Sometimes you’re handed a challenge that requires you to think outside the box and forge your path to success. Such was the case for me when my company tasked me with growing a territory from scratch, sans the luxury of a dedicated Business Development Representative (BDR). While this might seem like a daunting endeavor, it turned out to be a transformative experience that underscored the invaluable nature of BDR skills in outside sales.
A Lone Wolf in Uncharted Territory
Picture this: tasked with growing a territory from scratch, armed with ambition but lacking the support of a dedicated BDR. In an era where BDRs are considered essential assets for driving growth, this might seem like an uphill battle. Yet, it was precisely this challenge that propelled me to adopt a new mindset and embrace the role of my own BDR.
Lessons from Collaboration: Teaming Up with my BDR from BMC Software
While I was never formally a BDR, fate had a way of leading me to the right partnership. Teaming up with m BDR at BMC Software, approximately 15+ years into my sales career, proved to be a game-changer. Together, we conquered call blitzes, collaborated on prospecting strategies, and learned from each other’s strengths. It was through this collaboration that I gained insight into the world of BDRs and honed my prospecting skills. These are valuable skills I have sharped and mastered throughout my career.
A Shift in Perspective: From Rusty to Resourceful
Prior to this endeavor, I had experienced the comfort of selling for a powerhouse brand like Cisco Systems. Yet, I found myself feeling complacent, sensing my skills growing rusty as securing meetings became second nature. However, thrown into the deep end without the safety net of a renowned brand, I realized the critical importance of thinking like a BDR. In a world where securing valuable “at bats” is the name of the game, adopting a BDR mindset became imperative for success.
The Value of DIY BDR Skills in Outside Sales
My journey as a DIY BDR taught me invaluable lessons about adaptability, resilience, and the power of perseverance. It highlighted the essential nature of BDR skills in outside sales, demonstrating that even without a dedicated resource, one can thrive by leveraging the principles of prospecting, relationship-building, and strategic outreach.
Conclusion: Embracing the BDR Mindset for Solo Success
In conclusion, my experience as a lone wolf BDR underscored the transformative power of adopting a BDR mindset in outside sales. By collaborating with BMC’s first BDR and embracing the challenge of territory growth sans dedicated support, I honed my prospecting skills, forged valuable relationships, and charted a path to success. So, to all fellow sales professionals facing similar challenges, remember this: in the absence of a dedicated BDR, you can be your own greatest asset by thinking like one. After all, sometimes the most formidable salesforce is the one you build within yourself.
Anthony Lobosco
