I think there are three ways we can help BDR’s from becoming “lost” on their teleprospecting calls: . Help them to control the conversation. The first way we can help teleprospectors from becoming “lost” on their calls is to ensure they know who they’re calling.  Help your BDR’s by nailing down the top two or three titles in an organization who would want to buy your product or service.  By understanding exactly who is going to buy your solution or service, you can help your BDR’s to target those titles on their teleprospecting calls.  What do you think?  MORE >>

They do need some help from their managers on this one, because it should be up to them to make their reps feel important and/or understand the significance of what they do, but for the most part, if you’re going to be a great BDR, you should be a creative thinker.  Okay, before you read ANY further, I’m going to spoil this season of LOST for you if you read the following paragraph.  I just want to make sure you understand that.  Skip the next paragraph and move on to the next one if you don’t want this season to be spoiled. You’d have to get pretty creative, right?  You know what?  MORE >>

The way I see it, there are a few ways to help ensure that the folks who are great at qualifying sales opportunities for you to stick around longer: . A couple of things will happen here – one, if that BDR is really good at what they do and the lead flow doesn’t change, you’ll know it may be an issue with the project, and two, if the BDR blows it out, then you know the rep that was first on the project may need more help than you thought.  Now, I’m not really much of a racing fan, car, horse or otherwise.  Even for a flat tire, they’re so fast at changing them!  What do you think?  MORE >>

So, while I’ll leave it to the Marketing and Sales experts to help you align those departments with your future customers, I do see three ways that your teleprospecting teams can do all they can to quicken their aspect of the buying process.  Help your prospects talk by crafting better qualification questions so your BDR’s can spend more time listening. I think if you want to really make an impact on your prospective clients, your BDR’s should start sending relevant collateral with no other motive behind it besides being helpful.  Think about your prospects for a minute.  MORE >>

Who better to help you tweak and reshape their call scripts than a great BDR.  Okay, if you’ve got a stick of gum, a paper clip, three pennies, a ball made of rubber bands, and an acorn who are you?  A lot of folks may say that you’re the contents of the front pocket of a seven year old boy, but they would be wrong.  Actually, the real answer is a flame thrower if you’re in the hands of one Angus MacGyver – yes, THE MacGyver.  You remember him, right?  Like I said, the guy could make a tank out of a broken baby-stroller and a coat rack.  Now, the fact that the guy was inventive?  MORE >>