Birdie Flashcards
Birdie
Increase Quality
Increase number of ICP meetings SDRs book, increase AOV, increase inbound conversion
Objectives: Increase ICP bookings
Examples:
30% increase in pipeline by increasing AOV
$11-15K in AOV 36% increase
ICP training and follow-up tracking - 60%->80% (20%) increase in pipeline generation from top 3 ICP companies. (Based on what criteria?)
Review and make sure QSL criteria clear and objective. Review comp plan to ensure SDRs are motivated to book the correct type of pipeline, increasing AOV. E.g. Larger organizations.
Increase Quantity: expectations credits
Quantity:
Objective: SDRs to book more meetings on average
Tactics:
1)Set clear expectations of daily KPI of 100 dials, but this is gamified (each dial is worth 1, and each meeting booked is worth 25). Focus becomes outcome avoiding old school smile and dial leadership style.
4)Faster ramp for new starters, giving them 1 type of ICP to focus on, Crib sheet
Quantity: Data Clerk
Task:
Reduce steps before an SDR calls a prospect.
Eliminate admin tasks: cleaning leads, finding contact info, and matching to Salesforce.
Action:
I introduced the Operational Rhythm stand-up at the start of each day.
One clerk replaced tasks of 10 SDRs, saving 20% in time.
Result:
8 hours saved per SDR. More time for calling. 5 more meetings per week.
Increased efficiency contributed to 20 new logos acquired monthly.
Quantity: Multi channel
Implemented Outreach sequence template for structured outreach. Birdie has a Senior SDR’s who only has 196 connections.
Achieved a 4x contact rate with a 4-channel approach, and a 3x increase in connect rate through a “double tap” strategy, elevating overall phone connect rates to 17%.
Ali went from 10% to 17% using this method, became the top performing SDR in the business globally
Quantity: Focus on meaningful dials rather than smile and dial.
I introduced credits KPIs, 100 start of the day, every meeting you book you get 25 dials in credits.
Operational Rhythm
Operational Rhythm:
Daily:
Stand-up: Assess lead availability, discuss ongoing demos, and review commitments.
Weekly:
Kick-off: Recognize achievements from the previous week and introduce new exciting SPIFs.
Bull in the Ring: Daily 8:45 am start, reps gather for important updates.
1:1 Meetings: Both should prepare for it ahead (accountability), review last week’s performance and evidence, set goals, agree on actions and measurements, discuss challenges, and seek managerial support.
Drop-in Clinic (Friday): Open session for addressing queries and providing support.
Sales Dojo (Based on Demand): Conduct call reviews with AEs, engage in role plays, and address emerging issues in whiteboard sessions, especially focusing on metrics.
Forecast Call: Engage the team in rating upcoming meetings as risky or not risky, followed by a discussion based on their conversion rates.
Questions: when have you demonstrated ownership?
Situation:
Identified a significant issue of high opt-outs from prospect emails at PatSnap.
Task:
Discovered that the problem stemmed from the marketing team bombarding prospects with irrelevant content.
Action:
Initiated efforts to align with the marketing team to address the issue.
Reached out to the CMO to propose and lead a targeted strategy approach.
Successfully convinced the CMO to implement a monthly hot topic and specific company targeting.
Established a collaborative process, assigning marketing to craft content and a dedicated SDR to provide regular weekly feedback.
Result:
Achieved notable success with zero email opt-outs observed since the implementation of the new targeted strategy.
Facilitating Continuous development
Situation:
In a team leadership role, I recognized the need for continuous improvement to enhance overall performance.
Task:
My task was to create a framework for ongoing coaching and improvement within the team.
Action:
1:1 Coaching: Conducted personalized coaching sessions to address individual needs and development areas.
Ongoing Enablement: Established a culture of continuous learning through regular training sessions.
Weekly Team Sessions: Organized sessions involving roleplays, whiteboard discussions, and reviews of actual calls to identify areas for improvement.
Performance-Based Incentives: Evaluated the effectiveness of the compensation plan in encouraging overachievement, including the incorporation of accelerators for achieving specific metrics such as 13 Qualified Sales Leads (QSLs).
Playbook Creation: Developed a comprehensive playbook from scratch, drawing on the insight that companies with robust playbooks perform 33% better. Crib Sheet: Provided a quick-reference crib sheet for the team to streamline processes and enhance efficiency.
Call Recordings: Implemented a practice of reviewing call recordings, including both successful and challenging interactions, to learn from both positive and negative examples.
Result:
Created a positive and motivated team environment, evident in high morale.
Introduced motivational strategies such as uplifting speeches, celebratory events for hitting targets, and engaging activities like Cold Calling Bingo.
Enhanced overall team performance and effectiveness through the consistent application of the coaching framework and continuous improvement initiatives.
Developed strategies to address behaviors, skills, or processes within the team and enhance the conversion ratio.
Situation:
Identified the need to improve conversion rates from Qualified Sales Leads (QSLs) to Opportunities.
Task:
Developed strategies to address behaviors, skills, or processes within the team and enhance the conversion ratio.
Action:
Conducted a thorough analysis of conversion rates.
Benchmarked the team’s 1:1.2 ratio against other teams’ 1:1.8.
Implemented targeted qualification training vs sales methodology.
Tracked and emphasized the importance of quality handover notes.
Regularly monitored key sales metrics with a focus on conversion rates.
Established feedback loops and organized skill development sessions.
Result:
Achieved the highest company conversion ratio of 1:1.2.
Improved team behaviors, skills, and processes through targeted training.
Enhanced handover note quality for more effective transitions.
Fostered a culture of continuous improvement based on key sales metrics insights.
