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BDR Tips & Tricks

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How to Deal with a Sales Slump

By BDR Tips & Tricks

If you’ve been in sales for 6 months or longer, you’ve most likely been in a sales slump at some point. It’s safe to assume sales isn’t the first place you’ve experienced such defeat. Anyone that has played a sport can likely recall a few times they’ve drastically underperformed. During my worst slumps in baseball, my coaches always had a plan to get back on…

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Team meeting

Stop Saying “That’s a Great Question”

By BDR Tips & Tricks

Maybe you’re on the phone with a prospect, perhaps you’re on an expert panel, or simply in a meeting.  You get a question, particularly one that you feel like you are prepared to answer, and without even thinking, you respond with “That’s a great question!”, and proceed with your answer. On the surface, this approach sounds reasonable.  You’re providing positive feedback to the one who…

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Closing is Key

By BDR Tips & Tricks

On average, at least 6-8 cold call attempts are needed in order to reach a prospect. When you do make contact, you only have a small opportunity to close on your desired call-to-action, which in most cases is a second call with your AE or Product Specialist. In your limited time you have to uncover a need and paint a picture as to why your…

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man in messy home office

Spring Clean Your Prospect Pipeline in 3 Easy Steps

By BDR Tips & Tricks

Springtime has always been one of my favorite seasons. Sunshine, warm weather, and more daylight lets everyone know that the punishment of winter has finally passed and we’re in the clear for at least another six months. Spring is a great time for many activities including hiking, fishing, and… cleaning up your leads? Yup, you guessed it: spring cleaning is upon us! This gives every…

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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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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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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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