As Sales Director at Balguerie, a freight forwarder founded in 1930, Grégory Bidault was looking for a more engaging and effective way to upskill his SDR team in cold calling, without relying on traditional training methods. Here is his feedback after one year using Eagr.
Customer sheet
Client
Balguerie
Sector
Transport & Logistics
On Eagr since
1 year
Teams
SDR, outbound prospecting
Ready to get started?
“Before calling a prospect, there is always some apprehension. Practicing on Eagr before the call builds confidence and removes the roadblocks.”
Grégory Bidault
Sales Director, Balguerie
The starting point
At Balguerie, the SDR team opens the market through outbound: cold calling, every single day. And phone prospecting, as everyone knows, is never an easy exercise. You have to remotivate yourself, over and over again. Grégory's goal was therefore twofold: to raise the team's level, and to do so differently than with conventional training formats.
“I wanted to offer a more playful and effective way for our sales teams to raise their level while breaking away a bit from traditional training patterns.”
Grégory Bidault
Sales Director, Balguerie
One factor weighed in the choice of Eagr, beyond the product itself: who had built it.
“What I also really liked about the solution is that it was created by industry veterans. That is still a significant added value.”
Grégory Bidault
Sales Director, Balguerie
What changes before the call
The primary effect is not in the script, it is in the sales reps' mindset. Practicing just before picking up the phone turns the moment of the call into a simple rehearsal of an exercise that’s already been done.
The warm-up before prospecting
Training slips in right before the call session, not in a training room twice a year.
“The innovative and playful aspect brought back some taste for prospecting to the teams. Bringing fresh solutions to training and preparation is always appealing. It knocks down barriers, and there's less apprehension.”
Grégory Bidault
Sales Director, Balguerie
A noticeable upskilling
The more the teams use the tool, the richer the scenarios become, and the more accurate the diagnosis gets. Everyone can see which stage of the call they still need to work on.
“We can see the areas for improvement as the teams put the solution to the test. With scenarios that become richer and more comprehensive, they become more and more seasoned, allowing them to dig into the different stages where they need to make progress.”
Grégory Bidault
Sales Director, Balguerie
The result
For an exercise that sales reps usually put off, buy-in is the best indicator.
“For the most part, the teams were dynamic during the exercise, fully engaged, and motivated. Just that alone is already a lot to me.”
Grégory Bidault
Sales Director, Balguerie
