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

3 things you'll learn in this episode:

• How to become a top performer.
• How to identify your Ideal Customer Profile using your CRM reports.
• How to quantify pain points during discovery calls

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

David's results:

• First BDR at Aircall to reach the Expert BDR position.
• Created $1.75M ARR in outbound sourced pipeline.
• Sourced $400k ARR in Closed Won Revenue.

Connect with David on LinkedIn:

https://www.linkedin.com/in/saleswithdavid/

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Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠

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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