The War Room
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BDR Backroom Deals

I’ve worked at some places where AEs and BDRs would have backroom deals in order to secure the best leads.


This enabled a culture of the ‘tail wagging the dog’ so to speak where BDRs would shop their leads around for the best offers and AEs would take the bait, often putting themselves at the mercy of the BDR team.


Some AEs refused to play this game but it would only end up hurting their pipe.


Usually, you had to accept a handful of garbage leads for every truly solid lead.


Anyone else come across this sort of thing?

Have you dealt with BDR politics for quality leads?
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🏰 War Stories
2
CuriousFox
WR Officer
+11
Senior Account Executive
No. I don't negotiate with terrorists 😒
CadenceCombat
Tycoon
+13
Account Executive
Haha, the hero we all need.
swerve
WR Lieutenant
+4
Account Executive
This is why your SalesOps team should interject with clear rules of engagement and mapping so this kind of garbage doesn’t happen.
CadenceCombat
Tycoon
+13
Account Executive
I can appreciate that. Huge office politics at play thay enabled this kind of behaviour, unfortunately.

Not sure what its like now since i’ve moved on.
ColdCallPro
Opinionated
+3
Account Executive
Yikes. Really hope this improves. 
CadenceCombat
Tycoon
+13
Account Executive
I don’t work there anymore. Just curious if anyone ever encountered the same thing.
SgtSDR
WR Officer
+7
Business Development Representative
Curious to know how this would work, I thought AE's we're generally given segments/territories and you just handed over the lead to the appropriate AE?
CadenceCombat
Tycoon
+13
Account Executive
At the time, there were no territories. Leads were only categorized based on the company’s posted annual revenue. The mid-market team was free to go after any company under 200-ish million ARR roughly. so there was a lot of room for BDRs to solicite bids under the table for leads.

The company has since moved on to a territory model but they’ve grouped a handful of AEs to compete within these territories but it could ne different now. It’s been a while.

You can imagine why I left. If you’re not part of the inner-sanctum, you had your work cut out for you.
CaptainBrutal
Director of Client Engagement
When I was a BDR I was ruthless. 100 dials minimum a day and 4th or 5th level objection handling. I used to take our the receptionist and marketing teams for lunch twice a Month to ensure any good leads or random inbound calls would come my way. I would also bring them coffee and treats every Friday, they loved me.
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