Case Study: Verizon Connect boosts BDR time on the phone with LeanData

Verizon Connect saves 35 hours a week and boosts BDR phone time with LeanData

Verizon Connect's Sales Operations team aimed to transform from a tactical group to a strategic partner, with an initial goal to increase prospect talk time for their Business Development Reps (BDRs). A key challenge was that BDRs spent too much of their day manually searching for leads in Salesforce instead of calling, averaging only 1.5 hours of talk time daily. They partnered with LeanData to address this inefficiency.

The solution involved using LeanData to automate Salesforce processes. Sales Ops defined call list criteria and built automated jobs within LeanData to nightly replenish BDR queues with qualified leads, removing unqualified ones. This eliminated substantial manual work. Results included Sales Ops saving 35 hours per week, BDRs reducing hunting time by roughly 7.5 hours weekly, and BDRs increasing phone time by 6%, with further gains expected from broader rollout.

Verizon Connect