hands on keyboard

“Send Me an Email!”

By BDR Tips & Tricks

While you’re grinding and making calls throughout the day, you’re bound to run into a few (or many) objections along the way. One objection that most BDRs tend to hear more often than others is a request for more information, or “Send me an email!”. To an outside perspective, a request for more information is a good thing- it means the prospect is interested, or…

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man on laptop wearing earbuds

When Calling Outbound, Stop Asking for Permission!

By BDR Tips & Tricks

I see this advice frequently from sales trainers, seasoned cold callers, and LinkedIn posters: the first thing you should do when engaging your prospect over the phone, and after you introduce yourself, is to ask “Did I catch you at a bad time?“, or, stated in the positive, “Is this a good time to talk?“. Most common reason for this approach is that you must establish…

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Two people using whiteboard

Scripts Don’t Work, But Playbooks Do

By BDR Tips & Tricks

Being a business development rep is hard. Often considered the hardest part of the sales process, we are tasked with initiating a conversation with a prospect that is not expecting a call, uncovering some sort of need or pain point, and getting them to commit to a next step (i.e. demo, intro call, etc.). All of this has to be done within about 5 minutes…

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Introvert or Extrovert sign

Confessions of an Introverted Salesperson

By BDR Tips & Tricks

Introvert comes from Latin intro-, “inward,” and vertere, “turning.” It describes a person who tends to turn inward mentally. Introverts sometimes avoid large groups of people, feeling more energized by time alone. (From vocabulary.com) I have something to share: I am an introvert. In the early days of Facebook, there was a group for self-identified awkward individuals entitled “My Awkwardness Makes My Day Interesting”. If…

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People sitting around conference table

Um, How to Like, Clean up Your Speech

By BDR Tips & Tricks

In my last post, I talked a lot about how your delivery is a huge difference maker when talking to a prospect. As sales people, one of the most important aspects of our delivery is clean speech. Clean speech is free of filler words such as “um”, “ah”, “like”, “you know”, “right”, and a few others. Take a minute to think back through your professional…

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resume on desk by phone

Interviewing New Grads: Key Attributes to Look for

By HR & Recruiting

Now that you know why hiring a new grad can be beneficial to your business, how do you find the right fit that can hold up to your expectations of your sales team? Interviewing recent graduates is very different than interviewing seasoned candidates. The first step is to reset your expectations.  That’s right, RESET. As a company, you want to hire the best fit for the…

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woman at workstation on headset

Warm up Your Cold Calls

By BDR Tips & Tricks

“Hi John, this is Chris from a company you’ve never heard of! I’m going to proceed to list about 8 different things that our company does that may or may not have anything to do with you!” If you’ve been in the business world long enough, I’m sure you’ve received a call or email almost identical to this. The life of a BDR can be…

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Graduates throwing caps in the air

Is Hiring New Grads a Catch-22?

By HR & Recruiting

Fresh out of school, new grads appear to have an abundance of entry-level opportunities when entering the working world. However, too often they don’t get hired due to a perceived lack of job experience, or other personal biases on the part of the interviewers that have little do with the job requirements. If you look in the dictionary, an entry-level job is defined as: relating…

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