The Future of BDR

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I believe that there is this problem with outbound sales where response rates

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will continue to go down.

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It's getting easier and easier to send more on every single channel.

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So what's happened in the last 18 to 24 months is response rates have gone down

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by half.

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So let's say the BDR motion used to work for a 25k ACV software.

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Now it's 50k ACV.

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So I think that trend is going to continue to get worse.

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Definitely if you're selling something for 100k you can still get BDR to work.

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That's clear.

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I'm not sure that's going to be the case in two years.

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I think we need to be thinking about all of this stuff now and just trying to

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get ahead of it.

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What does the future of BDR look like?

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A combination of being a YouTuber and being this type of builder that

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can create audience and then systems to engage that audience.

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And there's some cold element too but it's like now more than ever and then in

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the future way more than now

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scaling human-human connection through this aggregating audience over video.

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Whether it's on LinkedIn or some other channel we're all walking around with

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devices and we're all just watching this content all day long.

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It's like that's what's going to happen.

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And then there's this other side of it and it could be a different person.

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It could be the same person.

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And I think if it's the same person then you're this total weapon where you can

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build these machines that take in signals and basically reach out to people in

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a semi automated fashion and try to get a positive impact.

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And then you can take them down the funnel or whatever.

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It's just so clear to me that that's what's going to happen.

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We're already doing it.

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But I mean we have a PLG motion that's like a super low ACV so like in some

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ways like of course we're doing it but it's super effective.

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And then if you think about what the day for that person looks like a

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significant part of your job is just like responding and engaging with posts.

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Maybe you wake up and you do that. And then on this team of quote unquote sales

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people.

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I think that the leader of the team is somebody like Alec and he's got a team

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of people and you're sitting there doing idea generation for an hour.

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You're talking about what you saw that like worked yesterday and you know what

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you could do today.

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And then you go make the content.

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And then they work on their machine for a couple hours right they like sort of

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tweak this thing that's like getting people to respond to the content they're

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putting out there.

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They're driving into a site they're driving them to forms or whatever and they

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're just working on how between this machine and AI or whatever it's all

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reaching out and how it's doing and stuff.

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You spend some time dealing with literally writing back to people who have

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positive reply to you or whatever and then that's that's kind of your day which

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is like really different than looking at a report in Salesforce.

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And then going to outreach looking you know basically like trying hitting sin

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and like whatever else.

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And I think that the team compositions going to be a lot different also you

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probably have one of these people for every 10 or 20 of the old school reps

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that you do.

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And the that you used to have.

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And the people who are going to be valuable are the people who are really good

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at these skills like building audience in different markets.

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And then building this machine and proving that you can do it in different,

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different areas.

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Yeah I just like don't see how that's not where it goes.

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[ Pause ]