BDR

“And I learned that SDRs or BDRs, whatever you want to call that that frontline, that spear is actually the heartbeat of the company. And I think many founders forget that many entrepreneurs forget that. I respect that job more than any other job since. Because…”

“On the BDR, SDR, it's as good today.”

“We actually have half as many BDRs and sales are up to 60% this year.”

“And I really think most SDRs will die next year, but the meat, and I know we throw around these terms differently. The BDR that sort of smarmily qualifies you that that's going to die. Like we just, there's no need for that with these tools.”

“There will be no BDRs in a year.”

“Go to a company that's not number one in their category. Who's the number one BDR at a second and third place company? Cause that's hard. And if you have a great product and you bring that person into your environment, they'll do really, really well.”

“Account research, lead prep, lead research, figuring out who to call. I think it's insane that companies do that today, that they have BDRs doing manual lead research.”

“AEs, in my humble opinion, should be responsible for their own pipeline. And I'm going to quote one of my sales leaders, Matt Joshi. He says, pipeline is lifeline. I think marketing can help you. BDRs can help you. But at the end of the day, the sales professi…”

“We just shifted to the same thing for our SD. We call them BDRs for outbound SDRs to give a component of the comp based on closed, closed one as well.”

“Absolutely. We at Glean, you know, we have a, you know, and every company I've been a part of, like, I want AEs to be joining, expecting that they have to do outbound, and they're not going to have a BDR. Now, the reality is, is you're going to have a lot of h…”

“Comp BDRs on not net new opportunities, but comp them on closed one. I think it's too far and too long of a thing to do”

“Not only did we hire, you know, our first person to generate leads, but I've done that in my last two startups since as well. So it is the number one hire in my opinion. If you don't have leads, you don't have sales. If you don't have sales, you don't have a c…”

“Instead of investing heavily in BDRs and SDRs and outbound to generate demand, Use your stock options to bring on advisors who can make a fast introduction to the top people immediately and get you in. No BDRs can be able to get a meeting with the CEO of some …”

“Every single month, every BDR on my team kicks out over 60,000 dollars in closed one ACV.”

“One of the things here is don't let your BDRs do lead research. Give them the leads and make sure, and if they say they need to do anything with them, it means your model's broken.”

“Agencies for BDRs and SDRs never work with a few exceptions. The reason they never work is because with. 20 clients, you never learn the product.”

“Typically like a BDR, an outbound BDR wastes like half their time calling bad leads, you know, like having to do research of their own to enrich the leads that they've been given.”

“Each BDR ranks out like over 80, over 60,000 dollars in close one ARR every single month.”

“Don't bother hiring more than one or two BDRs until you figure out this data piece. Cause it just, the economics won't make sense.”

“The best BDR, the most, the best BDRs are the most senior people because they're a phone call away and can easily meet people and the board. And so I really think founders ought to think about how to construct their board and our advisors in a way that they ca…”

“My advice is to keep it self-serve, simple, fast, free, frictionless you don't want any salespeople or BDRs, ah, involved when, ah, people trying to sign up for your, ah, for your piece of software.”

“We hired a BDR whose job is to send leads to partners. Like that's their full-time job.”

“We've learned that because to sell AI and advanced analytics, you have to hire probably an engineering base. And also an MBA is, is not a bad idea because the kinds of people that we like to hit, we don't sell low, right? So these decisions usually have to be …”

“It was within that one to five K range, which is, you know, not very supportive of either sales model, whether it's product led sales or, you know, having BDRs.”

“Industry Wide, what you find is about a three-to-one ratio in terms of three salespeople to one BDR is what's appropriate.”

“What I've seen companies experimenting with that I like is to almost redefine the sales manager role where a traditional inside sales manager might have like eight or 10 reps under them and instead have a sales manager that has six reps under them Plus four BD…”