Category: Inside Sales

The Mid-Career BDR – An Alternative Hiring Model for B2B Demand Generation

A recent Bridge Group study on Sales Development found that the average new BDR hire at tech companies had only 1.5 years of experience. The industry seems to have converged around an ideal profile for BDRs. They are typically young, located in major metropolitan areas, and motivated to grow their career into a field sales role. But just because most…

What is the Best Profile for a Software BDR?

REOne of the most popular strategies for demand generation at tech companies has become hiring a team of Business Development Reps (BDRs) to perform outreach. The goal of a BDR is to engage prospects via email, phone, or social media then schedule an appointment with a qualified lead for the field sales organization. The sales rep performs further qualification and…

Outsourced Demand Generation – 10 Sticking Points to Negotiate with Your Agency

Outside demand generation firms (sometimes called appointment scheduling) can be a critical component of your marketing strategy. They bring a level of data science and technology to cold calling that is difficult to replicate in-house. But the logistics of managing these outsourced sales processes are more complicated than you might think. Below are ten sticking points that often cause friction…

Outsourced Demand Generation – 10 Questions to Answer Before Hiring an Agency

Looking to boost your lead generation results this year? Using an outside appointment scheduling (sometimes called outsourced demand generation) firm could be a key piece of the puzzle. I’d recommend anyone selling B2B experiment with these outside firms. They bring a level of data science and marketing technology that is difficult to replicate in-house. But they are not magicians or…