Would you rather your BDR run disco to kick off demo calls or never in a million years?
Marth
BDR runs discovery or Nah?
Should BDR's run disco on demo calls?
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22
Discovery is arguably the most important step in the process. Why the ๐ฆ would I put that responsibility on my BDR?
No discovery after the handoff to AE is done.ย If they are handing off during a call, then they should do introductions and then go on mute.ย ย
Our BDRs do some discovery during the first call - and then should hand off.ย ย ย
I've worked in places where BDRs are much more knowledgeable and could run the entire sales cycle by themselves if it was needed - basically, they were very seasoned BDRs and were about to be promoted.ย ย My current BDRs are not that.
Our BDRs do some discovery during the first call - and then should hand off.ย ย ย
I've worked in places where BDRs are much more knowledgeable and could run the entire sales cycle by themselves if it was needed - basically, they were very seasoned BDRs and were about to be promoted.ย ย My current BDRs are not that.
I love my BDR but thats a no from me.
No ma'am no ham no turkey!
Turkey cold cuts and mayo slaps. Yes I am white AF
Don't tease me with a good Lunchable.ย
You always look like a snack Foxy xox
๐ฆโคU
Big noย
Fuck no?
As a rule, if Iโm the closer, unless the BDR in question is in-fact a prodigy, the reason Iโd be the closer and he the development rep, is because they lack the skills to progress the deal.
IDEALLY though, the reps themselves know how to run a discovery, and especially if they have a relationship with the prospect, itโs more familiar for the prospect of the BDR kicks it off. Itโs the best way to learn, and prove theyโre ready to move up.
As a rule though, I say no. Procedure should be crystal clear. I think you can start bending rules when the BDR/AE have a good relationship. Something along the lines of: โyo let me run this disco, I know exactly what this guy really needs and I can tee you upโ
The BDR can lead, the AE can listen and watch the response and then pick up the slack on questions/opportunities missed.
As a rule, if Iโm the closer, unless the BDR in question is in-fact a prodigy, the reason Iโd be the closer and he the development rep, is because they lack the skills to progress the deal.
IDEALLY though, the reps themselves know how to run a discovery, and especially if they have a relationship with the prospect, itโs more familiar for the prospect of the BDR kicks it off. Itโs the best way to learn, and prove theyโre ready to move up.
As a rule though, I say no. Procedure should be crystal clear. I think you can start bending rules when the BDR/AE have a good relationship. Something along the lines of: โyo let me run this disco, I know exactly what this guy really needs and I can tee you upโ
The BDR can lead, the AE can listen and watch the response and then pick up the slack on questions/opportunities missed.
My current organization has the BDR kick off the disco b/c thus far they are the only point of contact. Outside of introducing everyone and shooting the starter gun they go mute and let the AE take the reins.ย ย
Have yet to see an issue with this.
Have yet to see an issue with this.
Depending on the AE/BDR relationship, I've dived further into the qualification.ย
Depends on team size as well. BDR's may go further down the funnel.ย
Depends on team size as well. BDR's may go further down the funnel.ย
I am an SDR and In my company we run the initial discovery.
It gives me good experience but I feel it adds friction to the process
It gives me good experience but I feel it adds friction to the process
Have you come across BDRs doing this? I feel like this would completely ruin my ability to build report.
If they did do the discovery, would my job just be to show up and do a demo, then send a docusign asking for money?ย
If they did do the discovery, would my job just be to show up and do a demo, then send a docusign asking for money?ย
This all depends on the BDR. Most BDRs haven't had much true sales training. They are of the dial, dial, and dial again, school of thought. These particular BDRs should not run discovery or do anything other than set the appointment.ย
I do think that as an AE, our jobs would be easier if there was trust between our self and the BDR. With that being said, I think it is absolutely necessary to train and coach the BDRs we work with, so they can do discovery. By training them properly, building the relationship, and learning to give and receive trust, our jobs become easier and we can make more money.ย
I do think that as an AE, our jobs would be easier if there was trust between our self and the BDR. With that being said, I think it is absolutely necessary to train and coach the BDRs we work with, so they can do discovery. By training them properly, building the relationship, and learning to give and receive trust, our jobs become easier and we can make more money.ย
Tech is so weird to me. All of my BDR roles (not tech) required me to prospect, maintain/manage, and close deals.
Let a BDR source the lead but give it to the person whoโs job it is to close the deal to run The disco.
It depends on whether or not Iโm like, training or mentoring or whatever, or this is a rare BDR that has an actually amazing relationship with them somehow, but Iโll give it a โsituational decisionโ
The cold call should be a light disco - and then a hand-off, they shouldn't be booking themselves any more than 15 minute follow-ups.ย
Nah. Needs to be run by the AE or a VERY experienced BDR that youโre training intentionally and/or promoting to AE.
It also depends what youโre selling and the experience level of the BDR. For more complex sales and products, I will take that discovery call myself every time. Otherwise, for a more straightforward product, it would be nice to have the help.
if the BDR is doing disco on the initial call that sets up the demo thats fine. but when we get to the demo, thats my time.ย
in larger deals Im bringing in our industry expert to layer on top of my disco, not bringing in the BDR again.ย
in larger deals Im bringing in our industry expert to layer on top of my disco, not bringing in the BDR again.ย
I hate when BDRs try to do disco. Even if their notes are great (which they usually arenโt) there are a lot of nuances that get lost. Where did the prospectโs tone change? Which pieces were they most emotional about, etc. There are aspects that are tough to put down in notes.
A decent BDR should already do a good amount of disco when they make initial contact. If they have a great rapport with the prospect then they make the intro and reiterate all of the disco they gathered when they set the demo then handoff to AE. It's the most natural way for the conversation to flow over to the AE.
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