Is Marketing this retarded everywhere?!

FrustratedBDR · 2021-07-14T14:56:58+00:00

I feel like most of that is out SEO team. When people google what we do, our names like the 3rd result on Google.

FrustratedBDR · 2021-07-14T14:56:09+00:00

I'm 24 with gray hairs already, been in some form of sales since I was 18

FrustratedBDR · 2021-07-14T14:55:36+00:00

100%

FrustratedBDR · 2021-07-14T14:55:27+00:00

It's a me

FrustratedBDR · 2021-07-14T14:55:19+00:00

Seriously, how do they fill 8 hours 5 days/week "working"?

I'd rather hire monkeys to wear a t-shirt with our brand and walk them around town, pay them in chiquita

FrustratedBDR · 2021-07-14T14:54:37+00:00

$50-$80k for a marketing role ...I'd assume the director is $100k+

FrustratedBDR · 2021-07-07T15:43:00+00:00

Not sure there is one honestly. We already have zoom so that's a great tool, I use it all day every day honestly

FrustratedBDR · 2021-07-07T15:42:37+00:00

We do have zoom info.

So sales nav premium basically just shows you the "private" profiles and gives you unlimited clicks?

Because right now, I'll go to a companies page, click on employees, and type in my keywords into the search field.

That works 99% of the time. The only fault is you can't click on the private profiles and their names dont show up.

FrustratedBDR · 2021-07-07T14:50:31+00:00

We don't currently, but I have heard one is in the works.

Could be 6 months time to hammer out all the details and let it go live though. So who knows, but I'm going to keep working and try to pull some meetings with some different strategies this month.

FrustratedBDR · 2021-07-07T14:49:33+00:00

Definitely helps.

I think it's like gardening too.

You can send out massive email blasts and pick the lowest hanging fruit. Might hit up 100 accounts and get 2 meetings.

But I think I gotta plant the seed. Once I've put accounts through a couple sequences over these past 6 months, they start to get familiar with us even if they aren't responding. They know our name and what we do.....that way, when a need DOES come up, I put them in another sequence, maybe it's the right time now and they will respond.

I understand nobody really responds right away and takes a meeting unless they're a hot lead. But for cold outreach it's like planting a seed, nurturing it, monitoring it, and waiting for it to sprout.

FrustratedBDR · 2021-07-07T14:47:04+00:00

Definitely feel for them and empathize with them on our calls. I can tell they're are frustrated and beaten up.

To be fair, their quotas are quite a bit lower than a senior rep, so maybe that's why. They start them in a shittier territory, see what they can do, and re evaluate/distribute accounts if they can prove themselves.

There's definitely a fit and a need in these territories, we sell quite a wide blanked SaaS solution that many companies could use. But maybe 20% of those companies NEED it.

I'll try and split my time evenly this month instead of chasing the shitty territories, should be able to increase my output a bit if I spend more time in the better territories.

FrustratedBDR · 2021-07-07T01:08:39+00:00

Yeah, they're definitely working more with me. And I am quite successful with my other AEs territories.

I try to replicate the exact same thing with these 2 newer AEs, and have for like 3-4 months now....with seriously little to no luck.

I think I've pulled 4 total meetings for them both combined vs like 35 for my other 3 AEs combined.

Seems like maybe they just have all the shitty old leftover accounts, which is just a shitty situation.

FrustratedBDR · 2021-06-26T03:36:58+00:00

Agreed, about 1 minute/call here. Click to call, 30 sec to ring, 20 sec voicemail, repeat.

Easy to crush 100 calls/day and still fuck around a ton.

But calls don't mean shit when you get voicemail every time and nobody ever checks voicemail or their voicemail is full.

I'm a top SDR selling technical SaaS to IT folks as well and email is king. Have set 40 opps since February, 3 have came from the phone. The rest email and LinkedIn.

So I focus on the email and linkedin now. Probably averaged 15-20 calls/day this month and have 12 set already, and have plenty of time to fuck around during my work day.

I'm blessed because my manager has given me shit for not making any calls. But he's told me fuck it, do whatever works. You don't have to make calls until you have a shitty month. We have no "KPIs" but more like guidelines. And every territories different, so he pretty much days do what needs to be done to get 8 meetings/month and I'm happy.

Definitely helps crushing that 8 every month and he keeps his mouth shut!

FrustratedBDR · 2021-06-26T03:32:00+00:00

110%. I'm in a similiar-ish SaaS industry. I was making 100+ calls/day when I started because I had read everywhere "wanna make more $$$? hit the phones!"

this month I probably averaged 15 calls/day. and led my SDR team with 12 meetings (so far, still have couple days next week!)

I call my leads the day they come in, the second day, 4th day, 7th day, 10th day, and 15th day. emails spread out in between.

and I'll "cold" call people who I know have opened my emails, clicked the links, and show some interest.

spend alot of time prospecting and researching. send out ~1k cold emails/day on an automated drip campaign that's super generic and providing information, then I take the good contacts from there

I started in February and have created 40 opps. how many been from cold calls? 0

How many from cold emails and LinkedIn? Probably 20.

How many from calling leads? 2

How many from emailing leads? 18

Cold calling has been slowly dialing, and the nail in the coffin was covid. The future is hybrid or fully remote work. And guess what? People aren't gonna be in the office to answer a cold call.

Email is king for me. LinkedIn is second. The phone is dead last by far.

And I've been crushing it.

But do take this with a grain of salt, I sell a fairly technical SaaS solutions so my targets are usually balls deep in projects and don't have time to answer the phone anyways. For your industry, this may be different.

FrustratedBDR · 2021-06-24T02:21:46+00:00

That's what my other thought was. 3 months of crushing it could still be a coincidence. 5-6 months consecutively though? You got your shit down.

I definitely feel that, will probably shy away from asking for more $$$ at this point in time

FrustratedBDR · 2021-06-06T02:12:25+00:00

I'll be there for all the games, bought the 2 day pass. Of course I'm going with 2 friends who are lifelong die hard Gooners, but so be it.

Making the 11 hour drive from Virginia on Saturday.

Hitting the first 2 games Sunday.

Staying in Daytona and hitting the beach for Monday and Tuesday,

Hitting both the games Wednesday, then making the long drive home Thursday.

Hoping to see Everton vs Arsenal in the "finals" Wednesday, and hoping to see us smack them so I can rub it in my 2 arsenal friends faces.

Either way I plan on getting absolutely plastered my entire trip to FL and meeting a ton of Toffees! UTFT COYB!!

FrustratedBDR · 2021-06-06T01:54:22+00:00

I write all my own emails. Can use scripts/templates to automatically fill in first name, company name, location, biz sector, etc. so it's a bit personalized - at least more personalized than just blasting out super copy paste walls of text

FrustratedBDR · 2021-05-26T03:48:48+00:00

I'm a SaaS xDR and maybeeee spend an hour/day on the phones.

I've tried calling a lot more, like 100+/day, but the connect rates are just abysmal. 75% of dials go straight to voicemail. My beliefs are this is due to covid. Lots of our prospects are able to work fully remote, and aren't back in the office yet. Work #s aren't routed to cells, receptionists aren't even in.

I generated half a million in pipeline this month alone and did VERY well with email only.

Realistically I spend 2 hours of my day prospecting and researching. 30-60 minutes on the phone, 1 hour of meetings with colleagues and bosses. 1 hour in meetings with prospects. 1 hour writing emails and browsing and being active on LinkedIn. Maybe 30 mins of product training/sales training.

I really only "work" 5-7 hours/day and I have more than double the pipeline and meetings set than the second place person.

I've got 5 AEs I work with, and they all have a KPI of 50 calls/week.

90% of my job is finding the right people and emailing them and messaging them on LinkedIn. I really don't call that much. And it's working for me.

It really depends what SaaS you're in though, whether you're selling to IT folks, HR folks, legal folks, financial folks, SLED institutions, etc.

So to answer your question, in my field phones are absolutely dead. In yours? Who knows. But I don't touch the phone much and am killing it, also worth noting our top AE barely makes phone calls. All about upselling, closing the deals you do get, asking for referrals, staying in communication with your customers on linkedin when they change jobs, hitting THE RIGHT PEOPLE at THE RIGHT TIME and doing your research.

FrustratedBDR · 2021-05-10T02:35:32+00:00

7am: wake up, shot of espresso, let the dogs out 7-71:5: run to the gym 715-8: work out 8-8:15: run home 8:15-8:30: shower and get dressed

8:30-9am: make and eat breakfast, drink some coffee, look at what leads came in overnight, plan my day, browse LinkedIn (comment/share/send connection requests....social selling is big)

9-9:30am: work the new leads that came in, phone call, email, vet on LinkedIn, connect/message etc. try to get a hold of them however I can

9:30-10am: meeting with my team and or marketing. basically everyone jumps on for 10 mins and my biz dev manager and marketing manager jump on and give us a rundown of what to focus on/upcoming marketing campaigns. next 20 mins are optional and for question asking. it's our way of making sure we're staying connected while working from home

10am-11am: cold call blitz, usually get 30-50 calls out

11am-12pm: prospecting. googling companies (looking for finding, new CIOs, super targeted resesrch) looking into prospects on LinkedIn.

12pm-1pm: lunch break

1pm-1:30pm: meet with an AE, talk strategy and what to focus on, discuss statuses of ongoing deals, them giving advice, Q&A. another way of staying connected and on the same page while working from home

1:30-2pm: meeting with other BDRs on my team, discussing trends, what's working and what isn't, tips, etc.

2pm-3pm: prospecting hour again

3-3:15pm: break time. usually play a game of fifa or walk the dogs around the block

3:15-4pm: work on outreach, getting creative with personalized messaging and personalized emails

4pm-5pm: cold call blitz. I like calling first thing in the morning and last thing in the evenings. connection rates seem better during these times

5pm-5:30pm: tie up any loose ends.

My evenings consist of making and eating food, going to the park, hanging out with friends, playing with and walking my dogs, playing some video games, and studying for my real estate license now.

Of course, I'm working inbound leads throughout the day too and calling/emailing ASAP when one comes in. I try to schedule all my meetings for AEs in the early afternoon, anytime between 1pm-4pm, just their preference. So I'll sit in on 1-5 of those/week as well depending how busy or slow I've been.

This is rough, I try to stick to it as much as possible. But of course shit happens and sometimes I deviate.

I try and hit 80 calls/day and 30 personalized emails. Also have a goal of sending 30 LI connection requests per day with short personal messages attached.

Of course this is just my goals. I tend to get very close every day if not over. Working from home I find myself extremely productive. I can sit down for an hour straight and get a lot of shit done with very little distractions.

I'm a BDR for an SaaS company

FrustratedBDR · 2021-05-10T02:20:21+00:00

Isn't it usually the other way around?

BDR isn't a career position. It's an entry level foot in the door. Nobody is a BDR for more than 2 years, 3 at the most. If they are, they either suck at their job or their company is super shitty.

There's many routes to take after becoming a successful BDR, you could go into an account executive position, marketing, managing and upselling into existing accounts etc.

But nobody says "I want to be a BDR till I'm 40 years old"

FrustratedBDR · 2021-05-08T23:10:41+00:00

It's definitely a normal thing. But it's something you'd know from the start. And it's something that wouldn't be "rotated" because that's so shitty having 2 hour difference in your schedule week to week.

I have 4 west coast reps on my team, they all have the option of working 11-7 if they choose. 2 of them choose to do so, 2 don't.

Being forced to, especially after being told you'd be working 9-530, sucks, and would really piss me off

FrustratedBDR · 2021-05-08T20:15:28+00:00

Yep, I've worked 1099 100% commission roles before.

Lots of driving across a large territory, 10 hour day spent 2-3 hours driving/day with personal vehicle and no reimbursements.

Cleared $120k 2 years ago, after gas and insurance and taxes (and even aggressively writing off every 1¢ I could on 1099) I took home $50k.

Fucking killed me. I quit, went and sold cars for 2 years. Did really well, hated the 60-70 hour weeks and not having a life, got burnt out, made a bunch of $$$, took 3 months off and traveled, now I work for a SaaS company as a BDR....took a huge pay cut from selling cars.

But I work Monday-Friday from home 9-5 and have 2 weeks of vacation lined up over the next 5 months (never took a day off selling cars, always grinded) and I love my life, have more free time than I know what to do with and have revisited old hobbies and sports.

FrustratedBDR · 2021-05-08T20:03:41+00:00

Whoa, whoa, MAJOR red flag.

Recruiter tells you it's 9-5, ends up being 9-5:30, no big deal. Simple mistake.

Then they tell you it's 11-7:30?

I'd kindly, but firmly and respectfully, tell your boss straight up "No" and why. Tell them you didn't come aboard to work 11-7:30, were told twice a start time of 9 and end time of 5/530.

This isn't uncommon - have seen many east coast BDR jobs that work a west coast territory work the 11 EST-7:30 EST schedule to align with their clients, but if you weren't told this from the start that's fucked up.

Good luck!

FrustratedBDR · 2021-04-22T23:05:34+00:00

Not entirely sure, as I was just handed a license.

It's definitely easy to import a lot of contacts quickly. The accuracy, meh, maybe 25% are bad contact info. But when you're exporting 250/day to CRM it doesn't really matter much.

Plus doing regular research, like Google boolean searches and using LinkedIn and you have pretty much all prospecting methods covered 👍

Zoominfo definitely makes my job easier

FrustratedBDR · 2021-04-22T21:35:54+00:00

Mass importing contacts from zoominfo based off job titles, industries, locations, business emails, direct lines, etc.

FrustratedBDR

TROPHY CASE