How Fundraise Up Increased Sales Conversion Rates with Scalable BDR Training
Fundraise Up provides AI-driven nonprofit fundraising technology that helps organizations increase donor engagement and maximize contributions.
Reduction in Average Handling Time
Increase in CSAT scores
Industry
Nonprofit Fundraising Technology
Customer
Matt Haywood, Director of Business Development
User since
Sept 2024
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.
The challenge
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’ve transformed how we train our reps—scalable, consistent, and focused on real-world impact."
Matt Haywood
Head of Training
WHY SOLIDROAD?
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.
SOLUTION
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
Head of Training
RESULT
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.
CONCLUSION
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 needed a way for reps to reinforce their training and build confidence outside of structured enablement sessions."
Matt Haywood
Head of Training
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