Birdeye Case Study

Challenge

High cost of hiring and training new SDRs

Solution

Appointment setting

Result

Generated 100 appointments/month worth approximately $560k/month

As a new tech start up,  Birdeye realized that they had to act fast to capitalize on their cutting edge technology. Hiring and retaining top talent is not easy, especially when you are smaller business. Birdeye had a quality lead generation strategy that led to a lot of leads.

As the time went on, leadership realized that many of the leads are not qualified and are just wasting the time of their sales team members. Sales representatives spent hours qualifying leads and prospecting, and less in closing the business resulting in underperforming for two consecutive quarters.

 

 

Challenge

Their original strategy of generating a ton of leads was great, but it ended up costing the company more time and money than they could afford. Their sales team members spent hours reviewing these unqualified leads. Hiring and training a team of SDRs to support the sales reps was going to take too much time and money. Not to mention that hiring for a position with a very high turnover rate, in a very competitive market, would be a very risky for a small business that is trying to scale quickly.

Solution

Learning about the challenges Birdeye was facing, we proposed a strategy that was going to take an open mind- a strategy that can help Birdeye quickly onboard as many SDRs as they need and not be a burden to their bottom line. It took a couple of meetings and presentations to help leadership see the value of what FHG’s dedicated SDR teams would bring to the table. Experienced SDRs with couple of years of experience would become an immediate asset to a growing company. Birdeye was reluctant to outsource the appointment setting and lead qualification, but after learning more about our training processes and sales processes within our company, we initially agreed to start with a team of dedicated SDRs.

Result

Birdeye quickly saw the value of having an additional layer within their sales organization. Our SDR team was able to qualify all the leads that came through the leadbox in just two weeks and set over 100 meetings for the sales representatives, which resulted in over $630K in their pipeline. By working closely with Birdeye leadership, we were able to provide training to the SDR team that helped them better understand what the perfect fit looks like for Birdeye. On average, Birdeye’s sales teams are receiving over a hundred leads per month that that equate to just under $600k per month. The partnership between FHG and Birdeye has been ongoing and expanded by adding an additional team of SDRs. Plus, they are now working with our marketing teams to create a strategy that will fuel Birdeye’s growth and expansion to the new markets!

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