigned to this project?

6-10 Employees

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

• Book qualified sales meetings with our target client profiles. 
• Developed strategic messaging for outbound engagement. 
• Created a Business Development plan including sequence, email copy, cold call script, and rebuttals. 
• Leveraged our marketing and sales materials for sequence and prospect engagement. 
• Outbound Business Development transformed accurate cold leads into qualified appointments through email and phone outreach (minimum outbound cold calls and emails per month: 800+ /month).

RESULTS & FEEDBACK

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

• Number of qualified appointments booked.

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

The project management was impressive. The Sales Factory hit the ground running, and the entire team was able to ramp up really quickly. The onboarding experience exceeded my expectations and the turnaround timing for changes/requests/updates was incredibly fast. They also had a sizeable team to support my needs. Overall really impressed.

What was your primary form of communication with The Sales Factory?

• In-Person Meeting
• Virtual Meeting

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

The onboarding experience was really great, especially because you get to meet the team behind it all, not just the account manager and BDR. Everyone is really pleasant to work with, and the results that are being generated make it all that much better!

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

Nope.