How Fundraise Up Increased Sales Conversion Rates with Scalable BDR Training
18%
increase in Connect-to-Conversation Rate
6%
increase in Conversation-to-Meeting Rate
Overview
Fundraise Up provides AI-driven nonprofit fundraising technology that helps organizations increase donor engagement and maximize contributions.
Fundraise Up wanted to improve conversion rates at every stage of their BDR sales funnel. Traditional role-plays and live mock calls weren’t scalable, limiting reps’ ability to refine their delivery. By introducing structured, scenario-based training, they improved key sales metrics, boosting the Connect-to-Conversation rate by 18% and the Conversation-to-Meeting rate by 6% while strengthening rep confidence.
Industry
Nonprofit Fundraising Technology
user since
Sept 2024
Website
The Challenge: Improving BDR Performance at Scale
Fundraise Up’s BDR team needed to increase conversions at key sales touchpoints:
Call connects that didn’t lead to real conversations – Too many calls were falling flat before meaningful engagement.
Conversations that weren’t turning into meetings – Reps struggled with objection handling and moving prospects forward.
Lack of practice opportunities – Live mock calls were limited, leaving reps without a consistent way to refine their skills.
We needed a way for reps to reinforce their training and build confidence outside of structured enablement sessions.
Matt Haywood
Finding a Scalable Training Approach
Fundraise Up had tools for call analysis (Gong) and live mock calls, but these methods had gaps:
Gong was great for reviewing calls but didn’t provide hands-on practice.
Live mock calls were useful but limited to a small number of reps per session.
They needed a solution that would allow:
Independent, repeatable practice – So reps could refine their pitch without relying on a manager.
Consistent objection handling – Ensuring reps encountered and overcame common objections.
Scalable coaching – Making training available to all reps, not just a select few.
How Fundraise Up Revamped BDR Training
Fundraise Up integrated structured sales training simulations into their workflow:
1. Daily Practice to Improve Confidence & Execution
Reps start their day with quick, structured practice sessions to refine their delivery.
Sessions are designed to simulate real sales conversations and objections.
This helps eliminate early-morning sluggishness (“getting rid of their morning breath”).
2. Targeted Assignments for Key Skill Development
Every few weeks, reps complete a structured set of 4–6 simulations focused on a specific sales challenge.
Assignments reinforce onboarding lessons and post-training learnings.
Reps now get dedicated, structured practice weekly instead of waiting for live role-plays.
Matt Haywood
The Results: Higher Conversions & More Confident Reps
Within just three months, Fundraise Up saw measurable improvements:
18% increase in Connect-to-Conversation Rate – More calls turning into real discussions.
6% increase in Conversation-to-Meeting Rate – Reps booked more meetings.
Greater rep confidence – Structured practice removed hesitation and refined pitch delivery.
The Future of BDR Enablement at Fundraise Up
By implementing scalable, structured training, Fundraise Up has:
Reduced reliance on manual coaching – Enabling reps to practice independently.
Created a repeatable, high-impact training framework – Ensuring consistent skill development.
Built a more effective sales team – Higher conversions and better sales conversations.
With increased conversion rates, structured training is now a core part of Fundraise Up’s BDR enablement strategy.
We’ve transformed how we train our reps—scalable, consistent, and focused on real-world impact.
Matt Haywood
