Metric Monday: Number of BDR Contacts Attempts by Deal Size

saraboostani

Last week, we looked at data from our most recent BDR research that showed 83% of BDRs are multi-threading, a practice where they reach out to multiple individuals within a prospect account before giving up and moving on. This is great news! But sometimes, what's more exciting is finding ways we can become even better. 🤗

Given that buying teams get bigger with larger deal sizes, we'd expect that the number of contacts a BDR attempts would fluctuate according to the size of the deal at stake. It stands to reason that when the potential pay-off for diligent prospecting is greater, the investment would also be greater.  

However, the data paints a different picture. The number of contacts BDRs attempt varies randomly across the spectrum of deal sizes. This suggests that the outreach efforts of BDRs are not tied to the size of the buying team or the magnitude of the potential deal. This presents an opportunity for organizations pursuing smaller deal sizes to become more efficient. 

@Kerry

Kerry

Yes, great job multi-threading. That's a phase 1 win. Now phase 2 - refine the approach based on the likely size of the buying group and potential value of the deal.