Most of us are familiar with “Batman” first released for TV, would you believe, on January 12th 1966! Based upon the DC comic book series of the same name, it tells the story of two superheroes, Bruce Wayne (Batman) and his trusted sidekick Dick Grayson (Robin) who defend Gotham City from the dastardly villains. In the series, the bat phone is a secure and effective mode of communication between James Gordon (The Gotham City Commissioner) and Batman. The phone is not dissimilar to how a potential client interacts with a company when they have a problem they need solving. In sales, we would call it an inbound lead and usually a BDR will take the enquiry, which will then hopefully lead to an appointment for the BDM.

BDM (Batman) & BDR (Robin)

A BDM-BDR is a critical relationship and like all great relationships, one built on trust, collaboration, communication and honesty. No better emphasised than Batman and Robin themselves! Both superheroes in their own right and both working together as a team for the good of the city! They were known as the Dynamic Duo, and that is what we should expect from our BDM and BDR relationship. So, let us explore that a bit more….

The BDR (Robin) Responsibilities In The Relationship

A good BDR sets up the BDM for sales success by creating the right opportunities. They do this by adhering to the following principles:

  • Rapport Building – as the first contact point, first impressions sure do count! They need to be using correct language, questioning techniques, and not telling tall stories or stretching the truth to gain an appointment
  • Gap Analysis – they will be finding out a bit about the company and what their need or gap might be and making some notes which in turn will help the BDM with their preparation.
  • Setting Up For Success – they will be making sure that the decision-maker/s are present or at the very least the person/s of influence for the decision-maker. NB: nowadays it is common to see upwards of 7 people involved in the buying process 
  • Expectation Setting – correct expectations are being set, and the meeting has been set up correctly, i.e. a calendar invite or text sent out confirming time, date, who will be in attendance and a summary of the meeting agenda. Then confirmation a day or two prior to ensure that the meeting is going ahead.
  • Communication – communicate with the BDM in an open and transparent manner
  • Good Housekeeping – they will keep up-to-date all relevant information, i.e. SalesForce, contact details, calendar invites, notes, phone logs, confirmations
  • Confirmation – by confirming the appointment the day before it will ensure he or she is utilising the BDMs calendar effectively
  • Excellence – they demand excellence from themselves and the BDM
  • Lead Management/Generation – they will be all across where to source the best leads and manage them in an effective and timely manner
  • Learning – a great BDR is curious and is interested in learning and upskilling themselves. Many aspire to be BDMs, so they look up to people in these positions

THE BDM (Batman) Responsibilities In The Relationship

A good BDM is focused on the correct client acquisition which can derive from leads provided and or self-generated leads. They do this by adhering to the following principles:

  • Preparation – they ensure that they accept the calendar invite and then read all the notes, calls, and do their own pre-research
  • Assumptions – they will make NO assumptions around whether the lead is good or bad but go in with a positive approach. They should not be ringing ahead to pre-qualify if the relationship is one of mutual collaboration!
  • Professionalism – they make sure to be on time all of the time, be prepared (both in appearance and knowledge) have the correct documentation/product offering to be consultative and make the most of the opportunity in front of them
  • Outcome – they will come out of the meeting with either a sale, a second appointment, or next steps confirmed
  • Lead Generation – they create new opportunities, i.e. prospect referrals (see my article on referral selling if you are unfamiliar with this) leads spotted from sourcing, e.g. neighbouring businesses, landmarks, vehicles, flyers, etc.
  • Opportunity Maker – they will be proactive in their activity around contacting their sourced leads and creating an ongoing pipeline for the business they represent
  • Super-Hero Complex – they will not fall into the trap of being “better” than the cape and thinking that lead generation and related activities are not their responsibility. All salespeople have a responsibility to create new pipeline ongoing.
  • Great Housekeeping – they keep their notes, CRM, calendar up to date ongoing
  • Feedback – they will be consistent, kind and constructive with their feedback at all times
  • Excellence – they will demand excellence from themselves and the BDR
  • Thank You – they will make sure they acknowledge and thank the BDR for the part they played in any deal that is secured.
  • Knowledge Sharing – a great BDM is always learning, and an even better one will share their new knowledge with others!

  “It Takes Two Flints To Make A Fire” – Louise May Alcott