The Challenge
Chancellor Corbett is a BDR at Oracle Netsuite, responsible for finding, connecting with and booking meetings with C-suite executives. With more of his target customers working from home, getting the correct contact number is crucial to his success, and meeting his 35 booked meetings a quarter.
The Solution
With Lusha, Chancellor is able to quickly source the accurate direct dials for his ideal target customers, make outreach and book meetings with hard-to-get C-suite execs. As a result, he’s crushing quota every quarter, and seeing returns of over +1,000 ROI on Lusha.
“With Lusha you have a direct line to your prospect, and it’s way easier to make a connection. Cell phone numbers are ultimately what provide me with the most value.”
Meet Chancellor, BDR at Oracle Netsuite
As a BDR at Oracle Netsuite, Chancellor Corbett is tasked with creating lists of his ideal target prospects, reaching out to see if they would be a good fit for Netsuite, and booking meetings. Netsuite is a huge organization with nearly 10,000 employees, and over 300 BDRs.
Like many organizations, each BDR has their own personal quotas, based on their industries and verticals. Chancellor’s “territory” is C-level executives in the Northeast, from construction, education, renewable energy and healthcare, to name just a few. Ultimately, Chancellor’s career success at Netsuite relies on making 50 dials a day, 40 emails a day, and booking 35 meetings a quarter.
Chancellor is Measured on the Strength of His Cold Outreach
While Chancellor initially started as an SDR at Netsuite, fielding inbound calls from interested prospects, Chancellor soon joined the ranks of BDRs. This means he must completely source his own leads, find their contact details and “warm up the sale” prior to fielding leads to the AE. Before finding out about Lusha two years ago, outreach was always a struggle. It was difficult to make direct contact with C-suites through platforms like Linkedin InMail and cold emails, let alone find a valid phone number.
Phone Numbers are Crucial to Chancellor’s Success
For Chancellor, it’s all about the phone number….
“I could honestly care less about emails. The phone number is everything.”
When COVID-19 hit, the phone number became even more crucial to Chancellor’s career success. “You have to consider COVID-19 everybody working from home. Unless their office line leads to a cell phone, I need to have a direct line to a decision maker. At the end of the day, that’s what leads to meetings. I can send out 200 emails and get one meeting or I can make 30 dials and get a meeting.”
As a BDR, Chancellor pays for Lusha out of pocket, because “the ROI is over 1000%.”
The ROI Makes Lusha Worth the (Minor) Expense
“I’ve already booked 14 qualified meetings one month into my quarter (out of a goal of 35 meetings.) If I do the math on my commission check, the ROI is well over 1000% and I make my money back tenfold.”
As a two year fan of Lusha who now pays out of pocket, Chancellor has been quick to recommend Lusha to his colleagues and friends in the industry.
“Everyone takes advantage of their free Lusha credits, especially on the BDR side.”
Lusha Is Easy to Afford – Whether Out of Pocket or on an Organizational Level
What he especially appreciates is that it’s easy to afford Lusha, whether out of pocket, or at the organizational level.
“With other competitors, you have to purchase them at a company-wide scale, and the ROI is harder to accomplish. With some competitors costing at $10K a year and up, even if you were to split that amongst your teammates, that’s harder to justify. With Lusha, the ROI is certainly there.”
And the value keeps on coming….
The Hot Leads Keep Rolling In With Lusha…
Just recently, Chancellor made outreach to the CEO of a solar energy company, who just happened to be vetting his competitor – the magical words for any BDR to hear. With Lusha, Chancellor reached the right prospect at exactly the right time – and now has a pricing call with this hot lead, which could end up becoming a $40K a year sale.
“It’s looking extremely promising. It’s great timing,” Chancellor says.
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