BDR stands for Business Development Representative. Which is a very impressive title for someone whose Monday is 80 dials, three live humans, one guy who wants to know how you got his number, and a manager asking why pipeline is light.
The job description said high earning potential. It did not mention explaining your connect rate to someone who has never made a cold call. It did not mention the CRM. It definitely did not mention having to sound enthusiastic on dial 47.
It's actually a great job. This week we're covering the part nobody puts in onboarding. For reps who are new to the seat and managers who put them there.
This Week on the Blog
New Post · Cold Calling
Cold Calling Isn't Dead. You're Just Not Having a Conversation.
Tyler was 90 seconds into a cold call and something rare was happening. The CIO was actually talking. His hypothesis had landed. She was engaged. And then she described eighteen months of integration chaos and her team drowning in it, and Tyler said "cool, are you guys planning to hire?" The call ended two minutes later. Nobody could figure out why.
Read the full postFree Resource · BDR 101
So You Think You Want to Be a BDR.
Before the title. Before the quota. Before the first "we already have a solution." Here's everything you actually need to know. The real version of what this job is, what it takes, and whether it's the right move for you. No varnish. No LinkedIn recruiting copy.
Read the full postRun This on Your Next Call
The one thing to stop doing on cold calls immediately
The moment a prospect says something real, a specific pain, a frustration, a number, most reps file it away and move to the next question. That is the mistake. Here are the three questions that keep you in the moment instead of moving past it.
- 01
"That's exhausting. How long has it been like that?"
Simple. Human. Makes them calculate how long they've been tolerating the thing they just told you is a problem.
- 02
"What is that actually costing you?"
In time. In people. In deals slipping. Most buyers have never done this math out loud. Help them do it and the urgency appears on its own.
- 03
"What happens if it doesn't get fixed before next quarter?"
The downstream is where the real urgency lives. Ask it. Then stop talking. What they say next is the close.
82%
Of B2B decision-makers say sales reps sound unprepared on cold calls. Showing up researched and actually listening to the answers is not a high bar. It is just higher than what most callers are clearing.
SalesSo SDR Statistics · 2026
Unsolicited Recommendations
Podcast · Crime Junkie
Here's my theory: the best enablement people are slightly unhinged and genuinely enjoy solving a puzzle nobody else wants to touch. Which is also the entire premise of Crime Junkie. Understanding why people do what they do, that's the job whether you're in sales or true crime. Highly recommend. Do not listen alone at night.
crimejunkiepodcast.com
Book · Never Split the Difference, Chris Voss
Written by a former FBI hostage negotiator which is either completely unrelated to cold calling or the most relevant book ever written about it, depending on how your Monday is going. Tactical empathy, mirroring, the power of the pause. Every technique in here maps directly to this week's blog. Read it and your cold calls will never sound the same.
Amazon
Show · Paradise
One of the best things to hit TV screens in years and I will die on this hill. Watch it. Clear your calendar and watch it. No spoilers but the pacing, the tension, the writing, it is everything. You'll want to talk about it when you're done and I will be available.
Hulu
One Bad Joke · Except It's Not
A BDR makes 80 calls on a Monday. Gets one live person. The live person says "how did you get this number?" The BDR says it's in the CRM. The live person asks to be removed. The BDR marks them as engaged and moves on. This is called pipeline generation.
Welcome to the job. We're so glad you're here.
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