Metric Monday: BDRs Aren't Just Asking for Meetings Anymore

Traditionally, BDRs have centered their efforts around asking prospects for meetings. However, our Buyer Experience Research showed that buyers are highly unlikely to agree to meetings until they have selected a vendor.

Instead of pressuring buying team members into premature demos or discovery calls, BDRs and sales professionals should prioritize empowering buyers through education, insights, and experiences that facilitate their progression in the purchasing journey. This approach costs providers nothing, as buyers have indicated a preference for engaging directly only when they are ready. Moreover, it enables providers to position themselves as value-adding partners.

Thus, when we did our 2024 BDR Survey, we wanted to know how many BDRs were already incorporating these types of activities into their processes. We found that while BDRs still request meetings in almost 70% of their outreach attempts, relationship-building activities are not far behind! Activities like providing educational content and inviting prospects to strategy sessions with subject-matter experts, occur in slightly more than half of their calls. This is great news!

Below, we show each of the activities we asked about and their adoption rates across all BDRs. In the report, we included an interactive version of this table where you can apply filters to see how many BDRs have onboarded these activities across industry, job focus, the price of the solution being sold, and more! Check it out 🤗

@Kerry