Overview
You work for a BPM/outsourcing firm that provides demand generation services to B2B companies. You're executing outbound campaigns on behalf of clients - making cold calls, sending emails, booking meetings. You don't sell Demand Media's services; you're the outsourced SDR for their clients' sales teams.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Outsourced BDR/SDR |
| Sales Motion | Outbound-heavy (client campaigns) |
| Deal Complexity | Transactional (appointment setting) |
| Sales Cycle | N/A (you book meetings, not close deals) |
| Deal Size | N/A (measured on meetings/leads) |
| Quota (est.) | Varies by client - likely 15-30 qualified meetings/month |
Company Context
Stage: Private (BPM service provider)
Size: Unknown (appears to be growing based on hiring)
Growth: Actively hiring multiple DGEs, suggests client expansion
Market Position: One of many B2B demand gen BPM providers competing on cost and quality
GTM Reality
Your Pipeline Sources:
- 90% Outbound cold calling and emails from purchased/scraped lists
- 10% LinkedIn outreach and social touches
How It Works:
- Clients hire Demand Media to generate pipeline
- You're assigned to 1-3 client accounts
- You follow their messaging, targeting, and workflows
- You pass qualified meetings to their AEs
Support Structure:
- Campaign managers provide lists and scripts
- You report metrics daily/weekly to client and internal management
- Limited autonomy - you execute what clients want
Competitive Landscape
Main Competitors: Other BPM firms like Callbox, CIENCE, SalesRoads, Martal Group
How They Differentiate: Likely on cost, quality of leads, responsiveness
Common Objections: N/A (you're making the calls, not selling the service)
Your Challenge: Getting prospects to respond when they know you're outsourced
What You'll Actually Do
Time Breakdown
Cold Calling (50%) | Email/LinkedIn (25%) | Admin/Reporting (25%)
Key Activities
- Cold Calling: 60-100+ dials per day to prospects on client lists. Mostly gatekeepers, voicemails, and rejections. Goal is to book discovery calls for the client's sales team.
- Email Sequences: Send 50-80 emails daily following client templates. Track opens, clicks, replies. Most go unanswered.
- CRM Hygiene: Log every call, email, and outcome in the client's CRM (Salesforce, HubSpot, etc.). Update lead statuses, add notes, maintain data quality.
- Reporting: Daily/weekly reporting on dials, connects, meetings booked, conversion rates. Clients expect visibility into your activity.
- Client Calls: Weekly syncs with client stakeholders to review performance, adjust messaging, get feedback on lead quality.
The Honest Reality
What's Hard
- You're calling on behalf of companies you don't work for, selling products you may not deeply understand
- Prospects often realize you're outsourced, which can reduce credibility
- Scripts and messaging are dictated by clients - limited creative freedom
- Constant pressure on activity metrics (dials, emails sent) regardless of response rates
- Clients may change strategy, pause campaigns, or churn - your accounts can disappear
- Repetitive work - same script variations hundreds of times per week
- Performance reviews based on client satisfaction scores and meeting volume
What Success Looks Like
- Consistently hitting meeting quotas across assigned client accounts
- High client satisfaction ratings on quality of meetings passed
- Low no-show rates on booked appointments
- Clean CRM data and detailed notes that help client AEs close deals
- Getting reassigned to higher-value client accounts as you prove performance
Who You're Calling
Target Prospects: Varies by client, but typically:
- Mid-market B2B buyers (Directors, VPs, Managers)
- IT, Marketing, Ops, Finance decision-makers depending on client's product
- Sometimes small business owners if client targets SMB
What They Care About:
- Solving a specific pain point (varies by client's value prop)
- Understanding if you're wasting their time with irrelevant outreach
- Quick qualification - they want to know if it's worth 15 minutes
Requirements
- Comfortable making 60-100+ cold calls daily with high rejection rates
- Strong phone presence and ability to follow scripts while sounding natural
- Experience with CRMs (Salesforce, HubSpot) and sales engagement tools (Outreach, SalesLoft)
- Resilience to handle constant rejection and maintain activity levels
- Ability to context-switch between different client accounts and value props
- Self-motivated to hit metrics in a remote/hybrid environment
- 1-2 years of SDR/BDR experience preferred but will train aggressive entry-level candidates