3 things you'll learn in this episode:

Join me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall.

David's results:

Connect with David on LinkedIn:

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(0:00) Hybrid BDR/AE

(02:25) Becoming a Top Performing BDR at Aircall

(03:23) Identifying Ideal Customer Profile and Pain Points

(06:14) Understanding Conversion Rates by Country

(07:43) Factors Affecting Conversion Rates in Different Countries

(09:38) Using Keywords and Reports in Salesforce for Targeting

(13:04) Learning from Top Performers at Aircall

(14:46) Territory and Account Management

(17:38) Becoming an Expert BDR

(20:28) Using Alerts and Buying Triggers

(22:51) Keeping Track of Alerts and Triggers

(24:20) Prioritizing Leads and Prospects

(25:20) Quantifying Pain Points

(29:32) Approach to Discovery Calls

(36:13) Quantifying Pain Points During Discovery

(39:32) Advice for Aspiring Top Performers

(47:00) Closing and Conclusion

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50: How This BDR Became the Top-Performing BDR and Created $1.75M ARR in Outbound-Sourced Pipeline - David Sánchez, Hybrid BDR/AE at Aircall

Outbound Kitchen - B2B Sales Podcast