OK8: How Pigment Scaled Their BDR Team from 2 to 50 in 3 years with Alexis Valentin, Global Head of BDRs at Pigment

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On this episode, we talk about:

• Build a 4-tier BDR Academy that retains top performers for 2-4 years

• Structure compensation models across experience levels

• Implement weekly performance metrics that drive results

• Create an enterprise-grade tech stack for outbound prospecting

• Develop business acumen in junior BDRs

• Transform BDRs into Enterprise Corporate Sales (ECS) leaders

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Who is Alexis Valentin?

- Global Head of BDRs at Pigment

- Got expertise in outbound and customer acquisition at major tech firms like Facebook and Dropbox.

More context about the Pigment Sales team:

- ACV: $100k

- Buyer personas: Finance, HR, and Sales teams

- Markets: NA, and EMEA

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Connect with Alexis:

- ⁠⁠On LinkedIn⁠⁠

- ⁠Subscribe to his growth team newsletter⁠

- ⁠Alexis is hiring! Check their career page⁠

- ⁠Pigment on Repvue (Top 5% of companies)⁠

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When you're ready

⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠

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Connect with me

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Chapters

(00:00) Scaling from 2 to 50 BDRs

(00:47) Alexis Valentin's Initial Challenges

(02:29) Building the AdBond Tech Stack

(03:58) Hiring and Training Strategies

(04:55) Metrics and Performance Measurement

(12:33) Compensation and Career Growth

(17:50) Evolving Skill Sets and Industry Focus

(23:21) Optimizing BDR Activities

(25:53) Leveraging Marketing Signals for BDR Success

(26:26) Scaling Insights for Effective Prospecting

(27:41) Prioritizing Accounts and Engagement Strategies

(28:25) Growth Team Philosophy and Account Management

(32:34) Segmenting Teams by Company Size

(35:00) Hiring and Productivity Strategies

(38:32) Enhancing BDR Efficiency and Training

(42:41) Adapting to Market Changes and New Techniques

(43:59) Reflections and Future Plans