The State of Third-Party Insurance Verification – Research Report
July 23, 2021
“I started my career in marketing, so this is my first sales job, and it’s been really rewarding in terms of how much I’ve learned and grown without traditional sales training,” explains Katherine Mohr, Business Development Representative at Evident. “The thing I love most about being a BDR at Evident is the ability I have to be creative and flexible. We’re a smaller team, so we’re able to adjust and adapt pretty quickly; personalizing communications and trying new things. This is also why I love working at a startup – you can see the results of your impact pretty quickly.”
Katherine joined the Evident BDR team in January 2021, and is responsible for finding and qualifying new sales opportunities for our Account Executives. That means she’s working hard sending lots of emails and making lots of calls to new business prospects, introducing the benefits of Evident’s fully automated, end-to-end insurance verification solution.
To give you an idea of what it’s like to work at one of Atlanta’s Top 100 Fastest Growing Private Companies, Katherine is giving us insight into her daily schedule, her role at Evident, and why she loves being part of the BDR team.
7 am – Evident has a remote-first policy, which means that I only come into the office on Mondays and Thursdays, but the rest of the week, I work from my living room. This morning, I woke up and ordered a bacon, egg, and cheese bagel sandwich for breakfast using our weekly food budget that Evident extends to employees through GrubHub. (Bonus: they also paid for an annual GH+ membership so I never have to pay any delivery fees!)
7:15 am – After breakfast, I get started on writing SalesLoft emails and sending them to all of the cool companies in my territory that were on my prospect list from yesterday. I try to get this done early because I want to make sure that my email is in the prospect’s inbox by 9:00am. I also take this time early in the morning to follow up on any marketing leads that came in from webinars, conferences, and events. After I’ve followed up and sent out prospect emails, I usually call our Account Executives to go through the meetings I have scheduled for the day, and to prepare for my calls.
8:45 – 9:45 am – Time for our daily standup meeting! All of the BDRs, AEs, and SVP of Business Development take time each morning to discuss our upcoming meetings for the day and to see who needs help with their inbound and outbound calls.
9:45 am – 12 pm – The sales team at Evident is in constant contact. We call each other throughout the day to make sure we’re all on the same page. I spend the rest of my morning sending prospect emails and discussing key account strategies with AEs and our SVP of Business Development. We’re always coming up with new ways to customize and personalize prospect messages (e.g. our head of sales loves to share his passion for fast food chicken sandwiches).
12 – 1 pm – If I’m in the office, I’ll walk to a lunch spot in Buckhead and take a break with the team. If I’m working from home, I’ll either use my GrubHub food budget for lunch or cook something myself.
1 – 4 pm – I use this time to do some cold-calling and join scheduled meetings with prospects that have previously responded to one of my emails or LinkedIn messages. My prospects never put early morning meetings on my calendar, so it’s very rare for me to have an outbound discovery call or demo scheduled before 1pm.
4 pm – At the end of the day, I start prospecting for the next day! I pick my favorite post from Evident and plan what pieces of content I’m going to share the following day to my LinkedIn feed and other social networks.
5 – 6 pm – I find that I get better LinkedIn response rates when I send messages to my prospects after working hours, so I try to send out as many as I can between 5 and 6pm.
6:30 – 7:30 pm – When I’m officially done with work for the day, I love to get out of the house and sweat after working all day. I head straight to my 6:30 class at Orangetheory Fitness, which I pay for using my personal development budget from Evident. A lot of our employees use their annual budget for gym memberships and other wellness activities.
7:30 – 8 pm – After my class is over, I come home, shower, change, and sometimes grab dinner or socialize with friends. I don’t have a roommate or a pet, so I like having a bunch of hobbies to keep myself busy. The sales team usually plans happy hours, charitable giving, and other team-building events, and Evident coordinates separate company-wide events to bring all the teams together, like Braves games, whirlyball, and backyard BBQs, etc. All of these are a fun way to blow off steam together after-hours.