Global Business Development Association (GBDA)

I see gurus confuse SDR and BDR. Usually, it's older Sales and Marketing gurus. I get it, the BDR title wasn't popular before 2011. In 2011, Aaron Ross, popularized the Business Development Representative (BDR) job title and published tactics for this role in his popular book, "Predictable Revenue." In 2022, LinkedIn reported the BDR role as the 6th fastest growing job in the United States. BDRs are the most junior person on the prospecting team typically called the Business Development (BD) team. Here's the difference between SDR and BDR... ? SDR participates in the Selling (Conversion Phase) of the buyer journey. They nurture leads who declared intent, from SAL to SQL. ? BDR's operate before the SDR in the Activation Phase of the buyer journey responsible for prospecting and nurturing leads from IQL to SAL. It's easy for some people to confuse the two roles because prospectors traditionally report to... ? 68% Sales leaders like CRO ? 24% Marketing leaders like CMO ? 8% BD leaders like CGO During the Industrial Age, prospectors traditionally belonged to Sales. The BD profession is one of the fastest growing professions and organizational structures are rapidly evolving to meet the rapidly changing buying behaviors of the highly enabled buyers in the Information Age. You can see that change with the CGO role being the #1 fastest growing title in 2024 according to LinkedIn's annual LinkedIn "Jobs on the Rise" report. That's been the trend since 2020 when LinkedIn first reported CGO as the 2nd fastest title. And here's another interesting trend that may be disturbing to those Sales and Marketing gurus... The CMO and CRO are increasingly reporting to the CGO. Why? Because BD spans the gap between Marketing and Sales and... BD integration activities span the entire customer journey. It starts when a BDR runs with that IQL. BDR or SDR, what's the difference? More and more, it's a lot. Tony Gray, BDP Author of the Business Development Body of Knowledge Get your copy on Amazon today! Click my name + Follow + ?? ?? Boost your BD career with the Business Development Professional (BDP) certification from the Global Business Development Association (GBDA). ??Subscribe to CGO Magazine, our free monthly newsletter. #BusinessDevelopment #CGO #BDR

Ever get stuck on a sales call and have no idea what to ask next? ?? It’s happened to me on cold calls and discovery calls and I’m sure it will happen again. Here’s 3 questions to have in your back pocket for when that total mind blank creeps up on you ???? ?Can you help me understand what you meant by… This will get you a tonne more information which will allow you to gather your thoughts. Sales pros are also guilty of not asking questions when they haven’t understood something. Prospects actually like to be understood so it’s such an easy way to set you apart from competition. ?Can you give me an example of when X happened? This prompts your prospect to think deeper about a challenge and they might have multiple examples. ?How long has this been going on for? This is typically best asked after the first two. This question is great for qualification and helps you to understand how big the challenge is. All of these questions are applicable to a tonne of different scenarios. They buy you time to gather your thoughts but they are also super useful with understanding a situation at a deeper level.

Probably the best LinkedIn outreach I've received. Why is it so good? Well it's simple: ? The personalisation is authentic (something I've worked hard at) ? Sharing 3 easy & actionable tips (for free) ? No pushy CTA (respecting my timelines & calendar) In summary, he is highlighting a challenge I didn't know I had & giving advice. = not sales-y but consultative. How could you apply the above structure to your messages? P.S. If you need more help with optimising your LinkedIn profile or attracting more leads then recommend having a convo with Arpit Sharma #sales

What’s it take to become a Chief Growth Officer? CGO is the pinnacle position of the Business Development profession. CGO Magazine posts daily promotions and profiles of new CGOs. Each month we analyze key attributes of CGO LinkedIn profiles to help business developers navigate their careers to the top. Here are the career stats for 67 CGOs promoted since June... ? Female = 32% ? Company Size (median) = 675 ? Had a prior CGO role = 19% ? Located in USA = 82% ? Top Career Path = Operations 43% ? First Job = Operations 52% ? Total Years in Business (median) = 26 years ? Have an undergraduate degree = 96% ? Top Undergraduate Degree = BA ? Have a Postgraduate Degree = 40% ? Top Postgraduate Degree = MBA Congratulations to all the new CGOs! Tony Gray, BDP Author of the Business Development Body of Knowledge Get your copy on Amazon today! Click my name + Follow + ?? ?? Boost your BD career with the Business Development Professional (BDP) certification from the Global Business Development Association (GBDA). ??Subscribe to CGO Magazine, our free monthly newsletter. #BusinessDevelopment #CGO #BDR

How will we know our marketing program works if it doesn't generate short-term revenue? Here are 3 areas to look at and explain to your revenue team: 1. SALES PIPELINE VELOCITY. Positive changes in the sales pipeline velocity mean positive changes in the revenue metrics: - Higher ACV (average contract value) - More sales opportunities sourced from marketing - Higher win rates - Shortened sales cycle It's the ultimate metric to look at when launching long-term marketing programs or operating in a market with long sales cycles (6 months +). You might not drive short-term revenue, but help sales to close more deals while shortening sales cycle. 2. TRACTION SIGNALS AND SMALL WINS. What was your team able to achieve that wasn't possible before launching a marketing program? Example. Before: Sales couldn't connect and engage with decision-makers from target accounts on LinkedIn. Acceptance and reply rates were miserable. Now: The sales team had 30 conversations on LinkedIn with the target decision-makers. The pilot team was able to connect and engage with 60% of the target accounts. When you present a new marketing program and explain the big picture, it always makes sense to share and be aligned on the small wins as intermediate metrics. 3. FEEDBACK FROM TARGET ACCOUNTS AND CUSTOMERS. Embed customer research into the onboarding process and ask customers: - How did they hear about your company? - What channels did they use? - What influenced their decision? Combine the insights with digital analytics and get a clear picture of what programs influenced the buyer journey. --- A lot of great marketing initiatives are shut down by stakeholders at the presentation stage just because marketers can't explain: How do they know the program works if it doesn't generate immediate revenue? It can be easily improved by: - Collecting current revenue metrics and sales pipeline velocity indicators - Incorporating existing challenges into a new program - Presenting the feedback loops Prove that you know what you do and keep rocking!

I interviewed an SDR who hit 155% in Q3... Here are the 4 things they swear by: ??. ?????????? ?????????? ?????????? ? 3 ''high relevance'' emails hitting 1 problem per sequence. ? 1 problem per email. Under 50 words. ? 1 highly relevant story based on the problem you solved per email. ? One ''low friction'' CTA. E.g. Can I send a 30-second video explaining more? ??. ???????????????? ???????? ?????????????????? ?????? ???????????????? ???? ???????????????? ? Stop saying ''agree'', ''great news'' or something similar ? Use challenge-based questions to start the conversation ? Share alternative opinions to your prospects + support with stories ? Use the CTA - ''can I DM you''? ??. ?????????????? ???????? ??????'???? ?????????? ???????????????? ???????????? ? 30% of prospects aren't in market right now ? Tailor ALL content to them on a 1:1 basis so they remember you. ? Don't send long case studies. Stay ''on problem'' with every touch point. ??. ??????????/?????????????? ??????????????: ? STOP inviting everyone to every event and webinar in your list. ? Match the problem the webinar or event will focus on to your personas. ? Only invite personas with an explanation of why it's useful to them. Hitting quota has been really tough in 2024. Good news -- it's not impossible ?? Hope it's helpful, my SDR friends. ?? Repost if you fancy it. Thanks! PS. Free cold call scripts x4 here: https://lnkd.in/e2CKDQSG