The Lab

Your innovation department.

Unlocking the potential of every great sales & marketing idea.

CONTINUOUS, DATA-DRIVEN TESTING AND EXPERIMENTATION

You wouldn’t deploy software without testing. You wouldn’t launch a marketing campaign without testing. So why deploy new sales initiatives without testing?

Year after year, brands fall short to new customer demands, new expectations and changing buyer behaviors. The writing is now on the wall: If your strategy isn’t moving with the times, you’re destined to fall behind.

Sales testing is no longer a “nice-to-have.” It’s critical to the upward success of your performance, profitability and growth. When you test in the right way, you validate practices, overcome saturation and identify opportunities to intelligently boost your revenue.

% of Developers that Test Software

90%%

% of Marketers that A/B Test

73%%

% of Sellers that Test Sales

10%%

What is The Lab?

The Lab is the lifeblood of Harte Hanks Sales, and the cornerstone for our successes. It’s our facility to strategize, experiment and invent your next winning sales move. Inside this unique, data-led environment, your sales initiatives are tested and validated to deliver unmatched levels of efficiency and performance.

Powered by the wisdom of our accomplished SDRs and paired with our Innovative Sales Play Development department, our sales initiatives deliver heightened win rates, faster results and better conversion rates. The Lab is instrumental in achieving this, providing actionable, real-time insights for optimizing team-wide effectiveness and agility.

Testing in "The Lab"

The Lab gives your business the opportunity to test key elements of your sales initiatives, identifying the best returns on effort and investment. Our proprietary analytics inform process improvements based on the people, processes, data, systems and assets you have in place. Our testing methodologies measure and analyze:

  • Messaging and content
  • Touch pattern frequency
  • Channels and lead sources
  • Time period

Boosting some of the world's most innovative sales environments

Sales Services Case Studies

Validate effectiveness

Ensure your next move is a winning move. Testing inside The Lab guarantees new processes, plays or initiatives are going to positively impact your pipeline, before any team-wide rollout or adoption.

Increase adoption

Seamless team adoption. The Lab implementation is the ultimate proof-point for your next winning sales initiative. Armed with authentic and measurable pipeline results, you can prove the value of your next move to your entire sales floor.

Forecast & capacity plan

Forecast confidently, with ambition. Experimentation gives you a lens into expected revenue and pipeline growth over time. By understanding your expected long-term ROI and ROE, you can scale activity and headcount to suit your growth goals.

Benchmarking insights

No more shooting in the dark — benchmark with confidence. Testing in our lab environment gives your strategists clear and reasonable team performance expectations based on your initiatives, tech stack and the results of our accomplished in-house SDRs.

Want to learn more about The Lab?

Our Sales Services are driven by The Lab and its approach to continuous testing and innovating. Submit the below form to see how The Lab can drive your sustained growth.

Blogs & Insight

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Inside sales team in a collaborative office environment discussing actionable B2B strategies, customer engagement, and effective sales tips to enhance sales performance and address pain points. Three team members collaborating on inside sales strategies, enhancing sales performance with expert insights and teamwork. This image captures a typical inside sales environment where sales reps work together to optimize techniques, discuss customer engagement, and improve sales effectiveness. Keywords like inside sales tips, inside sales advice, and inside sales outsourcing are relevant for achieving success in B2B sales.
15 Actionable Inside Sales Tips

15 Actionable Inside Sales Tips

Inside sales call metrics
5 Key Inside Sales Call Metrics – With Examples & Benchmarks

5 Key Inside Sales Call Metrics – With Examples & Benchmarks

5 Key Inside Sales Performance Metrics You Need to Be Tracking Right Now

5 Key Inside Sales Performance Metrics You Need to Be Tracking Right Now

Adapting Field Sales to a Remote Selling Reality

Adapting Field Sales to a Remote Selling Reality

A kind-looking woman trying to re-engage a cold lead
Breathing New Life into Stalled Sales: The Art of Re-engaging Cold Leads

Breathing New Life into Stalled Sales: The Art of Re-engaging Cold Leads

Graph showing the importance and growth of inside sales teams in the B2B sector, highlighting the shift to digital sales, benefits like cost reduction and increased efficiency, strategies for recruitment, employee retention, team scaling, adapting to remote work, and leveraging technology in sales processes.
Building an Inside Sales Team: How to Recruit, Retain and Scale Effectively

Building an Inside Sales Team: How to Recruit, Retain and Scale Effectively

Conversational Intelligence vs. Chatbots: Everything You Need to Know

Conversational Intelligence vs. Chatbots: Everything You Need to Know

Determining Inside Sales Targets
Determining Inside Sales Targets and How to Track Them

Determining Inside Sales Targets and How to Track Them

How Capacity Planning Can Help You Effectively Budget and Forecast for Your Inside Sales Team

How Capacity Planning Can Help You Effectively Budget and Forecast for Your Inside Sales Team

Ecosystem partnership becoming a major sales channel.
How Partner Ecosystems Became a Major Sales Channel

How Partner Ecosystems Became a Major Sales Channel

Inside sales representative on a call in a modern office environment, embodying traits for inside sales success. This image represents insights on how to be a successful inside sales rep and offers a glimpse into the day-to-day activities of a good inside sales rep.
How to be a Successful Inside Sales Rep: Insights From Someone Who’s Done it All

How to be a Successful Inside Sales Rep: Insights From Someone Who’s Done it All

How to Create Sales Messaging that Captures your Prospect

How to Create Sales Messaging that Captures your Prospect

How to Improve Marketing and Sales Alignment

How to Improve Marketing and Sales Alignment

Email performance
How to Monitor the Performance of Your Sales Messaging

How to Monitor the Performance of Your Sales Messaging

Group of sales professionals smiling
Inside Sales Compensation: How to Incentivize Your Team

Inside Sales Compensation: How to Incentivize Your Team

Inside Sales Culture- 5 Things We’ve Learned Over the Years
Inside Sales Culture: 5 Things We’ve Learned Over the Years

Inside Sales Culture: 5 Things We’ve Learned Over the Years

email strategy
Inside Sales Email Strategy: 5 Insider Tips

Inside Sales Email Strategy: 5 Insider Tips

Inside Sales vs. Outside Sales: A Direct Comparison

Inside Sales vs. Outside Sales: A Direct Comparison

Woman looking at data on computer
Measuring Sales Email Engagement Metrics

Measuring Sales Email Engagement Metrics

Outsourced Inside Sales: 3 Things to Consider When Choosing a Partner

Outsourced Inside Sales: 3 Things to Consider When Choosing a Partner

Sales battlecards graphic
Overcoming Objections in Sales – A Data-Driven Approach

Overcoming Objections in Sales – A Data-Driven Approach

Protecting Seller Time: Looking Beyond the Obvious

Protecting Seller Time: Looking Beyond the Obvious

Sales Battlecards & How to Use Them (With Examples) (1)
Sales Battlecards & How to Use Them (With Examples)

Sales Battlecards & How to Use Them (With Examples)

An aligned sales and marketing team.
Sync or Sink: Accelerating Revenue Growth Through Sales and Marketing Alignment

Sync or Sink: Accelerating Revenue Growth Through Sales and Marketing Alignment

Testing as a Sales Process
Testing as a Sales Process: Driving Results Through Experimentation

Testing as a Sales Process: Driving Results Through Experimentation

AI and Inside Sales
The Future of Inside Sales: Managing the Ever Changing Sales Landscape

The Future of Inside Sales: Managing the Ever Changing Sales Landscape

A team of professionals engaged in outsourced inside sales and lead generation activities within a modern office. This image represents the effective strategies used by lead generation companies and inside sales agencies, emphasizing the importance of inside sales outsourcing and inside sales services. The team is focused on providing comprehensive inside sales solutions that drive results for businesses, showcasing the power of outsourcing inside sales through leading inside sales outsourcing companies.
The Power of Outsourced Inside Sales: Your Ultimate Lead Generation and Nurturing Hack

The Power of Outsourced Inside Sales: Your Ultimate Lead Generation and Nurturing Hack

The Ultimate Guide to Sales Play Development

The Ultimate Guide to Sales Play Development

Contact Center Pipeline Ben article graphic
Three Tips for Inside Sales Success

Three Tips for Inside Sales Success

Three Ways to Improve Sales Prospecting

Three Ways to Improve Sales Prospecting

What Is Inside Sales? A Comprehensive Inside Sales Definition Here’s Everything you Need to Know: This image represents a person working remotely, engaging in a phone conversation while using a laptop, symbolizing modern inside sales techniques. Inside sales professionals often work from various locations, using digital tools to connect with clients. The image highlights a relaxed yet professional setting, reflecting the flexibility and customer engagement aspects central to inside sales. Keywords include inside sales, inside sales definition, inside sales advice, remote sales, and digital engagement.
What Is Inside Sales? Here’s Everything You Need to Know

What Is Inside Sales? Here’s Everything You Need to Know

Salesperson looking concerned at his results.
Why Speed to Lead is Holding Your Sales Team Back

Why Speed to Lead is Holding Your Sales Team Back

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