Here at 6sense, we are all about pipeline & revenue. With this focus in mind, we’re hyper-passionate about BDRS, Business Development Representatives, and SDRs, Sales Development Representatives. BDRs are the...
Here at 6sense, we are all about pipeline & revenue. With this focus in mind, we’re hyper-passionate about BDRS, Business Development Representatives, and SDRs, Sales Development Representatives.
BDRs are the glue that connects Sales and Marketing. They are the linchpin between where all marketing’s hard work culminates into pipeline. On top of that, BDRs are, in many cases, the first person to talk to a prospect, which means they are the first interaction a prospect has with your brand – and we all know how important first impressions are! Despite how important BDRs are to an organization’s bottom line, only 48% of BDRs are consistently hitting quota, according to TOPO in their latest Sales Development Benchmark Report. More than half of the teams surveyed by TOPO are below 90% quota achievement, with 9% of BDRs below 50% of their quota.
It’s time to ask yourself, are you BDRs thriving or just surviving? And if you are a BDR, do you have the tools you need to succeed?
Since we feel so passionately about BDRs, 6sense conducted our own research to better understand the challenges faced by the role and uncover strategies and tactics that successful sales development organizations are doing. Over 100 BDR/SDR participants were surveyed. For the full report, check out our eBook, BDRs are a BFD.
Our research shows that BDRs are naturally driven, hard-working, competitive people. The majority of them, roughly 74%, feel very or extremely satisfied in their job, but on the flip side, most aren’t making their numbers and there’s high turnover.
6sense Research Found That:
Successful BDRs Are:
But, if BDRs aren’t trained properly and given access to the proper technology, you’re not only missing out on pipeline and revenue, you’re damaging your brand’s reputation and hurting the potential for future business. How do you avoid that and make the most of this valuable role? Here’s how!
Best-in-Class Organizations Ensure BDRs Are Successful:
The bottom line is BDRs need Marketing and Sales leadership to support them. Not only with the right training and education, but with the right target accounts and deeper insights that give them the freedom to focus on their actual job and empower them to do more, faster.
Where Do We Begin?
Given the support and empowered with the right technology, BDRs are enabled to work smarter, not harder. They can confidently prioritize accounts and know how to best interact with buyers throughout their buying journey. 6sense automates and alerts BDRs when prospects are ready to engage or take a meeting, so they know exactly what to say and do when they reach out.
Think BDRs are a BFD? Check out the full ebook and details of the survey on our content hub. Interested in what others have to say? 6sense just launched a private LinkedIn community called the BDR Breakthrough for BDRs and revenue leaders who are looking to learn, grow and be celebrated for the value they bring to an organization. For more information on 6sense and its offerings visit 6sense.com/contact-us/.
6sense’s Account Based Orchestration Platform helps revenue teams compete and win in the age of Account Based Buying by putting the power of AI, big data, and machine learning behind every member of the B2B revenue team, empowering them to uncover anonymous buying behavior, prioritize fragmented data to focus on accounts in-market, and engage resistant buying teams with personalized, multi-channel, multi-touch campaigns. 6sense helps revenue teams know everything they need to know about their buyers so they can easily do anything they need to do to generate more opportunities, increase deal size, get into opportunities sooner, compete, and win more often.