What cut "wrong timing" rejections from 78% to 44% in our BDR data?

saraboostani · April 21

Happy Day 2 of BDR Appreciation Week!

Continuing to share findings from year 5 of our BDR research — this one connects to what I shared yesterday about account prioritization tools and performance targets.

"Wrong timing" is the #1 reason prospects tell BDRs no. But how often reps hear it depends a lot on how their organization is set up:

BDRs without prioritization tools: 78%
With tools, but uniform targets across all accounts: 65%
With tools and differentiated targets for accounts showing active buying signals: 44%

A 34-point difference driven almost entirely by how well the organization has set reps up and clearly set expectations.

Haven't had the chance to read the research yet? Find our report and deep dive edition below:

As always, please let us know if you have any questions!

@Kerry @Ernest Owusu

Kerry · April 21

We know that many of our customers struggle to get the appropriate level of follow-up on 6QAs. No surprise, but set different expectations for working them, and then paying differential amounts breeds predictable success.

Kerry · June 25

This is literally what 6sense is for - dramatically reducing the energy spent chasing prospects who are not in market. The proof of its efficacy is here in this post and report.

What cut "wrong timing" rejections from 78% to 44% in our BDR data?

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