(Tim Graves, SDR Leader at Qodo)

Company Snapshot

Qodo operates in a competitive, fast-moving market where outbound success depends on speed, consistency, and timing. As the company scaled, building an SDR motion that could generate meaningful conversations, not just activity, became a top priority.

Tim Graves joined Qodo early to build and lead the SDR team from scratch, with a clear mandate: maximize real conversations and ensure no good lead ever falls through the cracks.

“I’m Tim Graves, SDR leader here at Qodo. I joined back in June when things were still early, and we’re in a high-growth phase where the focus is having as many conversations as possible with potential customers every single day.”

Before Salesfinity: A Traditional Stack With Clear Limits

Like many sales teams, Qodo relied on a familiar outbound setup before Salesfinity. While functional, it capped daily output and required heavy manual work to manage follow-ups and surface meaningful conversations.

For sales leaders, this is a common bottleneck: high effort, limited leverage, and missed opportunities buried in CRM reports.

“For a long time, most teams used the typical stack: a CRM, something like Outreach or Salesloft, combined with ZoomInfo. It worked, but everything was very manual. The number of calls SDRs could make in a day was nowhere near what it is today, and following up on good conversations meant running reports and hoping nothing slipped through the cracks.”

The First Aha Moment: Conversations Scaled, Not Just Dials

The immediate impact of Salesfinity wasn’t just dialing faster. It was the sharp increase in actual conversations per rep, a metric sales leaders care about far more than raw call volume.

Instead of 100 calls leading to 1–2 conversations, SDRs began connecting multiple times more often each day.

“What stood out right away was the amount of conversations the team was having. Before, you’d make 100 calls and maybe talk to one or two people in a day. Now, that’s easily five times more per day, depending on the day.”

Benchmark-Worthy Results: Volume + Connect Rate

As the team ramped, performance data validated the qualitative improvement. Salesfinity didn’t just increase activity, it improved efficiency and connect rates well beyond typical industry averages.

Recent team benchmarks:

• 3,500+ dials in 7 days

• 29 meetings booked in one week

• 9% connect rate, significantly above industry norms

• 531 average dials across the team in recent sessions

For sales leaders evaluating outbound tools, this combination of volume and connect rate is where leverage is created.

“In the last seven days, the team made over 3,500 dials and booked 29 meetings. Our average connection rate is around 9%, which is meaningfully higher than the industry average. That’s a mix of better coaching, better workflows, and having the right tool in place.”

Impact Beyond Metrics: Morale, Coaching, and Learning

Higher connect rates didn’t just improve pipeline. They changed how the team worked together day to day. More conversations meant more learning, faster iteration, and a healthier sales floor culture.

“It’s a big morale and culture thing. When reps are actually having conversations instead of dialing all day and not speaking to anyone, everything changes. We sit together, overhear calls, iterate on talk tracks, and keep evolving because the market changes so fast.”

Building an SDR Team From Scratch With Salesfinity

Tim brought Salesfinity into Qodo as a second-time customer, having seen its impact before. As he hired and onboarded new SDRs, many of whom hadn’t used advanced dialing tools, Salesfinity became the foundation of their outbound motion.

“I built the SDR team here from scratch and became a second-time customer of Salesfinity. We hired people who hadn’t used tools like this before, and the stack they’re using now is far better than what they had previously. The focus every day is simple: have as many conversations as possible with the right people and nurture them over time.”

Favorite Feature: Nurture AI That Protects Pipeline

For Tim, the most valuable feature isn’t just parallel dialing. It’s Salesfinity’s Nurture AI, which automatically captures meaningful conversations and ensures follow-ups happen at the right time, without manual reporting.

This is where sales leaders often see compounding ROI.

“My favorite feature is Nurture AI. At past companies, you’d finally talk to someone and then they’d fall off because no one followed up at the right time. I used to run manual reports to catch that. Salesfinity captures those conversations automatically and routes them back to the right rep, even flagging when we should follow up. It makes sure we’re calling people back at the right moment.”

Who Salesfinity Is Built For

Salesfinity isn’t limited to one sales motion. Tim sees it as a strong fit for any team competing for attention in crowded markets.

“Any SDR team operating in a busy market would benefit. It’s tough to get in touch with people today, so you need a true multi-channel approach. I’ve recommended it to other sales leaders, even ones without SDR teams. Teams where AEs self-source deals can get value from it too.”

For Sales Leaders on the Fence

When asked what he’d say to leaders hesitating to adopt a new outbound platform, Tim’s advice is simple: test it and benchmark the results.

“Give it a try. You’ll be pleased. I’ve recommended it to multiple sales leaders, and once they see how many conversations their team is having, it usually clicks pretty quickly.”

One-Sentence Summary

“Salesfinity is an SDR’s best friend.”