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BDR outreach volume has nearly doubled but it's not predicting performance
Hi all! Back with more from year 5 of our BDR research. Outreach volume has nearly doubled. BDRs now average ~34 touches per contact, up from ~17 in 2024. Every channel is up — email, calls, social — and the pace is almost identical across all BDRs: roughly 4 to 5 touches per week. What differs is how long cadences run.…
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Job support is the most reliable predictor of BDR performance — for the 5th year.
Hi all! Happy Day 4 of BDR Appreciation Week! Coming from an org psych background, this is absolutely one of my favorite kinds of findings to see in data. BDRs who feel clearly supported in their role average 100% quota attainment. Those who don't: 77%. "Supported" in our data means having the tools, training, and…
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9 in 10 BDRs Multithread -- Here's What the Top Teams Do Differently
Happy Day 3 of BDR Appreciation Week! Back with more from this year's BDR research: 91% of BDRs say they multi-thread into accounts — and that number has been statistically similar for the past few years. So multithreading itself might not be what separates teams anymore, but what happens within it does. Reaching two…
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What cut "wrong timing" rejections from 78% to 44% in our BDR data?
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…
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New BDR research is coming next week!
Hi all, Every year, we take BDR Appreciation Week as an opportunity to celebrate the hard work, resilience, and pipeline-driving contributions of BDRs and SDRs — and to check in on how the role is evolving. As part of that, we survey BDRs on their day-to-day experiences, and this year, we asked more questions than ever,…
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2026 BDR Research Update
Hi all, We're about to close the books on this year's BDR survey. We had over 700 BDRs participate🤩 Thanks to all those who contributed. We're looking forward to writing up the results - we're already picking up on so many interesting stories in the data. So many new questions added this year, and so many oldies we've been…
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Metric Monday: BDR AI Adoption
Hey all, In 2024, just over half of BDRs (53%) reported using AI tools in their jobs. That number rose to 62% in 2025—and I’m very curious how it looks this year. We’re currently collecting responses for our annual State of the BDR study and would love to hear from you if you’re a current BDR/SDR. As a thank-you, you’ll…
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BDRs/SDRs - share your experience + $10 UberEats on us!
Hey BDRs! It’s that time of year again — our annual State of the BDR study is open. Each year, hundreds of BDRs take part to help build an industry benchmark on how the role is evolving, especially as things change with AI and market conditions. If you are actively prospecting and qualifying prospects, we’d love to hear…
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BDRs/SDRs share your experience + $10 UberEats on us!
Hey BDR Block! It’s that time of year again — our annual State of the BDR study is open. Each year, hundreds of BDRs take part to help build an industry benchmark on how the role is evolving, especially as things change with AI and market conditions. If you are actively prospecting and qualifying prospects, we’d love to…
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Looking for Recommendations: 6sense-Savvy BDR Outbound Consultant
Hi everyone — looking for some recommendations! We're looking to bring in a consultant or expert who specializes in BDR cold outbound strategy to help us strengthen our outbound motion. It’s critical that this person has a deep understanding of 6sense — specifically how to operationalize intent data, use 6QAs effectively,…
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🚀 Business Development Representative (BDR) – Rhapsody
Location: Boston, MA Hybrid – in office Tue/Thu. [For the right candidate we could make an exception to hire in LA.] We’re scaling fast at Rhapsody, where our interoperability platform powers the data of healthcare. Now we’re looking for a BDR with 1–2 years of B2B SaaS experience to fuel pipeline and accelerate growth.…
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Real Time Slack Alerts for Accounts on your Website
Want to give your BDR’s/AE’s real time slack alerts when certain accounts are actively browsing your website? Perhaps it’s a 6QA + Top Tier target account and they just hit your pricing page. What if we could do them one better and give them the account plus the location of the individual doing the research? Would that be…
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BDRs in 2025: How Strategy, AI, and Multi-Threading Are Shaping Success
New research from 6sense, led by @Kerry Cunningham and @saraboostani, confirms what high-performing sales teams already know: Even in the age of AI agents, BDRs still play a critical role in revenue growth. Their impact goes far beyond setting meetings — BDRs are shaping pipeline, driving strategic engagement, and adapting…
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Wednesday Wisdom: The State of BDR Teams in 2025
Hi all, I wanted to reshare this great post from @Saima recapping our latest BDR research. There’s been plenty of debate about what AI might replace — but this year’s BDR data shows the function remains a vital driver of pipeline and revenue. AI isn’t replacing BDRs (at least not yet); instead, it seems the most effective…
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Hiring: BDR - Minneapolis | St. Paul
Element employees make a difference in the lives of others every day. We are re-defining the fleet management industry to be people first, then business – delivering on our promise of a superior client experience. This takes hard work and innovation, and we need more like-minded people on our team. Business Development…
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Thriving in the Age of AI Agents: A Guide for BDRs
For insights from some of the brightest minds in the world of revenue, check out the Revenue Makers podcast and subscribe wherever you get your podcasts. ------------ BDRs, raise your hand if you’re following the conversations around AI agents and their impact on your role. Is that … all of you? Whether you’re already…
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Cold Calling Is the Worst — Nick Cegelski Has Tips for Warming It Up
At 6sense, we’re adamantly anti-cold call. Our CRO, Latané Conant even wrote a book about it: No Forms. No Spam. No Cold Calls. Does that mean we’re anti-calling in general? Of course not. We know it’s an integral part of any sales process, but we also have pretty strict criteria for when it’s time to pick up the phone.…
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BDR Leaders interested in a free motivational gift?
Do you have XDRs using 6sense to prospect into their accounts? Do you want (what I think is) a fun way to recognize them for wins? These are 3D-printed signs I had made in 7 different board colors with swappable numbers and text plates that can be mix-and-matched to represent different types of prospecting wins with…