Designing the BDR Organization for Outbound Marketing
Video Transcript
Recording of Steve Keifer
“Designing and structuring an effective BD organization is a little more complex than you might think. There’s a lot of decisions that you need to make about the best way to set it up.
Five Questions to Consider
For example, do you even want to build a BD team in house, or would it be better to outsource it to an external agency?
If you do decide to build it in-house, you want your reps to be onshore or offshore in a low cost geography.
Who should the BDR team report should report to sales or marketing?
What profile reps do you want to hire? Do you want to hire entry level reps right out of college? This is their first job, or do you want more tenured reps that spent 2 or 3 five years in a sales role already?
And finally, once you get the team up and running, what do you want them to focus on?
Do you want them to be doing outbound cold outreach, or do you want to following up on marketing campaigns and inbound leads?”
