How To Win Over Skeptical BDRs: Focus On Customer Pain Points

If BDRs aren’t on board with how marketing is generating demand, we can have our work cut out for us. It turns out the best way to make Business Development Representatives (BDRs) most effective is the same thing that makes us better marketers: Focus on uncovering customer pain points and engage them around their needs.

In this session, you’ll hear how Palo Alto Networks used a collaborative approach between sales and marketing to better understand customer pain points and what BDRs needed to be successful. The secret sauce? Superior demand gen and high-quality leads.

To help us understand this approach, Brenda Wu, Global Firewalls Campaign Manager at Palo Alto Networks, will share how she collaborated with Activate to take advantage of a demand gen program that would resonate with both customers in the front end and BDRs on the back end. The result was a resounding success, creating a synergistic win-win scenario for both sales and marketing teams.

Join Brenda and Ed Grossman, Co-Chair and Chief Strategy Officer, Activate Marketing Services, at B2BMX 2024 as they:

• Unveil a customized program that creates swift, quality interactions between prospects and Palo Alto’s BDRs;
• Discuss the role of flexibility in the demand gen process to drive revenue;
• Uncover examples of pain-point-oriented discussion points that deliver a higher quality prospect for the BDR; and
• Share results of their customized campaign and how you too can surmount challenges posed by ever changing buyer-behavior.