Ask a 6sense BDR anything (Feb 2024)

Hi Brandon, so glad you asked (and there are no dumb questions)! Other BDRs will also be weighing in, but I'm taking Question #7: What does the first hour of your day look like?

I block schedule my calendar so the first hour(ish) looks like this:

8:00-8:15 respond to emails and Slack messages
8:15-8:45 make warm 😉 calls to London (I'm in Cali and that's the only time I can call)
8:45-9:45 work the morning's 6QA'd accounts: contact three people at each account or DQ

**If I was on the East Coast I'd hold off on the EMEA calls and get to the 6QA'd accounts first because time is of the essence with those accounts!
**After working 6QA'd accounts I get to my Salesloft Cadences

Hope this helps!

Hey Brandon - I’m here to Answer Question 4 and 6! I’m currently an Enterprise BDR that's been here for a year nice to meet you, happy you're taking advantage of this resource!

Question 4: Yes we can make that happen we’ll have your CSM set something up with you, and then we randomly assign a BDR to help!

Question 6: Our BDR model is run off of handing opportunities to our AEs. We are responsible for outbound sourced opportunities from Stage 0 to Stage 2.

We confirm, set up the calendar invite, open the opportunity in our CRM (SFDC), and introduce our AE over email. That’s a stage 0.

We then send a meeting agenda a day before the meeting to all attending as a reminder that it’s happening, and a final touch to see if they’d like to add anything specific to the schedule. Sometimes we add in a coffee gift card as well to sweeten the pot!

Once they come to the meeting we sometimes briefly introduce the call (depending on how the AE works) and that’s where it falls into the AE’s hands. If this persona is relevant and gives us a better understanding of the pain or priorities of the company this is then Stage 1.

Stage 2's is all about timing and if there is a legitimate evaluation that is going to take place.

Most of our AEs and BDRs have different operating models in terms of how often they meet to get aligned. But 6sense is signaling to us daily which accounts in their book are meeting the threshold of a 6QA and actively engaging. So it’s a very collaborative environment in terms of focus on a day-to-day.

Let me know if you have any questions!

Hi Alex! So glad you're jumping in on the fun!

To answer question #2 contacts can be acquired in SI within the account's persona map (see image below). As an example, clicking the lock for two sales directors creates a list. In the actions column you click those locks to unlock contact information.

As we have access to 6sense contact data there isn't a need to prioritize or have a wallet. However, if we had limited credits, I would prioritize by the C-level and VPs in my target personas in the 6QA'd accounts.

Hi Alex! To answer #5, Harry is using Drift Video to record his workflow. You can download the Chrome extension for Drift Video to record, edit, and share screen recordings to send to prospects.

Hey @Brandon McBride,

Great questions here are my thoughts and perspectives from our program at Perforce:

1. Do you have separate BDRs for inbound vs. outbound?
   
   We have our SDRs handle inbound while our BDRs handle predominantly outbound. Depending on what brand(s) they are assigned to there may be situations where they SDRs do a little outbound and BDRs do a little inbound but generally they are dedicated to their primary function respectively.
   
2. Do you have BDRs assigned to specific AEs and/or products?
   
   Keeping in mind my answer to #1 above (that our BDRs handle exclusively outbound), yes, our BDRs are generally assigned to one brand and have a few AEs that they support and are responsible to set-up meetings for and assist the AEs in building and maintaining a healthy pipeline.
   
3. If you do have product-specific BDRs, how do you handle interest in multiple products?
   1. We currently have an issue that we're working to address where multiple BDRs/Demand Gen Managers will run campaigns to/contact the same individuals and it can be overwhelming for potential customers.
      
      Generally, if a customer is interested in multiple brands/solutions/products, this is identified early in the intro process. The BDRs will then work with their AE to ensure a smooth discovery/purchase process across those brands. On our brands that are most commonly cross-shopped, AEs are usually able to sell both solutions and are knowledgable across those solutions. This creates a more pleasant buying experience for the prospect/customer and minimizes how many different people are involved in the purchase journey.
      
4. Would one of your awesome BDRs be willing to help our BDRs as we retrain them on the new Sales Intelligence layout?
   
   Reach out! I would be happy to connect with our XDR managers and see if one of our all-stars would be willing to collaborate and support a retraining initiative.
   
5. Do you run any regular incentive programs with your BDRs?
   
   Regular, no. Periodic, yes. We try to use incentive programs to support overachievement of goals, rather than achieving the goal itself. We usually try to tie it into some fun seasonal events (e.g. March Madness, Holidays, etc.) that collectively get the reps more motivated to really apply that extra effort and make the entire incentive more fun.
   
6. What do you hand off to AEs? e.g. is it an account? An opportunity?
   1. If it's an account, what is the criteria for handing that off?
   2. If it's an opportunity, what does the process look like for the BDR setting that up/what is the expectation on the side of the BDR?
      
      AEs typically get an account that is in an SQL stage, qualified via XDR and set-up for an intro. After the intro the AE is expected to either disposition as an opportunity or pass back to the XDR/Marketing for additional nurture. Usually the criteria for handoff to an AE is they have been qualified by the XDR based on ICP (ideal customer profile) for that brand and have gotten a verbal or written intro meeting commitment from a prospect lead/contact at the account.
      
7. What does the first hour of your day look like?
   
   Keeping in mind I work on the marketing side as the ABM manager — generally, I spend the first hour of my day orienting myself to ensure the other 7+ hours of my work day will be successful. This includes checking in with key internal stakeholders, identifying what rocks (read: important project goals/items) I will move forward that day, and preparing for meetings. I assume in asking this question, you were interested in getting an answer for a BDR and my answer/recommendation would be the same. Spending a little time before the work day (ideally the evening before) to set yourself for success, regardless of your role, goes a long way. Outlining what your priorities are for the day will give you clear direction and a basis to focus on priorities and the things that really matter. If you are an XDR, this would be determining what accounts/who you want to connect with, following-up with leads from the previous day, doing account research, connecting with your AE and other important internal stakeholders, etc.
   
   
8. What is the one thing you do every day that contributes most to your success?
   
   So many things jump to mind, it is tough to pick one. In the B2B marketing/sales world, communication is key. B2B orgs buy as a team, and as vendors, we sell as a team. I think daily regular communication with your team, regardless of what role you play on that team, is essential for success.
   
   The other big one for me is accountability. I always have a tab open in my browser with our SDFC ABM program metrics dashboard. At any given moment, I can refresh the dashboard and see where we are with top-line goals/objectives. Having access to clear reporting that holds you accountable empowers you to put the pedal to the metal, pivot approach, or pump the brakes based on what is happening with your efforts. Without having clear reporting it is difficult to measure true impact, show value to leadership, and make shifts in direction as necessary.

@Alex Pinto In Regards to #5, I believe this is 6sense's new UI with predictive/revenue AI features. It comes with their enterprise package.

If you are on enterprise and still don't have this UI, it is likely because you are on a contract using their legacy licenses, which was probably signed before the launch of their new UI/features.

I know this because I surfaced the same question to our CSM and learned that unfortunately, they don't provide the new UI to clients on legacy licenses. A rather disappointing revelation. 🙁

@Kimberly Conklin I've reached out to inquire again with our CSM, Christopher Gonzalez. I'll report back when I hear from him.