Impact
A district director says they are overwhelmed with staffing shortages. Instead of jumping into a pitch, the BDR asks more questions to understand their challenges first.
What is Empathy?
A BDR promises a district they will send information by the end of the day and makes sure it is sent.
What is Deliver on Promises?
A BDR loses a meeting they had been nurturing for weeks. You offer encouragement, share strategies for follow-up, and help them plan the next steps.
What is Support Through Challenges?
A BDR hears feedback from a teammate about how to handle a difficult district objection. They actively listen, ask clarifying questions, and immediately apply the advice in their next call.
What is Active Listening & Action?
A BDR calls a district multiple times without success. Instead of giving up, they refine their messaging, try different outreach approaches, and continue following up until they secure a meeting.
What is Relentless Pursuit?
This sub-value reminds BDRs to act as trusted advisors rather than pushing meetings just to hit activity metrics.
What is Responsibility to Serve?
A BDR is persistent in reaching a district that hasn’t responded yet, because each conversation moves them closer to scheduling a meeting and supporting students.
What is Numbers with Impact?
A BDR believes a district opportunity should be marked as an SAO, but their AE partner disagrees. Instead of insisting on their own perspective, the BDR respectfully shares their reasoning, listens to the AE’s point of view, and they collaboratively decide the best next step for the district.
What is Collaboration over Competition?
A team member shares their career goal of moving into an AE role. Their leader works with them to create a plan with skill-building exercises and mentorship to help achieve both sales targets and long-term growth.
After receiving feedback that their call script isn’t resonating with directors, a BDR updates their approach, tries new strategies, and incorporates lessons from each call.
What is Adaptability?
Instead of treating a call as a one-time interaction, a BDR keeps notes about the district’s priorities for future conversations.
What is Long-Term Relationship Focus?
A BDR hears on two different discovery calls that directors mention a new SDI requirement affecting all teachers in the state. They look deeper into the details and adjust their messaging.
What is Continuous Learning?
A newer BDR is struggling with objection handling. You take time to walk them through your approach, offer tips, and encourage them to try it on the next call.
What is Mentorship & Support?
In a team meeting, a BDR sees a colleague struggling to get a word in. They make a point to step aside and directly ask that teammate for their input, ensuring their perspective is heard.
What is Empowerment & Inclusion?
A BDR accidentally books travel for the wrong dates for an upcoming conference. Instead of ignoring the mistake, they immediately notify their Director, correct the booking, and put a process in place to avoid similar errors in the future.
What is Responsibility for Outcomes?