Outbound Kitchen - B2B Sales Podcast OK8: How Pigment Scaled Their BDR Team from 2 to 50 in 3 years with Alexis Valentin, Global Head of BDRs at Pigment
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On this episode, we talk about:
• Build a 4-tier BDR Academy that retains top performers for 2-4 years
• Structure compensation models across experience levels
• Implement weekly performance metrics that drive results
• Create an enterprise-grade tech stack for outbound prospecting
• Develop business acumen in junior BDRs
• Transform BDRs into Enterprise Corporate Sales (ECS) leaders
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Who is Alexis Valentin?
- Global Head of BDRs at Pigment
- Got expertise in outbound and customer acquisition at major tech firms like Facebook and Dropbox.
More context about the Pigment Sales team:
- ACV: $100k
- Buyer personas: Finance, HR, and Sales teams
- Markets: NA, and EMEA
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Connect with Alexis:
- Subscribe to his growth team newsletter
- Alexis is hiring! Check their career page
- Pigment on Repvue (Top 5% of companies)
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When you're ready
👨🍳 Want to work with me? Send me a DM
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Chapters
(00:00) Scaling from 2 to 50 BDRs
(00:47) Alexis Valentin's Initial Challenges
(02:29) Building the AdBond Tech Stack
(03:58) Hiring and Training Strategies
(04:55) Metrics and Performance Measurement
(12:33) Compensation and Career Growth
(17:50) Evolving Skill Sets and Industry Focus
(23:21) Optimizing BDR Activities
(25:53) Leveraging Marketing Signals for BDR Success
(26:26) Scaling Insights for Effective Prospecting
(27:41) Prioritizing Accounts and Engagement Strategies
(28:25) Growth Team Philosophy and Account Management
(32:34) Segmenting Teams by Company Size
(35:00) Hiring and Productivity Strategies
(38:32) Enhancing BDR Efficiency and Training
(42:41) Adapting to Market Changes and New Techniques
(43:59) Reflections and Future Plans