- I know I'm calling you out the blue.
[phone ringing] No answer.
Hi, my name is Joshua,
and this is a day in the life of a business development rep.
I'm a business development rep for Emplifi.
We provide a social marketing tool
for companies and brands
to help better understand their audience.
My role is to seek out new prospects for our company.
A BDR's quota is six opportunities per month.
I am at five opps for the month. So...
[Joshua clapping]
I just need one more opp, and I hit quota.
See if I can get another opp this week or even today.
My rundown for the day: calls in the morning,
introduction meeting with a prospect company,
two meetings with my account executives
throughout the day, one meeting with my manager,
and taking a quick lunch and coffee break
at the coffee shop down the street.
I do work from home, so most of the time,
I'm on my main computer taking calls and emails.
On that initial cold call,
I'm only looking for three to five things.
I'm making sure they use the same tool
that I believe they use.
I'm asking them questions about how they use the tool.
I'm figuring out pain points.
And if I get those pain points, I plug in the value of Emplifi
and try to get them to schedule a demo
so they can see what they may need.
So I'm gonna call
this global brand and social manager.
No answer.
The usual, no answer.
[laughs]
This is a social media manager.
Guess what?
No answer.
Come on, come on.
I just need one today, just one.
No answer.
It's the life of a BDR.
So this job, you definitely learn endurance
and patience and continuing to put that foot forward
in the midst of objections.
Quiz time, y'all!
What are the best traits
for a business development rep to have?
Stick around later. I'll give you that answer soon.
Now let's meet with one of my account executives.
We're gonna go through some cold call role-playing
to practice for the future.
Listen, Evan, I know I'm calling you out the blue.
Do you have 27 seconds to tell you
how Emplifi helps other brands like your brand
consolidate all their social efforts
under one platform?
(Evan) - Yeah, I have a couple
of seconds here. So how can I help you?
(Joshua) - Not hitting quota
can be stressful because our whole job
is dependent on quota,
and you got the whole company looking at you
because you're not hitting quota.
And so I've written a whole bunch of things
around the room to help me keep me mentally sharp
and aligned to recognize that what I give in this job
has meaning. For example,
"Pursue with patience."
So now I'm getting ready to have another meeting
with another AE.
What we're gonna be doing is strategizing
our cold email outreach, specifically for UGC,
which is user-generated content.
- How are you, Josh? What's going on?
- Doing good.
The first one is basically saying
are you satisfied with the functionality?
(account executive) - And then say like something
about "your competitors leverage Emplifi
"to get deep analytics around how they're performing
versus the competition" or something like that.
"I'd love to show you a customized report
that I built specifically for your brand."
- Sales is very competitive, so if you're getting into sales,
you have to have a competitive mindset
because not only are you battling
to get your quota, but you're battling
against other BDRs to surpass their quota.
The skills that I would say you definitely need
to be a business development rep,
sales, specifically,
friendliness, communication skills,
a lot of research skills.
You gotta really be diligent in searching out the gold
and the hidden gems in companies,
whether it's on their websites or social media or articles,
whatever it might be.
All right, so now I'm about to check in with my manager.
We're gonna go through some cold-calling tips
and just check in on how our day is going.
- So the first question should be about their title.
The second question should be
about what tool they use to do that.
And then the third question should be, "Hey,
"I have some software that can do X better.
Would that be helpful for you?"
- Boom, okay. New cold call template.
A pro about this job is working remote.
Fully remote is a blessing.
But on the opposite side of that,
con is you're not around people,
just always being in the house or having to go to coffee shops
without actually physically having someone.
But another pro would be I can work from wherever I want.
If you're looking to go into a BDR role,
I would look into the company and its work environment
and its atmosphere and the culture there,
first and foremost.
I'd look into the types of products and tools
that you would be interested to sell
and actually have a passion for.
It's going to be hard in the beginning,
especially if you're new to sales,
but there is a light at the end of the tunnel.
You'll get into a mature place
where you're able to actually flourish and grow
and be able to teach other people,
like how I have the opportunity to do right now.
Thanks for watching.
Be sure to give us a like and subscribe to the channel,
and we'll see you next time. [audio beeps]
And knowing that this other person needs
what you're selling.
Oh, hey, Fi.
Do we just keep the cat on here? [laughing]
Charles, thanks for taking my-
Ah!
Why do people put their voicemail
as if they're answering the phone?
They're playing with my emotions when they do that.
Ugh. No answer.