Hubspot

“In the world of SDR and BDR, you're trying to constantly figure out how to scale and grow and add incremental demand and trying to effectively find ways to do more with less, which I think is pretty common these days everywhere. So we can focus on more of the higher value, which is talking to potential prospecting customers. I'd say about a year and a half ago, we were trying to find ways that we can do more outreach and have more conversations with our customers, hopefully the biggest driver.”

“We were looking for companies who could come in and help us take us where we wanted to go a little further, and kind of really focus on the quality of output we were getting, not just having more conversations, but get into a more qualified pipeline.”

“And we decided to bring Nooks in for a pilot. And so far it's been working out great. There's science and art. From the science and the metrics perspective. We definitely saw an increase in PPR (Pipeline per Rep) of what we're able to get out of our SDRs. Increase in call volume by 73%, the actual conversations we were having by 59%. But ultimately, we're also starting to give us was an increase in pipeline. And so we saw probably a 24% uplift in pipeline, which is huge.” 

“One of the great things about Nooks is the concept of the sales floor. And having that environment and what we've seen as we've launched it creates that level of competitive environment that people can see what each other's doing.”

“That's where we had a dialog before. So that's where we replaced the technology. But we've really been able to roll it out globally. And the response has been extremely positive. And a lot of those other regions did not have the benefit of being on any kind of technology before. So they're starting to see those benefits come in pretty quickly.”

“So one of the elements was when we ran a pilot and when the 30 days was up, my team, the amount of Slacks and emails I got from those in the pilot wanting to know when they were going to get this to roll out. It was pretty eye opening to kind of see that level of response and the response after a 30 day pilot.”

“I'm a firm believer that value is self-evident. And when we rolled out Nooks, it hasn't required much effort to drive the adoption we want. And I think that tells a lot about the desire and the people using it. And that's where we've seen a lot of benefits.”

“I think it's a big part of our success.”