How to Set Up Your Business Development Function and Measure Its Success
Posted: Tue Dec 17, 2024 8:27 am
If you're thinking of building a team of business development representatives (BDRs) but are having difficulty justifying paying someone who doesn't close sales, read on.
You might need a new perspective along with a program special database designed to get the most of your business development reps.
BDRs are essential because they free your salespeople of many burdensome tasks that take them away from selling. They can :
Qualify leads that arrive from marketing campaigns
Research prospective companies and market segments
Prospect with new customers by calling, emailing, and leaving voicemails
Build awareness with social engagement using LinkedIn
Handle the follow-up calls and nurturing that help turn a lead into a prospect
Deliver sales-ready qualified leads, with the buyer's interest, intent, and an urgency to buy
Thoroughly document all background information about a prospect in your customer relationship management (CRM) system
Set meetings with the prospect and sales representative to make a warm handoff
By relieving salespeople of these day-to-day tasks and ensuring they have a supply of highly qualified leads, BDRs can boost sales productivity. However, that will only happen if you set up your BDR program correctly, then track and measure success.
You might need a new perspective along with a program special database designed to get the most of your business development reps.
BDRs are essential because they free your salespeople of many burdensome tasks that take them away from selling. They can :
Qualify leads that arrive from marketing campaigns
Research prospective companies and market segments
Prospect with new customers by calling, emailing, and leaving voicemails
Build awareness with social engagement using LinkedIn
Handle the follow-up calls and nurturing that help turn a lead into a prospect
Deliver sales-ready qualified leads, with the buyer's interest, intent, and an urgency to buy
Thoroughly document all background information about a prospect in your customer relationship management (CRM) system
Set meetings with the prospect and sales representative to make a warm handoff
By relieving salespeople of these day-to-day tasks and ensuring they have a supply of highly qualified leads, BDRs can boost sales productivity. However, that will only happen if you set up your BDR program correctly, then track and measure success.