Tag Archive for: BDR

Inbound Marketing Strategy: How Seismic Software is Using Content to Land Enterprise Clients


Daniel Rodriguez is the V.P. of Marketing at a venture backed software company called Seismic Software. His primary responsibility is generating leads for the sales team.

In this interview, Daniel is going to share the details of how his team has achieved significant success in attracting enterprise level clients (worth about $100K/year) using a combination of both inbound and outbound marketing. We dive into Seismic’s:

  • Inbound marketing strategy
  • How they define their buyer personas
  • How they use LinkedIn to develop their buyer personas
  • Some of the big challenges they encountered early on
  • How much they spend each year on inbound marketing
  • How they create and promote their content
  • How they use LinkedIn groups
  • Some of the assets in the top and middle of their funnel
  • Inbound marketing timeframes – what is a realistic expectation for how long it will take to achieve meaningful results?
  • The outbound marketing process run by their BDR’s
  • How they find email addresses and what they say in the emails they send

This interview is full of demand generation content you are going to love!

B2B Demand Generation Tactics and Hacks with Damian Thompson

Damian Thompson is the founder and chief revenue officer of Demand Genesis, who’s mission is to help 100 service & software firms build the company of their dreams while we build ours. We help companies gain new customers faster, retain existing subscribers longer, and obtain market leadership through Sales & Marketing Automation, Authority Content Creation, and Outbound Lead Generation.

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Our Chat Today

  • What services did you offer when you launched?
  • What was your target market?
  • What went wrong with this?
  • How did you make customers stick longer?
  • How has sales been changed by the internet?
  • How do you find your Business Development Reps?
  • How much do you pay a BDR?
  • What does the BDR do to generate leads?
  • What tools are you using to send emails to prospects?
  • How does voicemail play a role?
  • What tools do you use for phone calls?
  • When a conversation does actually happen, who initiates it?

Additional Resources Mentioned

Sales Strategy: How Tinderbox’s BDR Program is Generating 60 New Customers a Month

Adam Becker details sales strategies for new customer acquisition

Is your sales organization bringing in a steady stream of new customers? In this episode, I interview Adam Becker from Tinderbox. Adam is the Director of Sales for Tinderbox and his role is making sure that the sales and lead generation teams are productive.

Tinderbox is a SaaS company focused on the sales productivity space. Specifically, they work with the documents sales teams are using on a day-to-day basis. This interview describes how Tinderbox uses a sales driven organization to add 50-60 new deals per month with the average deal size of $12-15K annually.

Tinderbox has a somewhat unique issue in that their customers don’t even know they have a problem until they get an education. Want to know the exact process they are going through to get their prospects attention?

You’ll not only learn that, but also learn in painstaking detail:

  • How they are finding people for their team
  • How they are training their team
  • How they are providing lists to their sales team
  • How they are compensating them
  • How the call structure works
  • How many touches it takes to get a prospect to be interested

If you are looking for insight into how to build a BDR program this interview is going to give you a ton of it.

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