The most common comp-based KPI BDR’s are held to is the number of appointments created per month. Securing a qualified appointment is often the primary goal of the BDR, so using this as a significant KPI makes a lot of … Read more
The BDR role can be quite a roller coaster experience. One month you are crushing quota, the next month things seem to be going ok, and then you hit rock bottom the next month. Some combination of this continues. One … Read more
This summer our neighborhood was prepped for fiber optic cable upgrades. This was done by a team of ten men with shovels who dug holes. They dug every day, Monday through Friday, from 7:00 in the morning until about 7:00 … Read more
I have found in both my professional and personal life that I sometimes struggle with being “upfront” and telling someone what really is going on. I will often try and sugarcoat the situation and try to divert attention from what … Read more
Have you ever thought back to your first day on a job and how new and uncomfortable things felt? Occasionally, I find myself picturing years back to my very first day in the business development world. Fresh out of college, … Read more
As another brisk June evening was coming to a close, I had to quickly run into my barn before heading home. As I left the barn, I felt an odd sensation in my right ear. “Oh, my word,” I thought. … Read more
In the business development arena, there’s a dirty word all of us hate to hear and be compared to, telemarketers. It makes our blood boil. We all know the common traits of someone who is a “telemarketer” and why that’s … Read more
Set KPI’s High-performing BDR Teams all have one thing in common; they have a clear, data-driven strategy of what effective KPI’s are. If the only KPI you are managing to are meetings set, you’ll never know why your top BDR’s … Read more
It’s Too Long Oftentimes BDR’s pack too much content in their opening pitch, dragging it to 25-30 seconds and in some (bad) cases even longer. At the end of a long pitch, the decision maker has already had time to … Read more
What is Business Development? Is it the same as Sales? If they are different, what makes them different? The ultimate success of your business may depend on you knowing the answer and implementing an effective strategy. There is a general … Read more