Overwhelmed with Opportunity: BRD

Bandalier Case Study

As an early-stage start-up, BRD relied on part-time sales development representatives. After an intense growth period, their internal team was running at maximum capacity. They needed additional resources to maintain their outbound sales efforts and sales qualification process. They knew they were leaving deals on the table.

Out with the Wrong Leads, In with the Right Ones

Brent Traidman, Senior VP of Sales at BRD, first learned about Bandalier from another business leader. His peer worked for a company with goals and challenges similar to BRD’s. They had partnered with Bandalier to add capacity to their sales team and quickly saw a significant increase in opportunities generated by their sales outreach – exactly the change BRD needed to see.

BRD contacted Bandalier, and our program kicked off two weeks later. Bandalier’s team jumped into BRD’s sales process, focusing on creating high-quality opportunities and moving them through the sales funnel. Bandalier’s sales reps quickly learned to conduct introductory and qualifying calls for new prospects.

Bandalier now provides daily outbound and inbound sales development in their target markets, with a focus on getting quality opportunities through the funnel. This entails conducting introductory calls and qualifying opportunities for sales.

As a direct result of Bandalier’s contributions, BRD now receives additional appointments each week for their sales executives. Bandalier responds to inbound inquiries and filters out unqualified leads so they can be nurtured more.

The Power to Ramp Up

Before long, Bandalier’s team was scheduling several new meetings each week for BRD’s sales executives. By resolving inbound inquiries and filtering out unqualified leads, the Bandalier team gave BRD’s internal team more time to nurture high-value leads. We know that it’s just as important to bring in the right leads as it is to filter out the wrong ones.

As the leader of the sales team, Brent Traidman heard a lot of feedback about the Bandalier team. He described his outsourced inside sales representatives as “very professional, particularly in their coordination of resources, effort, time, and the cadence of updates about where BRD is as a company.”

Brent also noted how helpful our team’s flexibility was. Thanks to our commitment to kaizen, the Bandalier team is always open to testing new strategies and processes. Whether that meant coordinating to create new automated processes or finding new ways to share metrics, his outsourced sales team was constantly hunting for improvements.

Brent’s advice?

“If you’re at a stage in your company’s growth where you lack the management resources to build out and manage your own sales development or business development staff, then Bandalier is a great solution. They will enable you to ramp up and get a lot more activities on top of your funnel. If you’re an early-stage company, you can generate a lot of activity from inbound and outbound sales without having to bring someone on board full-time, along with hiring other people to manage them. Just talk to Bandalier.”