Fractional BDR is our most popular service offering. This can be a great help to support Founder Led Sales efforts. We can do the unfun things in sales like the research, emails, and cold calls and save the founders time for higher value sales activities. The major output out of our Fractional BDR engagement are qualified discovery calls.
Create a Plan
The first step in the engagement or to create a sales plan. This will guide the VA Partner team through the relationship. We create the plan through a collaborative process with our clients.
Research
Once we have identified the ideal customer profile and buyer persona we operationalize the information for research. There are a number of tools we use to support the research including LinkedIn Sales Navigator, Wiza, Apollo.io, and AI tools like ChatGPT. We create lists that can be uploaded into a CRM and then actioned.
We like to start the sales cadence with an email. As part of the sales plan we create email templates. We would often create a chain of 3 or 4 emails. The Fractional BDR sends the emails in between other tactics including calls.
Cold Calls
The VA Partners team still finds cold calls are a great way to book discovery calls. We book approximately 60% of our discovery calls through cold calls. The sales plan will have cold call scripts and objection handling. The BDR will role play the cold calls before we reach-out. We target the best times in the day to make the calls and do this on a consistent basis throughout the engagement.
Book Discovery Calls
The main output of the Fractional BDR engagement is a discovery call. These can be booked through email, but are more likely booked through calls. There will be background notes prepared, a calendar invite sent, and confirmation before the planned meeting.
Leverage the CRM
Every action we make is documented in the CRM. The initial contacts and companies are loaded in. We log all calls, even if we don’t connect. Emails are linked to the CRM and all are recorded. Deals are created to see where the opportunities are at and how they are progressing. Reporting and dashboards within the CRM provides visibility on the Fractional BDR’s efforts.
If you are interested in understanding our Fractional BDR can help you grow your sales faster please connect with me.
