In this week’s Conversations with Women in Sales interview, I talked with Jackie Lipnicki, who at the time of the interview was Head of Business Development Representatives at ScribbleLive She is now working her managerial magic at SalesLoft. We talked about what it takes to be a BDR Superstar.
SDR/BDR teams are an important part of many company’s sales growth strategy. And SDR/BDR reps are often the first personal point of contact with a prospect, so they’ve got to be excellent at what they do.
Listen to the interview to hear from Jackie…
What she thinks makes a BDR truly outstanding in their role.
How important it is for a BDR to research their prospect before reaching out to try and engage them.
You’ll also learn how much research is appropriate because you certainly don’t want to get caught up in analysis paralysis.
Jackie and I also discussed whether or not cold calling dead, and Jackie believes to be the most effective method of prospecting outreach.
Given how important it is to capture a prospects attention quickly, Jackie talked about the best way to open a conversation that will pique interest and lead to a sales opportunity.
Finally, there was some great conversation about what is more important: engaging with a prospect by leading with a buyer persona or with information about their vertical/industry.
Enjoy the interview!
Jackie started out as a 1 woman BDR team at a digital marketing agency. She then transferred to ion interactive where she was a BDR for 8 months. From there, Jackie was promoted to BDR team leader responsible for hiring, training, onboarding, and hitting the same quota as everyone else. She then moved into a BDR manager role with a focus on improving process. Recently, Jackiewas promoted to head of BDR’s for North America to our parent company, ScribbleLive. Responsible for ensuring scalability and long-term growth and success of the BDR program.
Connect with Jackie
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