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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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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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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8 Research-Backed Ways to Increase Job Support in BDRs
@Kerry and I started our annual BDR study in 2021. That year, and every year since, how supported BDRs feel has been the strongest predictor of their performance. This year, BDRs who agree or strongly agree that they feel supported achieve an average of 100% quota attainment, compared to 77% among those who somewhat agree…
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June 30th BDR Research Webinar with Kerry Cunningham and Mike Turcotte
Hi everyone! In one week, our head of research @Kerry and MarketOne International's VP, CRO Mike Turcotte are leading a webinar on this year's BDR research. It was a productive year of research into the BDR function. As the headline suggests, BDRs are well-equipped — 90% have access to signal tools — but those tools aren't…