Beyond BookSmart case study

1. 0:00Just had a few questions for you. I appreciate you answering these. I know we've been working together for a while. When it comes to outbound and processes for [Beyond BookSmart], what were things like before we started together?
2. 0:18You mean what things were hard in the company, or hard for me? Oh yeah, good question.
3. 0:24Before we started working with you guys, we had an SDR, a sales development representative, that was basically manually looking through, trying to find as many schools as he could all throughout the country, and then emailing them and calling them and putting them through sequences on HubSpot and things like that. But that was really it.
4. 0:42First we had two people doing that, and then it just wasn't that effective. So we went down to one, just trying to network and find as many leads as we possibly could, which, as you know, wasn't super effective.
5. 1:03I appreciate you giving me that insight. We work together to automate finding a bunch of schools for you. So the next question: what's been different since working together when it comes to lead generation?
6. 1:22More leads, more revenue. That's the biggest thing. I actually just looked this morning, because I shared our KPIs for every month with our CEO.
7. 1:30I'll get kind of technical here, but we like to keep our efficiency rating in marketing and sales at like three to one, meaning we want to get out three times as much as we're putting in. And we're at almost four to one at this point, which is really remarkable.
8. 1:54We were able to get just about $100,000 in revenue since our work began, which wasn't even six months ago. And not only that, but pipelines that are full, that will continue to grow. So I think that's really just the tip.
9. 2:10More meetings. We love it. I love to hear that you're getting four x. I remember last time we were at three and it's going up and up.
10. 2:18And it's the meetings. We just have so many. It used to be such a bummer to look at our schedules and say, we just don't have the meetings that we want. And I think we had one month with you where you booked us around 18 meetings, which is really great, because we tend to close at about a 50% rate. So if we can get those meetings on the books, we're going to close them.
11. 2:42I appreciate you bringing that up. I didn't even know about the $100K, because last time we talked about actual numbers it was hovering more around 60. We had some great closes in August.
12. 2:58From our system when I checked, we're getting close to 80 or 90 total meetings in the lifetime that we've worked together. Any other results you want to mention?
13. 3:14Honestly, some of the work you've done in the different kinds of copy and messaging has been really helpful. I oversee so many different departments, and writing takes me a long time. I like your copy a lot and it resonates. It's been helpful to see something I wouldn't necessarily write, but it works for the school and it's getting responses.
14. 3:47It's creative and fresh, and getting a different set of eyes on it has been really helpful. That was probably the most surprising thing for me, because my biggest hesitation was: no offense, but what does this guy know about education, and about teachers and administrators?
15. 4:02So that's been really cool, the collaboration: I give you my insight into what's happening in the space and what I think administrators and teachers need, and you're able to take that and create something short and punchy that gets their attention in a sea of so many emails. It's been cool to watch how successful that's been.
16. 4:27I really appreciate that you're interested in doing the copy and seeing the results. What's really great for us too is that we've really learned this industry now, and I'm glad we're able to take over a lot of things: copywriting, having our own internal SDR, and really getting that feedback. $100K and 80 plus meetings. It's been a great partnership.

From the video's captions, lightly edited for readability. Words in brackets correct a caption error.