It's time to completely rethink the BDR function

mattheinz

Long gone are the days of volume-based outbound prospecting. What worked in the early days of SaaS to build "predictable revenue" is now counter-productive internally and externally. Sales reps hate it. Prospects hate it.

The advent of sales engagement platforms such as Outreach and Salesloft were the beginning of the end, even if we didn't see or realize it at the time.

And since then, as more and more technology and intent data is readily available, building out a large BDR team is no longer efficient, sustainable or scalable.

The need for lead qualification and mid-funnel prospect engagement is greater than ever. How we go about is what needs to change.

This can be difficult for an organization with an existing, established BDR function. The first step is to step back and completely rethink what the actual job entails. Where can technology and AI automate and accelerate large parts of the job. How do you better leverage the human-to-human component of business development that both seller and prospect enjoy and value?

Perhaps start with this:

Forever the two basic question for a seller are 1) who should I call next? and 2) what should we talk about?

Bad in the volume-based selling days, you just called enough people to hopefully make enough relevant connections.

Today, the answer to those two questions is in the data. You can call the right prospects at precisely the right moment, knowing precisely what conversation to have in that moment. It allows your BDRs to be consultative, to have deep business conversations from the get-go.

The BDR function moving forward will be far more consultative. More trusted advisor than appointment setter.

Would love to hear how the BDR function is evolving in your organization.