Working as a BDR & AE Pair to Generate Pipeline - PG Tuesday Strategy

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Ben Funkhouser
Ben Funkhouser Posts: 26 6senser
edited March 2024 in Pipeline Generation Tuesdays

Hi RevHeads, Happy PG Tuesday!

This week @Latane & @Mac Conn are joined by special guests, @Glenn Bozant and @Isabel Nosek a commercial BDR and Account Executive duo. Today's strategy discussion is all about how to work as an AE & BDR pair to drive pipeline and deals forward. Don't underestimate the Superpower of a pipeline-generating partnership! Prospects want to talk to 6sense and our revenue team sees the most success when they're layering efforts and working in tandem to drive interest and show value.


See how this dynamic duo works through account planning, communication cadence, outreach tips, and more - together!

https://6senseinc.wistia.com/medias/4lk1s9xp30

Teamwork wins games and here are some key things Glenn and Izzie keep in mind when working together:

  • A shared and collaborative understanding of all accounts. Learn and share new things about your accounts and process!
  • Regular, scheduled & unscheduled communication & check-ins. Latane calls it "structure AND being in the flow with someone"!
  • Double-tap prospects with outreach, and try changing channels and acknowledging the partnership right up front.
  • It's a partnership! BDRs often have more than one AE they support and AEs might be heads down in their accounts more often but having fun and having each other's back will make you both more successful.

We encourage you to think about your own PG Partnerships. Who are you working with to generate Pipeline and how can you make that working relationship all it can be? And please, share them here!

Thanks for joining us for this week's PG Tuesday Strategy!

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