Recent Discussions
RevCity is the home for B2B marketing, operations and sales professionals to share best practices and ask questions about revenue AI, ABM and revtech.
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Introducing Pipeline Generation Tuesdays!
Welcome to the RevCity neighborhood for weekly pipeline generation tips and tricks from 6sense leaders and sellers! Each Tuesday in 2024 we're going to be sharing some of our strategy and best practices around driving pipeline and… You know what? Let's just give you the details! "If you want to have predictable revenue,…
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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…