How Dayforce BDRs went from 70-241% of pipeline quota
How Dayforce BDRs went from 70-241% of pipeline quota
"We switched from inbound only to booking outbound pipeline with enterprise businesses. We needed to upskill the team fast to hit our pipeline and revenue goals."
Sharva Vadya
Senior BDR Manager @ Dayforce
About Sharva
Sharva is an experienced Sales Development Leader and has run teams in SMB, Mid-Market and Enterprise segments.
Sharva is an experienced Sales Development Leader and has run teams in SMB, Mid-Market and Enterprise segments.
Sharva is an experienced Sales Development Leader and has run teams in SMB, Mid-Market and Enterprise segments.
Sharva is an experienced Sales Development Leader and has run teams in SMB, Mid-Market and Enterprise segments.
Why we started working together…
Going from running a 100% inbound motion to 100% outbound is the ultimate challenge in sales development. Ramping a team that is used to receiving inbound leads into a team that has the skills to go to market identify, message and book high value outbound meetings isn’t easy. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage to give our AE team a chance of hitting their revenue targets going into 2025. At the end of Q3 none of the reps had hit quota, our response rates on email had plummeted and our calls weren’t producing the results we needed.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. The choice was simple; either I do it myself or I bring in some expertise to help the reps upskill faster. I hadn’t done outbound myself for a while and wanted to make sure the reps had access to the expertise they needed to turn around the results. This meant I could focus on other key projects.
Going from running a 100% inbound motion to 100% outbound is the ultimate challenge in sales development. Ramping a team that is used to receiving inbound leads into a team that has the skills to go to market identify, message and book high value outbound meetings isn’t easy. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage to give our AE team a chance of hitting their revenue targets going into 2025. At the end of Q3 none of the reps had hit quota, our response rates on email had plummeted and our calls weren’t producing the results we needed.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. The choice was simple; either I do it myself or I bring in some expertise to help the reps upskill faster. I hadn’t done outbound myself for a while and wanted to make sure the reps had access to the expertise they needed to turn around the results. This meant I could focus on other key projects.
Going from running a 100% inbound motion to 100% outbound is the ultimate challenge in sales development. Ramping a team that is used to receiving inbound leads into a team that has the skills to go to market identify, message and book high value outbound meetings isn’t easy. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage to give our AE team a chance of hitting their revenue targets going into 2025. At the end of Q3 none of the reps had hit quota, our response rates on email had plummeted and our calls weren’t producing the results we needed.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. The choice was simple; either I do it myself or I bring in some expertise to help the reps upskill faster. I hadn’t done outbound myself for a while and wanted to make sure the reps had access to the expertise they needed to turn around the results. This meant I could focus on other key projects.
Going from running a 100% inbound motion to 100% outbound is the ultimate challenge in sales development. Ramping a team that is used to receiving inbound leads into a team that has the skills to go to market identify, message and book high value outbound meetings isn’t easy. In 2024 the existing team was struggling to consistently produce outbound pipeline coverage to give our AE team a chance of hitting their revenue targets going into 2025. At the end of Q3 none of the reps had hit quota, our response rates on email had plummeted and our calls weren’t producing the results we needed.
We had an established team in place who has been successful with inbound for a long time and we wanted to invest in them to give them the outbound skills they needed to be successful. The choice was simple; either I do it myself or I bring in some expertise to help the reps upskill faster. I hadn’t done outbound myself for a while and wanted to make sure the reps had access to the expertise they needed to turn around the results. This meant I could focus on other key projects.
What Sharva said about us…
"The team loved Chris. Not only did he help one of our team go from 70%-241% of quota and Presidents Club his programme is tailored to our use cases and he speaks our companies language when he teaches. I’ve never experienced an external trainer going into so much detail to make sure they create relevant training content so the impact on the reps is as optimal as possible. The reps use his frameworks for cold email, cold calls and cold DMs everyday and we continue to see positive results. The lessons from his training continue to pay back in meetings booked, qualified pipeline and outbound sourced revenue. I highly recommend his bespoke approach to training to everyone!"
"The team loved Chris. Not only did he help one of our team go from 70%-241% of quota and Presidents Club his programme is tailored to our use cases and he speaks our companies language when he teaches. I’ve never experienced an external trainer going into so much detail to make sure they create relevant training content so the impact on the reps is as optimal as possible. The reps use his frameworks for cold email, cold calls and cold DMs everyday and we continue to see positive results. The lessons from his training continue to pay back in meetings booked, qualified pipeline and outbound sourced revenue. I highly recommend his bespoke approach to training to everyone!"
"The team loved Chris. Not only did he help one of our team go from 70%-241% of quota and Presidents Club his programme is tailored to our use cases and he speaks our companies language when he teaches. I’ve never experienced an external trainer going into so much detail to make sure they create relevant training content so the impact on the reps is as optimal as possible. The reps use his frameworks for cold email, cold calls and cold DMs everyday and we continue to see positive results. The lessons from his training continue to pay back in meetings booked, qualified pipeline and outbound sourced revenue. I highly recommend his bespoke approach to training to everyone!"
"The team loved Chris. Not only did he help one of our team go from 70%-241% of quota and Presidents Club his programme is tailored to our use cases and he speaks our companies language when he teaches. I’ve never experienced an external trainer going into so much detail to make sure they create relevant training content so the impact on the reps is as optimal as possible. The reps use his frameworks for cold email, cold calls and cold DMs everyday and we continue to see positive results. The lessons from his training continue to pay back in meetings booked, qualified pipeline and outbound sourced revenue. I highly recommend his bespoke approach to training to everyone!"
Outcomes we love to see…
The top rep went from 70%-241% of quota in just 6 weeks.
Other reps went from 70%-200% of quota and 55%-160%.
The team increased outbound sourced revenue by >30%.
We 2x’d number of qualified meetings booked via cold calls.
We 3x’d number of positive responses via cold emails.
The top rep went from 70%-241% of quota in just 6 weeks.
Other reps went from 70%-200% of quota and 55%-160%.
The team increased outbound sourced revenue by >30%.
We 2x’d number of qualified meetings booked via cold calls.
We 3x’d number of positive responses via cold emails.
The top rep went from 70%-241% of quota in just 6 weeks.
Other reps went from 70%-200% of quota and 55%-160%.
The team increased outbound sourced revenue by >30%.
We 2x’d number of qualified meetings booked via cold calls.
We 3x’d number of positive responses via cold emails.
The top rep went from 70%-241% of quota in just 6 weeks.
Other reps went from 70%-200% of quota and 55%-160%.
The team increased outbound sourced revenue by >30%.
We 2x’d number of qualified meetings booked via cold calls.
We 3x’d number of positive responses via cold emails.
This is cool. I need more outbound pipeline too
Sharva Vadya
Senior BDR Manager @ Dayforce
© 2024 Chris Ritson. All right reserved.
© 2024 Chris Ritson. All right reserved.