Company: High-Growth Enterprise SaaS Provider
Industry: Software-as-a-Service (SaaS)
Objective: Streamline SDR activity, retire inefficient Outreach call steps, and align efforts with an account-based marketing (ABM) strategy to drive targeted engagement and pipeline growth.
Challenge
The company’s sales team was struggling to align their SDR efforts with their ABM strategy due to several inefficiencies:
- Overwhelming Call Steps: SDRs spent excessive time executing multi-step Outreach sequences, leading to burnout and wasted effort on low-value tasks.
- Misaligned Efforts: The Outreach sequences often conflicted with their ABM focus, creating a lack of cohesion between targeted accounts and outbound activities.
- Pipeline Bottlenecks: Despite their ABM investments, the sales pipeline remained underwhelming due to low connection rates and missed follow-ups.
The leadership team needed a solution to align SDR activities with their ABM strategy and streamline outbound efforts.
Solution
The company adopted ConnectAndSell to replace their Outreach call steps, enabling SDRs to focus on high-value activities within their ABM framework. The solution provided:
- Efficient Calling Workflow: ConnectAndSell streamlined outbound calls, eliminating the need for manual Outreach steps and significantly reducing the time spent on repetitive tasks.
- Targeted Account Engagement: The platform’s ability to connect directly with decision-makers ensured SDRs focused on ABM-targeted accounts.
- Automated Follow-Up: Seamless CRM integration and automated scheduling enabled SDRs to maintain personalized engagement with key accounts.
- Enhanced Visibility and Analytics: Managers gained real-time insights into SDR activity, allowing for better alignment with ABM goals.
Results
1. Streamlined SDR Activity
- Retired Outreach Call Steps: SDRs transitioned from time-consuming sequences to a single streamlined workflow, reducing administrative overhead by 70%.
- Increased Productivity: SDRs spent more time on live conversations with ABM-targeted accounts, averaging 25 meaningful connections per day.
- Focus on Selling: By automating repetitive tasks, SDRs concentrated their efforts on building relationships with key decision-makers.
SDR Feedback:
“Switching to ConnectAndSell was a game-changer. Instead of getting bogged down in Outreach steps, I can focus entirely on meaningful conversations with the accounts that actually matter.”
2. Enhanced Account-Based Marketing Alignment
- Higher Engagement Rates: By connecting directly with decision-makers in ABM accounts, SDRs achieved a 40% increase in conversation-to-meeting conversion rates.
- Seamless ABM Execution: SDR activity was perfectly aligned with the company’s account-based marketing efforts, ensuring consistent messaging and coordinated outreach.
- Precision Targeting: Real-time feedback allowed SDRs to refine their approach, ensuring high-value accounts received the attention they deserved.
Manager Feedback:
“ConnectAndSell bridged the gap between our SDR activity and ABM strategy. Our reps now engage directly with decision-makers in our target accounts, driving pipeline growth like never before.”
3. Accelerated Pipeline Growth
- Pipeline Expansion: The streamlined workflow and targeted focus drove a 3x increase in meetings booked with ABM accounts within 60 days.
- Improved Sales Efficiency: By focusing on key accounts and retiring inefficient steps, SDRs contributed significantly to pipeline growth without additional headcount.
- ROI Realized Quickly: The company achieved measurable results in less than three months, solidifying ConnectAndSell’s role as a critical part of their ABM strategy.
Key Metrics:
- 70% Reduction in Administrative Work
- 25+ Conversations Per Day Per SDR
- 3x Pipeline Growth in ABM Accounts
Conclusion
ConnectAndSell empowered the company to retire inefficient Outreach call steps, align SDR activity with their ABM strategy, and drive significant pipeline growth. By focusing on high-value conversations and automating low-value tasks, the sales team transformed their outbound efforts into a streamlined, ABM-aligned powerhouse.
With ConnectAndSell, the company successfully bridged the gap between SDR efficiency and ABM strategy, ensuring every action contributed to measurable growth and success.