How do top-performing companies empower their business development representatives (BDRs) and book a crazy number of meetings? The answer lies in a secret formula that combines obsession over ideal customer profile (ICP( accounts, relentless experimentation, multi-channel engagement, multi-threading every account, personalized follow-ups, and automation. Here's how it works:
1. Obsess Over ICP Accounts
The first step is to zero in on your ICP through meticulous research. This helps you target the perfect accounts and contacts, ensuring that your BDRs are focusing their efforts on the prospects most likely to convert.
2. Relentlessly Experiment
Great messaging ideas come from many different places, not just your go-to-market team. Create a culture of innovation and ceaseless progress by encouraging experimentation and feedback. Continuously test and refine your messaging, tactics, and channels to optimize your BDRs' performance.
3. Use Multiple Channels
Harness the power of a diverse mix of channels to reach prospects and elevate contact rates. This includes email, phone, social media, direct mail, and more. By using multiple channels, you can increase your chances of reaching prospects and booking meetings.
4. Multi-Thread Every Single Account
Multiply your chances of booking a meeting by engaging more than one person per account. According to Clari, small deals involve 7 people, medium deals 10, and larger ones 19! By engaging with multiple stakeholders within an account, you can increase your chances of converting the opportunity into a meeting.
5. Keep Them Warm
Just because a meeting is booked doesn't mean you can forget about it. Keep fostering connection between meetings booked and meetings held with personalized follow-ups, so that attendance rates are high. Make sure your prospects feel valued and engaged throughout the entire process.
6. Automate Everything
Delegate repetitive tasks to automation tools so your BDRs can focus on high-impact activities. This includes tasks like data entry, lead scoring, and lead routing. By automating these tasks, you can ensure that your BDRs are spending their time where it matters most.
In conclusion, these sales hacks can cause extraordinary improvements in meeting bookings and conversion to SQL/SQO. By obsessing over ICP accounts, experimenting relentlessly, using multiple channels, multi-threading every account, keeping prospects warm, and automating everything, you can boost your BDRs' performance and drive revenue growth for your organization.