-
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…
-
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…
-
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.…
-
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…
-
The Ideal Tech Stack for BDRs: Tools BDRs Need to Win Today
Ask any high-performing BDR what makes them successful, and you’ll hear some variation of this: Time is everything. Every second spent chasing the wrong accounts, searching for contact details, or manually following up on emails is time not spent engaging the right prospects at the right moment. BDRs today have more data,…
-
Revenue Team Therapy - A True Story of Sales and Marketing Alignment
A True Story of Sales and Marketing Alignment 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. Achieving a tight-knit alignment between sales and marketing truly is the foundation for revenue success. Yet, for many…
-
Metric Monday: How Long Do BDRs Follow Up Before Moving On?
Hi all, One question that comes up a lot is how long BDRs should keep following up with a lead before moving on. We started tracking that in this year’s State of the BDR survey 🙂 On average, BDRs reported spending about 53 days following up with an account before deciding to step away. We found a modest but statistically…
-
Metric Monday: How many hours of training does the typical BDR receive?
Hi all, Hope your week is off to a great start! If you’ve been following along over the past few weeks, we’ve been digging into findings from this year’s State of the BDR report. Today, let's talk ✨ BDR training ✨ How many hours of training do they receive and does it translate to better performance? Across both onboarding…
-
Wednesday Wisdom: We Need a Golden Rule Reckoning for BDRs
Hey all, Head of Research, @Kerry, put together a quick post on something that’s simple, but often overlooked, and effective: applying a golden rule to BDR outreach. In it, he shares what he calls the Golden Rule Reckoning for BDRs — a way to rethink outreach by asking, Would I engage with this? If not, it’s probably time…
-
Metric Monday: Changing Trends in BDR Tenure
Hi all, Half of the Research team was out on PTO (that’s 1 of 2 people 🤣 — yes, we’re a small but mighty team!), but I’m back and ready to pick up where we left off following the release of this year’s BDR report. One (of many) interesting finding(s): BDR tenure has gotten longer since we began tracking it in 2022. BDR…
-
Wednesday Wisdom: Engage Them & They Will Come – Why We Need to Stop Begging for Meetings
Hey all, The research team also has a podcast, hosted by our team lead, Kerry Cunningham. The latest podcast episode unpacks a topic we’ve been covering a lot in the Research Road lately: the role of BDRs and SDRs. With most buyers waiting to engage vendors until AFTER they've chosen the vendor they want to buy from,…
-
Front-line sales/XDR manager certification???
I could have sworn a few weeks ago that a new certification had been launched for front-line sales/XDR managers but I went into Certification Corner this morning to start the cert and it seems to have disappeared or have been removed. Am I imagining things or did it in fact get taken down?
-
Metric Monday: Most BDRs Now Report to Sales
Hi everyone, There's sooo many benchmarks in our 2025 State of the BDR Report, so I'll be using this space to continue highlighting those. Each year, we ask BDRs whether they report to Marketing or Sales. When we first tracked this in 2022, the split was 60/40 in favor of Sales. Since then, the gap has steadily widened,…
-
Metric Monday: Are AI-led BDR Teams Hiring Humans at the Same Rate as Non-AI Teams?
Hi all, As AI adoption ramps up—especially in BDR roles—one question keeps coming up: Is AI replacing BDRs? In our latest research on the BDR function, we compared teams that have adopted AI with those that haven’t, asking whether their teams had grown, shrunk, or stayed the same over the past twelve months. What the data…
-
Wednesday Wisdom: BDRs Succeeding in a Changing Landscape
Hey everyone, If you haven’t had a chance to check out our 2025 State of the BDR Report that we dropped last Friday, you can find the link below. We'd love to hear your takeaways—especially from BDRs—on how your own experiences compare to the industry benchmarks from your peers!
-
2025 State of the BDR Report Now Live :)
Hey everyone, We’re excited to share this year’s State of the BDR Report! A huge thank you to all the BDRs who shared their experiences—your input makes this benchmark possible each year (now in its 4th year!). We truly appreciate you. Without further ado, you can find the report below! 😊 As always, it’s free and…
-
Countdown to the 2025 State of the BDR Report: Are BDR Teams Growing, Shrinking, or Holding Steady?
Hey all, Tomorrow's the day! Our 2025 State of the BDR Report will be available to you all - free and un-gated, of course 🙂. Here's the stat of the day: 79% of BDRs teams have either grown (hired more roles) or maintained their size. Soooo many more benchmarks to come tomorrow! @Kerry
-
ABM Segments accessible in Sales Intelligence?
Does anyone know if it is possible to pull in accounts into sales intelligence that are part of a segment in the ABM platform? Or vice versa — can I reference a sales intelligence saved filter in the ABM platform via a segment? Unless I'm missing something, I'm not seeing the ability to do so. If that's the case, I'm a bit…
-
Countdown to the 2025 State of the BDR Report: How Many BDRs Multi-Thread?
Hi everyone, We're counting down to the release of our 2025 State of the BDR Report this Friday! Waiting isn't easy, and we're excited—so we're sharing a stat each day leading up to the launch. Today's topic: Multi-threading In B2B, the best practice for identifying sales-ready buying processes is to attempt to contact…
-
Countdown to the 2025 State of the BDR Report: How Do BDRs Feel About AI Tools?
Hi all, We're counting down to the release of our 2025 State of the BDR Report on Friday! Until then, we’ll be sharing a stat per day. A very hot 🔥 topic covered in the report? AI. How many BDRs are using it? How do they feel about it? In an ideal world, how much AI integration would they want—full, moderate, or just as a…