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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
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