Elliott Duck’s Post

2023 killed the Predictable Revenue model. Response rates have dropped 50% and are getting worse. Does that mean the BDR is dead too? Absolutely not. Here’s what the future of the BDR role looks like: BACKGROUND: Here's how I view the trends in Outbound Sales (and the world in general):  - Response rates are down b/c automated prospecting is growing exponentially - Sales management combats lower response rates with higher activity targets - AI generated “B- Sludge” puked out on every channel pours salt in the wound  Meanwhile... - Every day it gets easier for prospects to do their own research - Authenticity (content with a unique POV) gets amplified in the AI world - “Influencers” become larger and more valuable by the second So here's my question: In a world where prospects are doing their own research and the best, most authentic content is being served to the most people, who is doing demand creation and demand capture?  Answer: BDR Influencers What is an “Influencer”?  Someone who has the skills to build an audience (or community) around a set of ideas - probably using video - whose name is known, whose face is trusted, and who has a unique point of view. Here’s what a day in the life of a BDR in 2034 might look like:  8:00-9:00am: Respond to comments on other peoples’ posts (and your own) 9:00-10:00am: Idea generation with the rest of the outbound sales team (all influencers) 10:00-11:30am: Write a longform LinkedIn post, record a YouTube video, AI edits and posts.  11:30-1pm: Workout / lunch.  1:00-3:00pm: Absorb other top performers’ content across networks, comment intelligently. 3:00-4:00pm: Analyze metrics of automated outbound machine, tweak, improve, etc. 4:00-4:30pm: Follow-up on positive replies, move prospects down funnel.  4:30-5:00pm: Meet with team for second ideas session, share what was interesting from the day. TAKEAWAY: It’s 2024.  The Predictable Revenue model has been dead for 18 months.  Some people think Outbound Sales as we know it is dying right along with it.  And they may be right…  All of the trends that killed the Predictable Revenue model are only getting worse.  What does that mean for the next generation of Outbound sellers?  Take a look at how the top YouTubers run their lives.  Because in 2034, that’s going to be how pipeline gets created.

2023 killed the Predictable Revenue model. Response rates have dropped 50% and are getting worse. Does that mean the BDR is dead too? Absolutely not. Here’s what the future of the BDR role looks like: BACKGROUND: Here's how I view the trends in Outbound Sales (and the world in general):  - Response rates are down b/c automated prospecting is growing exponentially - Sales management combats lower response rates with higher activity targets - AI generated “B- Sludge” puked out on every channel pours salt in the wound  Meanwhile... - Every day it gets easier for prospects to do their own research - Authenticity (content with a unique POV) gets amplified in the AI world - “Influencers” become larger and more valuable by the second So here's my question: In a world where prospects are doing their own research and the best, most authentic content is being served to the most people, who is doing demand creation and demand capture?  Answer: BDR Influencers What is an “Influencer”?  Someone who has the skills to build an audience (or community) around a set of ideas - probably using video - whose name is known, whose face is trusted, and who has a unique point of view. Here’s what a day in the life of a BDR in 2034 might look like:  8:00-9:00am: Respond to comments on other peoples’ posts (and your own) 9:00-10:00am: Idea generation with the rest of the outbound sales team (all influencers) 10:00-11:30am: Write a longform LinkedIn post, record a YouTube video, AI edits and posts.  11:30-1pm: Workout / lunch.  1:00-3:00pm: Absorb other top performers’ content across networks, comment intelligently. 3:00-4:00pm: Analyze metrics of automated outbound machine, tweak, improve, etc. 4:00-4:30pm: Follow-up on positive replies, move prospects down funnel.  4:30-5:00pm: Meet with team for second ideas session, share what was interesting from the day. TAKEAWAY: It’s 2024.  The Predictable Revenue model has been dead for 18 months.  Some people think Outbound Sales as we know it is dying right along with it.  And they may be right…  All of the trends that killed the Predictable Revenue model are only getting worse.  What does that mean for the next generation of Outbound sellers?  Take a look at how the top YouTubers run their lives.  Because in 2034, that’s going to be how pipeline gets created.

2023 killed the Predictable Revenue model. Response rates have dropped 50% and are getting worse. Does that mean the BDR is dead too? Absolutely not. Here’s what the future of the BDR role looks like: BACKGROUND: Here's how I view the trends in Outbound Sales (and the world in general):  - Response rates are down b/c automated prospecting is growing exponentially - Sales management combats lower response rates with higher activity targets - AI generated “B- Sludge” puked out on every channel pours salt in the wound  Meanwhile... - Every day it gets easier for prospects to do their own research - Authenticity (content with a unique POV) gets amplified in the AI world - “Influencers” become larger and more valuable by the second So here's my question: In a world where prospects are doing their own research and the best, most authentic content is being served to the most people, who is doing demand creation and demand capture?  Answer: BDR Influencers What is an “Influencer”?  Someone who has the skills to build an audience (or community) around a set of ideas - probably using video - whose name is known, whose face is trusted, and who has a unique point of view. Here’s what a day in the life of a BDR in 2034 might look like:  8:00-9:00am: Respond to comments on other peoples’ posts (and your own) 9:00-10:00am: Idea generation with the rest of the outbound sales team (all influencers) 10:00-11:30am: Write a longform LinkedIn post, record a YouTube video, AI edits and posts.  11:30-1pm: Workout / lunch.  1:00-3:00pm: Absorb other top performers’ content across networks, comment intelligently. 3:00-4:00pm: Analyze metrics of automated outbound machine, tweak, improve, etc. 4:00-4:30pm: Follow-up on positive replies, move prospects down funnel.  4:30-5:00pm: Meet with team for second ideas session, share what was interesting from the day. TAKEAWAY: It’s 2024.  The Predictable Revenue model has been dead for 18 months.  Some people think Outbound Sales as we know it is dying right along with it.  And they may be right…  All of the trends that killed the Predictable Revenue model are only getting worse.  What does that mean for the next generation of Outbound sellers?  Take a look at how the top YouTubers run their lives.  Because in 2034, that’s going to be how pipeline gets created.

2023 killed the Predictable Revenue model. Response rates have dropped 50% and are getting worse. Does that mean the BDR is dead too? Absolutely not. Here’s what the future of the BDR role looks like: BACKGROUND: Here's how I view the trends in Outbound Sales (and the world in general):  - Response rates are down b/c automated prospecting is growing exponentially - Sales management combats lower response rates with higher activity targets - AI generated “B- Sludge” puked out on every channel pours salt in the wound  Meanwhile... - Every day it gets easier for prospects to do their own research - Authenticity (content with a unique POV) gets amplified in the AI world - “Influencers” become larger and more valuable by the second So here's my question: In a world where prospects are doing their own research and the best, most authentic content is being served to the most people, who is doing demand creation and demand capture?  Answer: BDR Influencers What is an “Influencer”?  Someone who has the skills to build an audience (or community) around a set of ideas - probably using video - whose name is known, whose face is trusted, and who has a unique point of view. Here’s what a day in the life of a BDR in 2034 might look like:  8:00-9:00am: Respond to comments on other peoples’ posts (and your own) 9:00-10:00am: Idea generation with the rest of the outbound sales team (all influencers) 10:00-11:30am: Write a longform LinkedIn post, record a YouTube video, AI edits and posts.  11:30-1pm: Workout / lunch.  1:00-3:00pm: Absorb other top performers’ content across networks, comment intelligently. 3:00-4:00pm: Analyze metrics of automated outbound machine, tweak, improve, etc. 4:00-4:30pm: Follow-up on positive replies, move prospects down funnel.  4:30-5:00pm: Meet with team for second ideas session, share what was interesting from the day. TAKEAWAY: It’s 2024.  The Predictable Revenue model has been dead for 18 months.  Some people think Outbound Sales as we know it is dying right along with it.  And they may be right…  All of the trends that killed the Predictable Revenue model are only getting worse.  What does that mean for the next generation of Outbound sellers?  Take a look at how the top YouTubers run their lives.  Because in 2034, that’s going to be how pipeline gets created.

2023 killed the Predictable Revenue model. Response rates have dropped 50% and are getting worse. Does that mean the BDR is dead too? Absolutely not. Here’s what the future of the BDR role looks like: BACKGROUND: Here's how I view the trends in Outbound Sales (and the world in general):  - Response rates are down b/c automated prospecting is growing exponentially - Sales management combats lower response rates with higher activity targets - AI generated “B- Sludge” puked out on every channel pours salt in the wound  Meanwhile... - Every day it gets easier for prospects to do their own research - Authenticity (content with a unique POV) gets amplified in the AI world - “Influencers” become larger and more valuable by the second So here's my question: In a world where prospects are doing their own research and the best, most authentic content is being served to the most people, who is doing demand creation and demand capture?  Answer: BDR Influencers What is an “Influencer”?  Someone who has the skills to build an audience (or community) around a set of ideas - probably using video - whose name is known, whose face is trusted, and who has a unique point of view. Here’s what a day in the life of a BDR in 2034 might look like:  8:00-9:00am: Respond to comments on other peoples’ posts (and your own) 9:00-10:00am: Idea generation with the rest of the outbound sales team (all influencers) 10:00-11:30am: Write a longform LinkedIn post, record a YouTube video, AI edits and posts.  11:30-1pm: Workout / lunch.  1:00-3:00pm: Absorb other top performers’ content across networks, comment intelligently. 3:00-4:00pm: Analyze metrics of automated outbound machine, tweak, improve, etc. 4:00-4:30pm: Follow-up on positive replies, move prospects down funnel.  4:30-5:00pm: Meet with team for second ideas session, share what was interesting from the day. TAKEAWAY: It’s 2024.  The Predictable Revenue model has been dead for 18 months.  Some people think Outbound Sales as we know it is dying right along with it.  And they may be right…  All of the trends that killed the Predictable Revenue model are only getting worse.  What does that mean for the next generation of Outbound sellers?  Take a look at how the top YouTubers run their lives.  Because in 2034, that’s going to be how pipeline gets created.