1 © 2018 memoryBlue memoryblue.com CASE STUDY: Building Inside Sales From the Ground Up at Salsa Labs Introduction: Like many startups, Salsa Labs, a software company for nonprofits and political campaigns, relied primarily on word-of-mouth, organic marketing to grow its business after its launch in 2004. Yet when a round of venture capital came through seven years later, in 2011, Salsa needed to scale up quickly with a more strategic, efficient approach — especially as it related to inside sales. Not wanting to outsource sales completely, and not yet ready to build an inside sales team in-house, it turned to memoryBlue for help. Together, memoryBlue and Salsa Labs crafted a customized solution that led to a significant increase in Salsa’s revenue — and better use of its core

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