Case studies

What happens when the screen is right

Three searches, three different problems. Drafts: highlighted items get confirmed before launch.

Listen360 · Atlanta CONFIRM

Roles: Business Development Reps
Timeframe: ~12 months, 2017–2018
Result: Every BDR hire in that period came from ZRG

How one hiring manager stopped looking anywhere else for BDRs

The problem

Listen360 was scaling outbound and needed BDRs who could actually handle a phone conversation, not just send sequences. CONFIRM: what was going wrong before ZRG

What we did

Brian had known the hiring manager, Ben Browning, since Ben’s own BDR days, so the intake was short: what does a BDR who wins here look like, and who washes out? From there, ZRG ran every BDR search and sent short slates of reps already screened on activity and conversion numbers. CONFIRM: number of searches, days to slate

The result

Over 12 months, every BDR Ben hired came from ZRG. CONFIRM: X hires He wished he could hire every candidate we sent. CONFIRM: promotions to AE, average tenure

“Brian has pitched a perfect game for me.” Ben Browning, Listen360

CONFIRM company

Role: Senior Commercial Director of Sales
Year: 2019
Result: Hired the candidate the resume screen would have cut

The Director of Sales who didn’t look like a fit on paper

The problem

The client needed an experienced senior seller to own commercial accounts, and had a clear picture of what the right background looked like. CONFIRM: why they couldn’t find them alone

What we did

ZRG’s top candidate didn’t match that picture on paper. Instead of quietly swapping him for a safer-looking resume, Brian pushed for an in-person interview, because the candidate’s track record and the way he sold matched what the job actually required. CONFIRM: the gap, and what convinced Brian

The result

The client hired him, said they couldn’t be more pleased, and planned to use ZRG for their next experienced hire. CONFIRM: tenure, growth he drove

“He rightly insisted we do an in-person interview. He was right.” Lisa Huntting

GreenSky · Atlanta fintech CONFIRM OK to name

Roles: CONFIRM
Timeframe: ~2 years, 2016–2018
Result: Instrumental in building GreenSky’s sales teams

Building sales teams at an Atlanta fintech

The problem

GreenSky was growing fast and needed to add sales headcount without lowering the bar. CONFIRM specifics

What we did

ZRG worked hand in hand with Jason Rozenblat CONFIRM his title then for nearly two years. What he called out: Brian listened, took feedback on every slate and adjusted fast, and held candidates and the client accountable so the process moved quickly.

The result

CONFIRM: number of hires, teams built, 12-month retention

“He listens and executes on feedback better than everyone. He also hustles harder than everyone.” Jason Rozenblat

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