How We Generated $340k in Pipeline by Making Booking Less Convoluted and More Personal

Batıkan Erdoğan
January 24, 2024
min to read

How We Generated $340k in Pipeline by Making Booking Less Convoluted and More Personal

Batıkan Erdoğan
January 24, 2024
min to read

More personal + less prospect friction = More pipeline

That was the hypothesis behind creating SDR personal pages for our sales team.

It all started with a Slack message from Joey Williams, our Director of Sales Development. 

SDRs were booking meetings through their email signatures, which was great. Obviously, we loved seeing more leads come through thanks to our SDRs. 

But the process caused friction for both the SDRs and their prospects, leading to wasted time and ghosted meetings.

When prospects booked a meeting via email signature, SDRs had to hunt them down for qualification (go back and forth over email, maybe give them a call) and then reassign them to an AE.

This seemed like an unnecessary series of steps considering we literally built the product that fixes that problem.

Joey suggested that instead, we route prospects to a booking page where they could answer qualification questions that directed them to the right AE, an idea that originally came from Tainah, one of our SDRs.

Less work for SDRs. More qualified leads.

Routing prospects to the right person right away

The reason this experiment worked so well is that there was an obvious friction that could be solved with our own product.

“We are a company that values a seamless prospect experience,” says Joey. 

“Having our prospects book times with our SDR through their signatures only for us to have to chase them down to answer qualification questions is a bad prospect experience that also caused dropoff in our sales funnel.”

The new process with SDR personal pages is much more streamlined with less friction. 

Instead of wasting time on bad leads, SDRs now get credit for leads they don’t even have to touch. 

“I love that I don’t have to chase down prospects to qualify them,” says Fay Sila, one of our SDRs. “Most leads tend to ghost at this point, but with personal pages, it’s more seamless.”

Their personal pages route qualified leads directly to the right Account Executive.

“Our AEs know they have a qualified and interested prospect ready to go, and we can continue focusing on giving the next prospect that same seamless experience,” says Karan Jiandani, a Senior SDR here at Chili Piper.

Joey adds, “One SDR told me that getting a meeting booked, pre-qualified, through their personal pages feels like winning the lottery.”

Making prospecting more personal

It’s hard to ghost someone you feel you know.

To make the sales process more human, we added a photo to each SDR’s page and made the copy more conversational than our typical demo page.

“I’ve had zero no-shows from prospects who book through my personal page,” says Fay.

SDRs share their personal pages:

  • In their email signatures
  • In LinkedIn posts
  • As a button at the top of their LinkedIn profiles

Results of SDR personal pages (so far)

Since September, we’ve booked 80 qualified meetings with SDR personal pages. This has generated 340k in pipeline.

Not only are the numerical results great, but SDR personal pages show prospects what their own lead routing experience could look like if they use Chili Piper.

“It’s been a way to show a ‘mini demo’ of Chili Piper,” says Karan.

“Having a page that both qualifies and shows the prospect how easy it is to book time with our platform helps them get excited to attend our demos.”

TL;DR: Make booking easy for your prospects

If you make it easy for people to say “yes,” they’re more likely to do so.

For our own booking process that meant:

  1. Making booking more personal to create a sense of connection
  2. Getting prospects to the right calendar faster

The more qualification—and disqualification—you can do before speaking, the easier your wins will be.

If you want to make your own lead routing process more streamlined, book a demo with our team. It’ll be easy, we promise.

More personal + less prospect friction = More pipeline

That was the hypothesis behind creating SDR personal pages for our sales team.

It all started with a Slack message from Joey Williams, our Director of Sales Development. 

SDRs were booking meetings through their email signatures, which was great. Obviously, we loved seeing more leads come through thanks to our SDRs. 

But the process caused friction for both the SDRs and their prospects, leading to wasted time and ghosted meetings.

When prospects booked a meeting via email signature, SDRs had to hunt them down for qualification (go back and forth over email, maybe give them a call) and then reassign them to an AE.

This seemed like an unnecessary series of steps considering we literally built the product that fixes that problem.

Joey suggested that instead, we route prospects to a booking page where they could answer qualification questions that directed them to the right AE, an idea that originally came from Tainah, one of our SDRs.

Less work for SDRs. More qualified leads.

Routing prospects to the right person right away

The reason this experiment worked so well is that there was an obvious friction that could be solved with our own product.

“We are a company that values a seamless prospect experience,” says Joey. 

“Having our prospects book times with our SDR through their signatures only for us to have to chase them down to answer qualification questions is a bad prospect experience that also caused dropoff in our sales funnel.”

The new process with SDR personal pages is much more streamlined with less friction. 

Instead of wasting time on bad leads, SDRs now get credit for leads they don’t even have to touch. 

“I love that I don’t have to chase down prospects to qualify them,” says Fay Sila, one of our SDRs. “Most leads tend to ghost at this point, but with personal pages, it’s more seamless.”

Their personal pages route qualified leads directly to the right Account Executive.

“Our AEs know they have a qualified and interested prospect ready to go, and we can continue focusing on giving the next prospect that same seamless experience,” says Karan Jiandani, a Senior SDR here at Chili Piper.

Joey adds, “One SDR told me that getting a meeting booked, pre-qualified, through their personal pages feels like winning the lottery.”

Making prospecting more personal

It’s hard to ghost someone you feel you know.

To make the sales process more human, we added a photo to each SDR’s page and made the copy more conversational than our typical demo page.

“I’ve had zero no-shows from prospects who book through my personal page,” says Fay.

SDRs share their personal pages:

  • In their email signatures
  • In LinkedIn posts
  • As a button at the top of their LinkedIn profiles

Results of SDR personal pages (so far)

Since September, we’ve booked 80 qualified meetings with SDR personal pages. This has generated 340k in pipeline.

Not only are the numerical results great, but SDR personal pages show prospects what their own lead routing experience could look like if they use Chili Piper.

“It’s been a way to show a ‘mini demo’ of Chili Piper,” says Karan.

“Having a page that both qualifies and shows the prospect how easy it is to book time with our platform helps them get excited to attend our demos.”

TL;DR: Make booking easy for your prospects

If you make it easy for people to say “yes,” they’re more likely to do so.

For our own booking process that meant:

  1. Making booking more personal to create a sense of connection
  2. Getting prospects to the right calendar faster

The more qualification—and disqualification—you can do before speaking, the easier your wins will be.

If you want to make your own lead routing process more streamlined, book a demo with our team. It’ll be easy, we promise.

Batıkan Erdoğan

Batıkan is the Growth Manager at Chili Piper, and he's often referred to as the "Swiss Army Knife" of the team. When he's not driving growth and achieving milestones, you can find him spending quality time with his dog Maya 🐶 or exploring the latest video games 👾. Batıkan is passionate about leveraging data and insights to optimize strategies and fuel the company's success. Feel free to connect with him on LinkedIn.

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