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Brian Mallory picture

Brian Mallory

President @ Erudite Ingenuity
I would say we have 60% more new warm leads—people who are actually engaged with us and who are taking our calls.

Tell us about yourself and your business.

I am the founder and CEO of Erudite Ingenuity, a sales training and curriculum development company based in Charlotte, North Carolina. We focus on creating internal processes to maximize employee productivity, teaching effective business development techniques, writing and implementing customized curriculum for all modalities, and providing individual coaching for teams.

What were your sales and marketing challenges before you used Hatchbuck?

Previously we were patching tools together to give us the analytics we needed to find the warmest or most interested parties.

With Salesforce alone, it was just a shot in the dark trying to identify warm leads. Then when I started using ConstantContact, the analytics were kinda sorta there, but they kinda sorta weren’t.

How has Hatchbuck specifically addressed your challenges?

Hatchbuck helps us let people self-select and filter to the campaign or messaging they want to receive. We’re trying to send people down the right path by using tags. We’re creating nurturing campaigns to let them decide what they’re interested in and then segmenting them into the different buckets. We’re using contact scores and tags that allow people to be pushed down the right path to a sale.

What was the big “Ah-Ha!” moment that reinforced your decision to use Hatchbuck?

Hatchbuck’s tagging and lead scoring. I can really focus on where I should be putting my energy and outreach on the phone.

What measurable results have you seen since you started using Hatchbuck?

We haven’t been using it six months yet, but I would say we have 60% more new warm leads—people who are actually engaged with us and who are taking our calls. Before I could call 100 people and one person would be like “Oh yeah, hey – you emailed me.” Now it can be one person in 15 greeting me with “Oh hey, Brian.” There’s just a much bigger pool of warmer, more mature leads who know who we are.

There are people now who are moving right into our sales process. We’ve got 10 really high-quality leads in our active sales pipeline in the last six months of using Hatchbuck.

What’s the single biggest reason you would recommend Hatchbuck to another business?

Real-time analytics and data on customer engagement are the biggest reason we love Hatchbuck. When I go to my contacts, I can see my funnel and see who has engaged the most right away and put energy into them. Honest to God, I scream from the rooftops about you guys.

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ABOUT ERUDITE INGENUITY

By combining a thorough understanding of leadership, business development, process improvement and visualization strategies with a depth of experience that covers education, manufacturing, technology, health care and more, Erudite Ingenuity is uniquely qualified to deliver the kinds of innovative, customized sales and performance results that touch–and transform—an organization at every level.