There are hundreds of thousands of BDRs in the United States alone.
The numbers continue to grow as more and more entrepreneurs start their own businesses.
Of course, there are down years where SaaS businesses struggle, therefore BDR (business development rep) hiring comes to a halt. But that doesn’t mean there are no companies growing. It just means that becoming a BDR is much more complex.
Here is how I became a BDR in the SaaS world.
Maybe you can steal a thing or two 😉
1. Why do people want to become a BDR?
One of the main reasons why so many people are pursuing a career as a BDR is that it is an excellent way to gain exposure in the SaaS world.
As most people know, SaaS sales can make you a lot of money.
Working as a BDR allows you to get your foot in the door and learn the ins and outs of the sales process from the ground up.
Most people’s goal is moving from a BDR to an Account Executive, becoming a full cycle sales rep.
However, the role of a BDR is not an easy one.
2. Selling as a BDR.
SaaS sales have become increasingly complex over the years, partly due to the plethora of technologies available to sales teams.
There are now countless tools available that can provide all sorts of data points, such as customer behavior, engagement, and conversion rates. As a result, BDRs must be able to navigate a wide range of software and technologies to effectively identify and qualify potential customers.
This also means that prospects get blown up by BDRs nonstop.
Being a BDR is a grind, it’s very monotonous yet you have to be meticulous when identifying prospects.
To become a successful BDR in the SaaS world, there are several key skills and qualities that you need to possess.
Firstly, excellent communication skills are essential. As a BDR, you will be communicating with potential customers on a daily basis, whether through email, phone, or video calls. Therefore, it is essential to be able to convey information clearly and effectively, as well as build rapport with potential clients.
The second is time management. BDRs typically work on a quota system and are expected to generate a certain number of qualified leads monthly. This means that you need to be able to manage your time efficiently and prioritize your tasks effectively to meet your goals.
In addition to these core skills, there are several other qualities that are highly valued in the world of SaaS sales. These include being a team player, having a strong work ethic, being proactive and self-motivated, and being willing to learn and adapt to new technologies and strategies.
3. How I separated myself from the BDR pack?
BDRs don’t have to be perfect at their jobs and managers don’t expect you to be.
The most important thing I learned early on in my career was to show up every day ready to outwork everyone else around you.
I have never been perfect on the phone or when writing emails.
Honestly, showing some humility on a cold call humanizes you to your prospects and can show your prospects that you are a human.
I talk a lot about controlling the controllables because this is something I was taught as a young BDR by my first manager.
Going back to outworking everyone around you…if you come in every day and simply put in the activity (50, 100, 150 calls whatever that looks like for you), I promise you will succeed.
You will get better every day by simply having conversations with your prospects and learning what they are struggling with.
You will become more confident because you will begin to position yourself as a thought leader in “their space” because you know what your peers are struggling with.
If you consistently put in the basic activity every day, you will get better and see results. Commit to making 10 more calls, sending 10 more emails, and adding 10 more contacts than expected.
This will pay off in the long run.
4. What will you do to stand out as a BDR?
Here are a few questions you can ask yourself if you’re either looking to become a BDR or possibly worried your role may shift if your company isn’t doing well.
1. What are the top performers doing that you aren’t?
2. What resources are you using to learn and grow in the role?
For example, have you subscribed to the SDR Newsletter?
Are you following Nick Cegelski and Armand Farrokh on LinkedIn to see how they crushed it in SaaS sales?
Are you listening to Make It Happen Mondays podcast?
3. How well do you know your prospect?
- What motivates them more than money?
- What do they fear?
- What pisses them off more than getting cut off on the freeway?
- What seasonal changes affect their business?
- What current trends are affecting their business?
- How have they been burned in the past?
In conclusion, becoming a BDR in the SaaS world requires a combination of skills, qualities, and dedication.
With the right mindset and approach, it can be a highly fulfilling and rewarding career path for anyone interested in sales and technology.
Need additional resources to help you on your journey? Check these out.