Case Study Scheduling Software Company Responds to Changing Market by Investing in Sales Coaching + Phone Prospecting www.execvision.io The Challenge When the company was founded in 2006, QGenda was operating in a greenfield market where business development representatives (BDRs) could get through 90% of the sales process with email alone. The team didn’t have to rely on the phone to help progress opportunities. While this sustained the reps for a while, the automated scheduling software market became saturated, making sales calls much more important for closing deals. For 6 months, the BDRs resisted their managers attempts to get them hitting the phones. The reps were having a difficult time transitioning to frequent calling and didn’t understand what made a conversation s

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