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Unpopular opinion about BDRs

In software sales there is a tendency of hiring young resources, at their first sales experience as SDR or BDR.


Prospecting (especially outbound) is probably one of the most difficult sales skills. I would argue that anyone could close a very well qualified deal, however not anybody can create outbound pipeline in targeted accounts.


In my opinion outbound should be done by the most experienced sales people in the company: senior reps should have a solid grasp on the value proposition, buyers personas, use cases and are better at articulating the messaging.


Why do we leave the most important task in the sales process to junior SDR and BDR reps?

πŸ”Ž Prospecting
πŸ’Œ Cold Emailing
πŸ“ž Cold Calling
14
JuicyKlay
Politicker
+9
AM
Because senior reps either don’t like cold outreach or think they’re too good for it πŸ€·β€β™‚οΈ
Chep
WR Officer
+10
Business Development Team Lead
Exactly what I was thinking. Spot on answer JuicyKlay
BCD
Politicker
+6
BDR
nailed itΒ 
braintank
Politicker
+6
Enterprise Account Executive
Not everyone can close a well qualified deal. It also takes a fair amount of experience to figure out what a well qualified deal looks like.
Kanyebut4sales
WR Lieutenant
+6
Account Executive
10000%Β 
Lumbergh
Politicker
+3
Sr Account Exec
VERY good point.Β  Proper qualification is something lost on way too many reps I've worked with.Β  Happy ears and bloated pipelines galore
MrNiche
Valued Contributor
+5
Senior Account Executive
Absolutely love this. It typically takes several months to understand what buying signals look like in your industry. My personal preference with the SDR/AE relationship is where there's a 1:1 alignment. An SDR partnering with an AE. But if the AE has a good SDR, they're doing a disservice by not including them on down funnel activities (mostly to listen & learn, not contribute). AEs in this role should be mentoring their SDRs to help them better understand the full cycle beyond the first call. Without exposure, there's no context for them to identify well qualified deals & how to approach them.
salesnerd
WR Officer
+16
Head of Growth
I've seen some organizations where the seniormost SDRs do all the handling of inbound. People assume that inbound is the easiest and therefore should go to the most junior folks... however, they're also your most expensive leads that often close at the highest rate.Β 
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
BDRs in terms of talent, are the gap between SDR and AE.

BDRs should be people who can be an AE in less than 18 months

SDRs should be more junior and fully inbound.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Yeah, I didn't mind prospecting as much in the early days of being an AE. Now I'd really, really prefer to limit my time spent doing that.

And maybe any competent AE could close a well-qualified deal. There are AEs/managers who can screw that up and the general population certainly wouldn't close that deal.
Beans
Politicker
+5
Account Executive
I completely agree.

It is one of the hardest parts of sales, and there's a reason a lot of young BDR's who come from the service industry tend to crush it.


Rallier
Politicker
+9
Account Executive
I agree that it's probably a better way to do things. The issue is that tenured salespeople don't want to do it. Nobody likes cold calling, cold emailing, and generally being a pest. So while it may be a better option, having inexperienced reps doing the hard part still works
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
I agree completely. A BDR role should be a rewarding position in and of itself. BDRs with a year+ of experience that take the job seriously are lightyears ahead of new hires, they should be rewarded for that by having a role designed to happily keep them there. All levels of sales positions require different skill sets and shouldn't be considered a traditional pyramid hierarchy from BDR - AE - Manager - Etc.
cw95
Politicker
+6
Pricing Executive
I've been at my company (tech start up) for 2+ years now and never had good quality inbound leads. I have been 100% outbound prospecting and the only one in the company that does. Gets very tiring very quickly sometimes. Especially when marketing send a campaign randomly to a prospect you've been working on and then claim they got them in haha.
sc
scubasteve
Valued Contributor
+3
Key Account Executive
I am an enteprise AE with a shared BDR. My BDR is awesome, but I still hold myself accountable for building pipeline as well. However, most of my propsecting involves networking (actual networking, not just connecting with people on LinkedIn), leveraging partner and customer relationships, and deeper researched outreach. It would be very challenging to consistently call at a high enough volume on top of my own propsecting and working deals. All in all, it takes a team.
6
Unpopular Opinion
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33
According to LinkedIn this may be an unpopular opinion but... An SDR's job is NOT harder than an AE's job.
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