A day in the life of a BDR
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A BDR typically spends 43 minutes per day on activities that reduce selling time like pre-call planning, dialing, emailing, and calendaring. Paid tools can help minimize this "drag" by automating tasks like call planning, dialing, email templates, and shared calendars. Adopting these tools could gain a BDR an additional 5.9 selling days per quarter to focus on actual sales.
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A day in the life of a BDR
- 1. 1 A Day in the Life of a BDR 321 selling minutes* * YMMV
- 3. 3 4 Main Sources of Drag • Pre-call planning • Dialing • Emailing • Calendaring
- 4. 4 Pre-call Planning Drag: 18 minutes/day
- 5. Pre-Call Planning: 5 Google/Alerts Not this But this
- 9. Trigger Event: Special 9 Mention
- 11. 11 =
- 12. 12 = =
- 13. 13 Dialing: FREE
- 14. 14 Dialing: PAID
- 15. 15 Dialing: PAID
- 16. 16 Email Templates/CRM Drag: 8 minutes/day
- 19. Email Templates: In 19 Outlook
- 24. 24 Call planning: 18 mins Dialing: 11 mins Emailing: 08 mins Calendaring: 06 mins 43 mins
- 25. 25 vs. + 5.9 selling days / quarter
- 26. 26 Feel free to reach out. Matt Bertuzzi (617) 764-5125 @mattbertuzzi
Editor's Notes
- A day in the life of a Sales Prospector*YMMV = your mileage may vary
- I like to think of anything that takes away selling time as drag.
- A huge source of drag is inefficient pre-call planning.A lot of it comes down just to poor use of google/the web.
- Let’s say you sell against basecamp and you want competitive ammo.A search like “basecamp sucks -everest” is much more efficient than just “basecamp”.Net net reps need to be amazingly efficient googlers.
- Free tool – InsideViewfreemium
- Paid tools – InsideView & iSell
- Awesome free tool – Job Change Alerts from SalesLoft
- The second source of drag is manually dialing the phone.
- Keypad is to horse & buggy
- ---AS---Click-to-dial is to holodeck
- A free dialing tip is to trick out your CRM.Why not add dialing tips (aka the exact keystrokes that get you to the correct extension)?Is it obvious if the number is a direct dial? How about timezone?
- Paid tools – Skype, M5 (now Shoretel Sky) and insidesales.com
- Automating no only THE DIAL but also LOGGING/DISPOSITIONING the call is a huge timesaver
- The third source of drag is cut/copy/paste the same email over & over again.
- Free tool – Yesware (build your own templates)
- Paid tools – Pardot, Marketo, Eloqua, Act-on
- Outlook/Gmail/Salesforce.comintegration is keyBe available where the sales reps live
- The fourth source of drag is calendaring.Trying to coordinate a 1) your own, 2) a prospect’s and 3) a sales partner’s availability is like a game of 3D battleship.
- Shared (and real-time) calendars are major drag reducers.
- Paid tools – TimeTrade
- Sales Reps are using schedule-your-own-time calendars to avoid the Battleship game.
- MATH!
- The difference between DRAG and EFFICIENCY can be ~6 selling days a quarter.