Many new BDRs figure that volume is the key to finding success. While that is true to an extent, it’s only half of the equation.
The other half is INTENTION. Volume without intention and purpose behind every single activity is useless. You might as well quit now if you can’t be intentional with your actions.
But what exactly does intentional activity mean?
Well, it means that you actually know what result you want from an activity and will put in the extra effort to obtain that result.
For example, do you give up if there’s a gatekeeper? Do you ask for a referral or direction? Do defer to leaving a voicemail or sending over more information?
Those are all actions that don’t have any intention. They are merely roadblocks that having intention would help you maneuver around.
There’s a gatekeeper? Then learn how to get around them.
Calls keep going to voicemail? Find a new number or contact to try.
They ask you to send information? Push back on scheduling the call.
At the end of the day, activity without intention just means you give up at the first signs of resistance. This resistance is what makes prospecting and the SDR/BDR position difficult for most people.
If you want to succeed as an SDR/BDR you need to train yourself to be intentional with your actions. Sure, you’ll get the layups once in a while but the vast majority of appointments you generate will not be easy to generate. Don’t just give up on an account or lead after the first sign of it being a challenging opportunity to pursue.
Training yourself to be intentional is pretty easy, just force yourself to push further than you normally do.
Whatever your current course of action is, add one step.
Do you only reach out to two individuals at a target organization? Make it three.
Does your cadence end after five steps? Well, make it six.
Do you only pushback twice on a call? Make it three.
At the end of the day, you need to always be putting yourself in uncomfortable situations that push yourself past your existing boundary.