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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:
- An effective training program to help SDRs start growing outbound selling skills.
- Ownership of one-to-one coaching and implementation plans for global teams.
- A sustainable system that a permanent SDR Director could easily take over.
Enter Tenbound. Nitro turned to the leading Sales Development advisory firm for support, and Tenbound’s VP of Revenue, Pete Mickartz stepped up to the plate. Nitro installed Pete and his advisory team as a Fractional Sales Development Leader to help guide their SDR team and set them up for success.
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.”
