How Long Should BDRs Pursue In-Market Accounts?

Molly Hamblett

A common question I get asked from BDRs is how long they should be pursuing in-market accounts. We suggest working hot accounts for 30-45 days, but there will be times where you might not convert a hot account within that period.

The reality is that sometimes people are doing research and running their own evaluation and might not want to speak with you right away – but that doesn’t mean they won’t want to eventually!

The key here is to practice respectful persistence.

Take a two-week break from the account, even set a reminder to re-engage around that time. Once you revisit the account, try crafting different messaging knowing that they are still in-market, take a multi-channel approach (emails, LinkedIn, dials, etc.), and identify new contacts to reach that you might of missed before.

Hope this helps!