Product and Market Knowledge
Understand your company's product or service inside and out
Learn the problem your product solves and the value proposition.
Study your company’s positioning in the market—know your competitors and what makes your solution different.
Target Customer Research
Identify the Ideal Customer Profile (ICP)
Learn about your customers' industries, typical challenges, and why they would buy.
Understand the decision-making roles you will be engaging (C-level execs, Directors, Managers).
Master the Tech Stack
Get familiar with the CRM and how to manage leads, accounts, and contacts.
Learn how to use sales engagement tools (like Outreach or Salesloft) for sequencing emails and calls.
Use LinkedIn Sales Navigator to identify and prospect potential leads.
Practice using data enrichment tools to gather more info on prospects.
BDR Process and Activity Goals
Start logging outreach activities into the CRM
Begin creating prospecting lists based on ICPs and Buyer Personas.
Complete 20-30 calls/emails per day to build familiarity with outreach strategies.
Work with peers or managers to role-play cold calls and handling objections.
Role-Playing and Feedback
Participate in daily role-playing sessions with peers or managers and use feedback to refine communication skills, objection handling, and your overall approach.
Shadowing and Building Confidence
Observing experienced BDRs to understand best practices.
Just as a car needs to warm up, the BDR is building the confidence to operate at higher speeds.
0 to 30 Days: Starting the Engine and Gearing Up
Goal by Day 30: Become familiar with the tools and processes, set up prospecting cadences, and understand the fundamentals of the product and market.
31 to 60 Days: Accelerating and Gaining Speed
Goal by Day 60: Become comfortable with cold outreach, achieve measurable progress with prospects, and start booking initial meetings.
61 to 90 Days: Reaching Highway Speeds
Goal by Day 90: Consistently book meetings, refine outreach strategies, and contribute directly to the sales pipeline.
Goal Beyond 90 Days: Maintain high productivity while continuously improving processes, adopting new techniques, and contributing more value to the sales team.
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Sustained Performance
Keeping up high levels of productivity without burnout.
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Like improving fuel efficiency at high speeds, BDRs focus on working smarter, not just harder.
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Fairway Digital Media Consulting Services
Fairway Digital Media offers expert consulting services to enhance your inside sales team's effectiveness. We provide comprehensive guidance on BDR best practices, ensuring your team is equipped with the latest strategies and techniques to drive sales growth. Additionally, our technology recommendations focus on optimizing your sales processes, leveraging cutting-edge tools and platforms tailored to your specific needs. Whether it's refining your outreach methods or integrating advanced technologies, Fairway Digital Media is here to help your team succeed.
Contact: Benton Belcher