Case Study: How Tenbound Helped Nitro Grow SDR-Sourced Opps by 113%
Download the full Case Study here!
Nitro was growing fast. Their business productivity software was being used by over 13,000 companies worldwide, and it was time to adjust their SDR playbook to keep up.
Up to this point, Nitro’s SDRs had focused exclusively on inbound leads; that would have to change in order to scale at the pace that Nitro was at.
In a perfect world, the SDRs would have a leader in place to help adapt. That deft hand would help train the team and add to their playbook. Of course, things rarely ever happen perfectly.
As it turned out, right when Nitro was at this inflection point, their Global SDR Director resigned.
With no qualified prospects on the market to replace him, VP of Growth & Enablement Nellie Aube took over the SDR team. She was passionate about developing sales talent, but already had her hands full juggling multiple roles.
“While we were looking for a Global SDR Director, we were also growing our enablement team and preparing a new manager to take over that group. In the interim, I was running both teams, leading the upsegment development plans, and building our cross-functional strategy with marketing,” she explains.
Although Nellie had an impressive handle on the big-picture for the growing teams, there just weren’t enough hours in the day for her to deliver direct training to the SDRs: “Our SDR reps needed individual attention to develop outbound selling skills. But with me having essentially three different jobs, there was no way I could coach them all one-on-one.”
The team needed support, and there were no qualified candidates to fill the SDR Director role on the horizon. Things were still growing at a rapid place, and Nellie needed three things as soon as possible:
If you’re curious about Pete’s strategy, you can read the full case study here. If you want to know how that strategy worked, well, the results speak for themselves. In six short months, Nitro’s SDR team mastered telephone outreach and delivered an astonishing 113%
YOY increase in opportunities for the sales team. Their efforts helped grow the total outbound pipeline by 70%, and drove a 20% increase in SDR-sourced revenue in H2.
It might be months before Nitro finds a new Global SDR Leader, but – thanks to Pete’s work – Nellie isn’t worried about the wait. Her partnership with Tenbound is meeting her company’s needs and it continues to elevate performance and morale among the SDRs.
“Without Tenbound, I’d be getting no sleep. I would have dropped high-priority items while we struggled to find a new SDR Director. We wouldn’t have this level of trust and engagement on the SDR team, and we wouldn’t have a thriving outbound pipeline.”
Download the full case study here.
December 2022 November 2022 October 2022 September 2022 August 2022 July 2022 June 2022 May 2022 February 2022 January 2022 December 2021 November 2021 October 2021 September 2021 July 2021 June 2021 May 2021 February 2021 January 2021 October 2020 September 2020 June 2020 May 2020 April 2020 March 2020 January 2020 December 2019 November 2019 September 2019 August 2019 June 2019 May 2019 March 2019 February 2019 November 2018 October 2018 July 2018 April 2018 March 2018 February 2018 November 2017 October 2017 September 2017 June 2017 May 2017 April 2017 March 2017 February 2017 January 2017 September 2016 August 2016 May 2016 September 2015 March 2015 February 2015 January 2015
All Book Boost Sales Career Coaching Cold Calling Communities Conference COVID-19 Infographic Job Leaders Leads Management Market Outsourcing Pandemic Podcast Psychographics Sales Development SDR Seminar Social Media Team Technology Trade Shows Training Trends