For AEs: How do you prefer BDRs interact/work with you? Anything that you have done that has provided good results?
For BDRs: How do you currently work with AEs at your company?
BlueJays2591
BDRs working with AEs
12
Advice for SDRs: Book me meetings that aren't complete and total ass and we're G.
Does your company not have guidelines on ass and non-ass meetings?
Of course they do, but we don't punish them enough for putting them through so they continue to do it.
Same with me. However when I was an sdr I used to get grilled. Quality has dropped as it’s all about the sdr numbers now to the sdr manager
That's garbage. The SDR manager needs to be the last line of quality control. It's why I'm measured not just on the point system, but also on the ROI of BDR. Dollar amounts tell a completely different story from an SDR point system.
You're preaching to the choir lol, believe me.
AS real as it gets! Those meetings drive me bonkers!
I meet with every BDR that sends a lead my way to formulate a plan and make sure we are on the same page.
That's good to hear. Too many times AEs look at them like a concierge service instead of a partner. Those that look at them as a partner get a couple extra million dollars in qualified pipeline.
We just implemented a 1to1 AE to SDR pod. I meet with her every morning for 15 minutes to review our Top 50 targets and the daily plan of action. We eliminate or add based on recent intel. I've also added 1-hour block on Thursday for either call review, role play, or act as a general resource for things like a recent question was what does EBITDA and enterprise value mean?
It's a very mutually beneficial arrangement. She gets immediate and direct coaching and can leverage me as a resource for meetings. She's also going to be significantly more intuned to the AE role when she gets promoted.
I get more qualified accounts with a lot of the prep research done. We also are passing info to marketing to hone our ICP and where we differentiate.
It's a very mutually beneficial arrangement. She gets immediate and direct coaching and can leverage me as a resource for meetings. She's also going to be significantly more intuned to the AE role when she gets promoted.
I get more qualified accounts with a lot of the prep research done. We also are passing info to marketing to hone our ICP and where we differentiate.
This is a GREAT response!
I feel as though too much of the AE-SDR/BDR relationship is overlooked. AE: you are a mentor, a coach, a champion. Think you're getting ass meetings? Take a look in the mirror and figure out if you're giving ass coaching/feedback. Want your SDR/BDR to pass you nothing but GOLD? Work with them on what that looks like for you and what they can do to set up the next stage so that an understanding is built that, if they're putting it in your pipeline, it's getting qualified and converted, and you know you're getting a very good Opportunity. WIN/WIN
I feel as though too much of the AE-SDR/BDR relationship is overlooked. AE: you are a mentor, a coach, a champion. Think you're getting ass meetings? Take a look in the mirror and figure out if you're giving ass coaching/feedback. Want your SDR/BDR to pass you nothing but GOLD? Work with them on what that looks like for you and what they can do to set up the next stage so that an understanding is built that, if they're putting it in your pipeline, it's getting qualified and converted, and you know you're getting a very good Opportunity. WIN/WIN
this seems like overkill ha does she not have a manager
She has a a manager and fwiw, I prefer this system. We've had a lot of good success in the early results. Not a single meeting where I said what the fuck is this and a few times where she uncovered seriously good intel that I was able to cold call a Clevel and get a deal opened
This is great. I wish this was implemented more. Not sure why people think a bit of their time each day isn't worth it to spend with BDRs who are actively trying to help you. People complain about bad meetings all the time but rarely outline what a good one looks like. Seems most AEs act like they got to where they are all by themselves and forget about the people that helped them along the way.
I find these posts so interesting, I’ve never in my career had an SDR, always have done full cycle selling. Going to be ramping up a SDR presence for our company and I’m still like baffled by how easy an AES job is going to be.
SDR: work 1:1 with my AE to strategize weekly and hone in on target accounts. Stay honest with him, and I get paid most of the time. My AE also goes the extra mile to help me learn about our industry and also the entire enterprise sales cycle. (I.e. sitting in on demos, contract and implementation calls)
So you work with only 1 AE? That has to be extremely helpful. We have between a 1:4-1:8 BDR to AE ratio, making coverage slightly difficult.
Yeah, currently, I am working with no AE. I round robin my leads off to AE's that work with other SDR's on our team. This is only because my AE resigned about a month or two ago. While I wait for them to either bump someone up (maybe me!) or hire externally, I have to deal with the round-robin. The way our team is structured ---> we have 5 territories (3 enterprise, 2 Strategic) enterprise being 4k - 23999 ee count, then strategic would be anything above 24k ee. Each territory is worked by 1 SDR and 1 Account Executive (only for our tech offerings). One side of our business focuses on creative/branding services which doesn't bring in ARR so it goes to our studio sales team, where we only have 1 AE that works with all the SDRS. However, these leads don't come in that often, so for the most part we all work on a 1:1 basis. Prior to my AE resigning he was the main person I spoke and interacted with everyday, and his success was contingent on mine, so we got along pretty well. Overall though, the 1:1 AE relationship is awesome, and I see how some other sales teams are structured on here, and I find myself more grateful for it.
I fucking love my BDR, I'm a new AE so I try my best to strategize with him.
I compiled a report with some filters I add, talk about strategy and what filters I used and give some examples of messaging too.
I'll also try to help them set up ZoomInfo intent data so we can go after the best accounts.
If they set up good meetings for me and I close them, we all win and I'll toss them some of my commission
I compiled a report with some filters I add, talk about strategy and what filters I used and give some examples of messaging too.
I'll also try to help them set up ZoomInfo intent data so we can go after the best accounts.
If they set up good meetings for me and I close them, we all win and I'll toss them some of my commission
I meet with every BDR that sends a lead my way to formulate a plan and make sure we are on the same page.
I meet with every BDR that sends a lead my way to formulate a plan and make sure we are on the same page.
Let’s be honest the BDR has goals and you have goals as an AE. They are going to book whatever they can with whomever they can, however most orgs I’ve been a part of you have one BDR working for 3 AEs. I used to take it personally when BDRs didn’t give me leads even tho I gave them lists, however I understand we all have a nut to chase and you gotta make that money whatever way you can!
Imeet with every BDR that sends a lead my way to formulate a plan and make sure we are on the same page.
Related posts
Members only
What's tougher - SDR's Job or AE's Job?
52%
SDR
44%
AE
4%
Thoughts in Comment
581 people voted
25 comments