Modern SDR Management Drive Operational Excellence with Agile and

Lean Prospecting Here

Kevin O’Malley @b2bkevin

#Rainmaker2015  

Modern SDR Management | Drive Operational Excellence with Agile and Lean Prospecting

Agile  Processes  

Lean  Prospec0ng  

SDR’s  

#Rainmaker2015  

Kevin O’Malley VP of Marketing & Sales Development Catavolt

Lean Prospecting Flow

Identify Customer Value

(Ideal Client Profile)

Map the Value Stream

(Optimize Processes)

Create Flow (Track Metrics,

Eliminate Waste)

Establish Pull (Determine Optimal

Level of Prospecting)

Pursue Perfection (Use an Agile, Iterative

Approach)

Comparison of SDR Agile vs. Waterfall Processes

Tradi0onal   Agile  

Planning-­‐Scale   Long-­‐term   Short-­‐term  

Distance  Between  Prospect  and  BDR  

Long   Short  

Time  between  campaign  planning  and  implementa0on  

Long   Short  

Time  to  discover  problems   Long   Short  

Risk  of  Missing  The  Target   High   Low  

Ability  to  respond  to  change   Low   High  

3 Agile Management Mantras

1. Managing scarce resource of time 2. Manage the data, get what you need for today and get rid of what you don’t need 3. Manage effort, incentivize results

#1 - Managing scarce resource of time

Format   Tool  

Daily   Daily  Stand-­‐up  -­‐  Yesterday  Results  and  Today’s  Plan  

Rivalry  

Sprint  (2  Weeks)   Retrospec?ve  -­‐  What  worked,  What  didn’t,  What  Should  WE  take  ac?on  on  

Trello  -­‐  Kanban  

1:1   Individual  Coaching   Rivalry  

On-­‐Going   Kaizen  and  5S’s   Whiteboard  

# 2 - All about the data, no trouble

5 S’s of Prospecting Data: Sort - What prospects do you really need? Set - Is the prospect in the correct place? Shine - Is the prospect up to date? Standardize - Are you prospecting consistently? Sustain - Are you able to predict the results?

#3 - Track effort and incentivize results

Measurement   Sprint  Expecta0ons  

AOempt:Conversa0on  Conversion  

Input   4.5%  

Conversa0on:Intro/Demo  

Input   10%  

Intro’s/Demo’s:Opp   Output   18%  

Waterfall vs. Agile Prospecting

Waterfall   Agile   Difference  

Prospects  Created  

240,000   24,000   100X  

Emails  Sent   >  1M   75,000   A  lot!  

Phone  Calls   <  500   >  80,000   A  lot!  

Opportuni0es   100   200+   2X  

Thank You!

#Rainmaker2015