We built an outbound prospecting program from the ground up for Massachusetts-based Casenet (now Zyter|TruCare).
$19.8M in closed won revenue
6 year engagement
Generated 1 new forecastable opportunity a month
demandDrive was truly an extension of the Yesware team, working seamlessly to break into new accounts.
500+ new contacts added to database in 6 months
Heavy focus on SMB expansion
Full team integration of SDRs
Our Process
A Comprehensive Revenue Development Protocol
Our engagements start with a collaborative scoping call to understand a client’s current processes and revenue goals. Then, we combine that information with decades of data and benchmarking to assign each client a lane. That helps us develop and execute a custom protocol to hit the revenue goals in place. That protocol includes our list-building strategy, prospecting and cadence frameworks, foundational message development, our plan for aligning with internal teams, and building appropriate goals and incentive structures.
Our People
Best-In-Class Training and Continuing Education
All our reps embody the key qualities for sales success: coachability, curiosity, communication, and (most importantly) engagement. Starting week 1 they’re enrolled in our comprehensive Training and Certification program, equipping them with both foundational SDR skills and industry-specific training. Additionally, they receive ongoing coaching and development from our in-house training team and online academy - all while executing and iterating the protocol in place.
Our Management
A Proactive and Insights-Driven Management Layer
Each program features a Client Success Director for strategic oversight and a Client Success Manager for daily operations, bringing together decades of expertise in revenue development across a wide variety of industries. This team is adept at providing both comprehensive reporting and analysis on client programs, as well as offering informed campaign advice and revenue development best practices to ensure the protocol in place is driving expected results.
Our Execution
A Heavy Focus on Multi-Channel Prospecting
We know that it’s harder than ever to capture and maintain your prospects’ attention - especially if you only leverage one or two outreach channels (e.g., email and phone). That’s why we encourage and enable our reps to engage prospects through a diverse mix of channels including phone, email, social media, community outreach, gifting, and video, ensuring we effectively uncover and connect with interested parties.
