BDR Insight: New to Sales

1:14Dominka: Nicole, would you like to briefly introduce yourself? For everyone who doesn't know you yet?

1:18Nicole: I'm Nicole, and I'm a BDR at OB2B.

1:24Dominka: Okay, what does that mean?

1:25Nicole: Well, it means: I send emails, I make calls and I set up meetings.

Dominka: Okay, for whom?

Nicole: For our clients.

1:36Dominka: Is it something where you'd say, that's a job I enjoy doing?

1:42Nicole: Yes, well, over time, yes. At the beginning it was pretty stressful, but by now, yes. I mean, I'm still here.

1:52Dominka: I wanted to ask you what you wanted to be when you were a kid, or when you were little. And the answer I can't expect is probably BDR.

2:00Nicole: No, it definitely wasn't BDR. I mean, when I started working, I had no idea at all what a BDR is. To be honest.

2:11Dominka: None of us knew, actually.

2:13Nicole: I think that's also because it's so abstract. And I was never into this topic, not in sales at all. That's why it was something completely new for me. I didn't know what was coming.

2:26Dominka: How long have you been doing this with us now, exactly?

2:31Nicole: Oh, it's been, I think, 9 or 10 months now. 9 months.

2:35Dominka: Okay, good. And now, after 9 months, how's it going? Do you have a clear picture of what it is? Or do you still have trouble explaining it to the outside world? Because sometimes it was more of a problem for me to explain it to someone than to understand it myself. You do understand it, I think, when you do it day in, day out.

2:57Nicole: Yes, of course. Then you get into the whole thing. But explaining it to other people: "Okay, yeah, and what do you do?" "BDR." "Huh, what's that?" And then I try to explain it somehow, especially, I don't know, to my mom or my dad. But then the next time they ask me: "Okay, but what do you actually do?" And then they ask me the same thing every time. It's hard to explain.

3:22Dominka: Maybe it's also hard to explain because it's somehow a different topic every time, or topics change often, and you can't just say: I sell this and that, or I make calls for such-and-such company. Because every now and then there's a different project, where you can't really settle on something concrete and say: Hey, listen, these are my tasks. I think most people who hear it as laypeople think: Okay, she sits in an office and does something on the computer.

3:59Nicole: Yeah, she makes some calls during the day or something, no idea.

4:07Dominka: Today's topic, what we actually want to talk about, is how you even get started as a BDR, what your start looked like, how you found your way, and to give a few tips to those who want to start or are just at the beginning. Or who are at the point where they think: Hey, we'd like to hire someone who does this, but we don't really know ourselves what such a person would need to bring so that they're actually successful in this job. And I'd say you've been pretty successful in your 9 months with what you do. Your results show that in any case. We don't necessarily have to talk about those, but maybe about this part: How do you get started? Do I need good onboarding? How important is it for me to be able to lean on someone when I don't know what to do next? And is it something you can learn on your own, or more something you really should do as a group to get it right? As a little overview of the whole thing. Right at the beginning: What ultimately made you start this job at all?

5:19Nicole: Well, honestly, you reached out to me. And my first thought was: Sales and me? Especially as an introvert. So I have to call people and sell them something? For me it was: That's not for me. And then I thought, okay, I'd already worked in customer service before, for example, and so I thought: Okay, just give it a try. You have nothing to lose. And then I simply tried it. At the beginning I didn't know what to expect. Like I said, I didn't even know what a BDR is. What am I supposed to do? In the job interview they tell you roughly, they explain what your tasks will be, what you'll be doing and so on. But I still didn't know what was coming. Only through the onboarding did I get into the topic a little, but it was still too abstract for me. It only really started when I actually began making the calls. When you had to do it in practice, so to speak, that's when it was: Okay, now I know what I have to do. Now it's on.

6:36Dominka: Cool. I find that really interesting. Last time we talked with Martin about introverts and extroverts in sales. And it turns out very often that introverted people are very, very good at cold calling. Probably because they bring a kind of empathy, so they don't want to bother anyone directly, but they still have enough ambition to make it happen: that people actually like to listen and also accept a meeting, if the topic was interesting for them, of course. But maybe I'll go back to my own start as a BDR. I thought the same as you, even though I don't think anyone would classify me as an introvert.

Nicole: I'd never have thought so.

7:24Dominka: I'm not one at all, I'm not an introvert. But the thing with sales … I honestly didn't know what I'd signed up for either. I just tumbled in through a former colleague. And I thought: Sales, no, I really don't like doing that. I somehow don't want to prostitute myself at all. I didn't find it charming at all that I'd have to do this now. But when you notice that it's not that hard at all, or that it actually suits you, the calling, or simply chatting with people and trying to see whether they're even a fit for us as partners or for a partner of ours, then it was actually something where you think: Yes, you can be happy with yourself. You could do this a bit longer. That's how it was for me, somehow. The learning curve you go through is really exciting. Especially when you move from one project to the next.

8:33Nicole: And like you said, every project is different, and there are always lots of other challenges coming at you. For me, at the beginning it was too much information: Okay, where do I have to click? What do I say in the conversation now? What if I don't know the answer? It was pretty stressful, I'd say. But then over time, once you've learned it, you just get into it and do it all automatically. It just comes. I don't know how it was for you, but honestly, I had my doubts. But I tried anyway, and then it just came: the first meeting, the second meeting. And then you think: Okay, this is working after all.

9:26Dominka: Exactly the same, yes.

Nicole: Same for you?

9:28Dominka: Yes. I complained constantly that I had no meetings. For about the first 2 weeks. I was completely beside myself: What's going on here? What I'm doing here is crap. No meetings are coming in. I've already talked to a dozen people. And so on. Then all of a sudden it just takes off. Then you notice: Okay, maybe I did something better than the last few times, or now I've really reached the right person, someone who actually needs this.

9:57Dominka: It's not just the calling or the pitch itself. You also need a good database, or rather you need to have done the groundwork in qualifying or pre-qualifying the leads.

Nicole: Exactly.

10:10Dominka: What I see as very important in the BDR job is what the project lead or the client has prepared in advance in terms of contacts. And second, the whole framework behind it, so how you handle the whole thing. It's not just the calling and the emails you send out, but when you do it, how often you do it, at what time you send out the emails, what the email looks like, what the system is that you use to make your life easier. We started out with Excel spreadsheets back then.

10:53Nicole: I was told about that too.

10:55Dominka: It was okay, you can do it that way. We partly automated it where we could. But it's something completely different compared to the tools we use today.

11:06Nicole: Yes, that was a shock for me too, even though I never used Excel. But with the tools and with the CRM, you really have to learn a lot: where to enter what, and when. And then you have to enter the data in parallel, hold a conversation and on top of that think about what you have to say. A lot comes together. And when you're very, very new, you think: Okay, what's this? What do I have to say? What do I have to do? But it all comes with time.

11:41Dominka: Tell me, about the first calls, if you can think back: What were your experiences, or things where you'd say, I never want to go through that again, or actually I did that pretty well, I found that rather nice? Just a first experience when starting out, what it was like for you.

12:01Nicole: Yes, let me think for a moment. Well, at the beginning I didn't want to start calling at all. I typed in the number and then: Okay, now I have to call. Now I'm doing it. Then in the end I managed it after all, and after a few calls it was fine. Of course there were good and bad experiences at the beginning. I remember one call particularly well. I was talking to a contact, and I was still new and unsure, I'd say. And he noticed that, and then he grilled me: And how does that work? And why that? And what is that? And how do you do that? And then I thought: Oh, I totally screwed everything up. That was a disaster. Okay, I'm getting fired right away. It was awful. And then, after I'd talked to Martin and calmed down, I realized: Okay, I stayed calm. I did my best. And it's still like that today with every call: You get better and worse contacts. It also depends on when you catch them, I'd say. Whether they've had a bad day or have a lot on their plate. Especially managing directors, who are right at the top, have their own job to do too. I always put myself in their position, I'd say: How would I react? And then it somehow works out. But that call, I'm telling you, for me it was …

13:52Dominka: Right at the start, too. But I actually think that's a good thing, right?

13:56Nicole: Exactly. I'd say so too. Then you roughly know: Okay, this doesn't happen every day, maybe not every week or every month, but it can happen. And you always learn from it. And the information I didn't know during the call, I looked it up afterwards, and the next time I knew everything. Still know it today. You keep learning.

14:20Dominka: Tell me, is there maybe a positive experience that gave you courage right away, where you said to yourself: Hey, okay, this is going to work out?

14:31Nicole: Yes, well, in general I'd say it was when I actually talked to the switchboard, for example, and noticed: Okay, the ladies or gentlemen are nice, or you get put through. Then I realized: Okay, this works after all. It's going somehow. It's not that bad. And then came the first call, the second, the third. And then when you also talk to the contacts. It was actually pleasant.

14:58Dominka: I find it really interesting that you mention the process and not the success itself. So not your first appointment or your first contact who reacted positively, but rather the reception desk, which you actually have to talk to very often. That you find that the most pleasant, or that it was a kind of realization for you, where you say: Hey, yes, I'm actually pretty good at this, they're letting me through. I actually find that much better than if you'd said it was your first meeting. I'd probably have thought: my first meeting, he said yes, and right away I knew, hey, I'm going to get a second one.

15:38Nicole: Yes, it was also with the meetings, but that came later. Those were just the beginnings. For me that was a success.

15:45Dominka: I like that. And maybe that's also something for the people who will listen to this: that things like that can be celebrated too. Because once the process is in place, the success comes too, right? It comes back to you.

Nicole: Exactly.

16:04Dominka: Do you think this is something you can teach yourself, or do you need someone who supports you day in, day out and walks alongside you?

16:13Nicole: You definitely need Martin. The onboarding, yes. It definitely helped me a lot, because, like I said, I didn't know what to expect. I was just like: Okay, now we have the onboarding. And he also had a lot, a lot of empathy, I'd say. So really, a shoutout to Martin.

16:38Dominka: Great, okay.

16:39Nicole: He was really very good. He explained everything completely, how it goes in conversations: in case this happens, in case that happens. And you always see how you can improve. So it doesn't work without it. At the beginning it was too abstract for me, I'd say, because it only really starts with the calling: Okay, now I know exactly what I have to do there. But it doesn't work without it. It's the theory, so to speak, and then you apply it, in the conversations and with clients and so on.

17:12Dominka: Okay, good. Then it's a good thing we have onboarding.

Nicole: Yes.

17:18Dominka: Tell me, do you like talking on the phone in your private life?

17:21Nicole: No.

Dominka: No? Do you answer when some survey call comes in?

17:25Nicole: Never. I don't do that at all, even if I don't know the number. My ringer is always off. And you have to be lucky to reach me. Usually I see it, but if I don't absolutely have to pick up, then I don't.

17:43Dominka: Are you also one of those who, when she has to make a doctor's appointment, says: Hey, Mom, can you do that for me?

17:51Nicole: Yes, if my mom were with me, I'd be happy to do that. But since I live alone, I do have to do it myself.

18:01Dominka: Okay, got it. It's very often the case that people here don't actually like talking on the phone in private, right?

Nicole: Yes.

18:12Dominka: And I've noticed that since I've been working here, which is 8 years now, I make a lot, a lot more private calls too. Calling doesn't cause me any problems anymore. I don't mean ordering a pizza, but when I was younger it was somehow really tedious for me: calling the doctor and making an appointment or whatever. Nowadays you can do almost everything by email or even WhatsApp, but somehow I don't have a problem with it anymore. Over the years. But what I always do: When a phone survey comes in, I have the patience, I go along with it and answer all the questions they have. Why do I do that? Because I want to keep bad karma away from us. Because if I don't respond now, it could happen that tomorrow no contact picks up for you or something. I'm a bit superstitious there.

19:20Nicole: I get it. Yes, that's quite an interesting way of thinking, I'd say.

19:26Dominka: Good. Nicole, you've been with us for 9 or 10 months now, and you've surely already developed a few tips and strategies that help you quite well. Maybe your own, or something modified from what you were taught in onboarding, by us, or more precisely by Martin and the other colleagues who maybe also helped a bit. What do you think is most important to bring as a BDR in the first place? Which traits or which skills, what system is behind it, to really be a good BDR or to enjoy being a BDR?

20:17Nicole: Yes, well, I'd say above all, and I think everyone always says this: being communicative. Even though, as I said, I'm introverted. But you should be able to talk, I mean, you have to have the words. You should also bring empathy, and adaptability too. But I think it's important to keep your own touch as well. Because I think that brings a bit of that certain something, also for the meetings. With my colleagues in the office, I've also noticed: Everyone has their own style. And I always find it interesting to listen in.

21:02Dominka: Can you maybe give an example of your style, or of someone else from the office, where you'd say, that's actually a positive example I could share with other people?

21:13Nicole: Yes, well, for example: On calls I'm always pretty friendly, sometimes even overly friendly, but people respond well to it. At first I thought they'd be annoyed. But that's also how I am as a person, I don't know, that's me. And that comes across in the calls, that's why it's more authentic, I think. People can maybe identify with it or compare. That's why I think it goes over well.

21:46Dominka: So you definitely don't put on an act on the phone to the point where you no longer know afterwards: Who is Nicole, and who is the person setting the appointments here?

21:57Nicole: Yes, that's important, I'd say. At the beginning it wasn't like that. Back then I kind of stepped out of myself: Okay, this is you now, and later you're Nicole again. Because it was a bit difficult for me to get into it. Or from the other colleagues, you meant too: Some are much more direct, much more driven, I'd say. They want it, and they get it too. I'm more like: Okay, let's take it slow first, and then I work my way up somehow. It's interesting to see.

22:32Dominka: You kind of draw them under your spell, your charming spell, I'd say. A bit like: Yes, hi, this is Nicole. We could set up a meeting, right?

22:41Nicole: Exactly. When would suit you?

22:43Dominka: That time? Yes, wonderful. Okay, that's definitely a method that I think is very effective, and many people use it.

Nicole: Yes.

22:52Dominka: Good. But when it comes to the point where you get a rejection even though you've put in everything you have as a person: What happens with you then?

23:05Nicole: Yes, with me … It was during the first calls, and a few little tears came too, to be honest.

23:15Dominka: Crybaby.

23:16Nicole: Yes, total crybaby. But in the end it has nothing to do with me. I'm doing my job.

Dominka: Exactly.

23:25Nicole: It's just one call, or several, if you get several a day. That's just part of the job. I then sorted it out with myself: You have to be able to deal with it, because in the long run it won't work. You'll wear yourself down crying like that after work every day. No. And it's not worth it either. I mean, for whom, for what?

23:46Dominka: If you analyze the situation from the beginning again, when you actually cried: Can you explain to yourself now exactly why it stressed you out so much? Was it simply the lack of success? Was it the fear that you'd never reach a goal? Was it the fear of getting fired, or something like that? Or what was it? Why do you cry when you've had a bad call?

24:25Nicole: Yes, that's definitely an interesting question. For myself, I'd say it's a bit of an ego thing too, because I'm also a bit of a perfectionist. Everything has to be perfect. And then for me it was: Okay, it's not perfect, and it has to be perfect. But that's not possible in conversations. It's not possible. And that's why I think that was the reason it got to me the most. And in the end I want to achieve the best result for our clients. And I didn't manage that. Then you start to doubt yourself a bit. And that's why it was a problem for me, I'd say.

25:08Dominka: Okay. Can you maybe give one more very concrete tip, or a technique you use, to turn a call into a call where you yourself say, that was successful? It doesn't have to have been an appointment. Maybe it was a conversation with the contact or simply with the switchboard. What's the exact path, or what would simply be a perfect call where you say, I nailed that?

25:40Nicole: Okay, yes, the perfect call: when, of course, you wangle your way up through the switchboard. Of course reaching the contact right away, that would be the ideal case. And when you can also have a concrete conversation with him. Because sometimes the contacts don't have time either. So it doesn't have to end in a meeting, but the main thing is that you know: okay, the contact is interested, he needs the product, he doesn't need it. So that you simply get concrete feedback. Because a no is feedback too.

26:12Dominka: How do you get that feedback? That would be the question here. How do you manage to get the information out of the person? Is that the goal for you? Or is the meeting ultimately the goal for you? Or is it simply your goal to use your 2, 3 minutes to blurt out your pitch?

26:37Nicole: Yes, well, just blurting out the pitch every time, that gets you nowhere. It gets you nowhere. Of course meetings always come first. But it's also good, I'd say: During the conversation I somehow categorize it. Over time you also develop a feel for it: Okay, the contact is very, very dismissive, and you notice he's a tough nut. Then you have to handle him a bit more gently, I'd say. But in the end it depends. If you don't manage to set up a meeting, and you notice: Okay, this isn't going to turn into a meeting, or maybe someone really doesn't need it, then you at least have to manage, and that's how I do it, to send an email. Maybe they'll think differently next time, or you contact them again to see: Okay, is it really a no now, or should you follow up again? So I categorize it a bit and see: Okay, if no meeting comes out of the conversation, at least send an email. If I can't send an email, or I have the contact directly, okay, then get feedback. So it switches a bit.

27:55Dominka: Okay. I like that. What I also always find very, very interesting is talking to people who are a bit stubborn about trying to turn you down but still ask some question, in a really unfriendly tone. But then you notice: Okay, I got through to them a bit, right? Then I hang up, maybe still with a pretty good feeling, and try again in 2 weeks or so. Or in a few days, and then maybe he's in a completely different frame of mind. Because we also send out emails afterwards, and the email can be a little door-opener again, or simply another: Hi, we're actually pretty good at this. What we discussed today, there's a bit more behind it.

28:50Nicole: Yes. And what you said about the emails, that happens quite often too. You can set up meetings directly in the conversation, but sometimes the yeses come by email. That's why they're the two tools, email and calls, they go together. It doesn't work without them.

29:09Dominka: Great, that's definitely true. I agree with you there.

29:13Dominka: Good. What does your day look like? What does a BDR do? Are there morning rituals? Are there lunch breaks that have to be special somehow? Are there coffee or tea varieties you always have to have with you? Is there simply a principle you follow? First I call my way through, and then the emails go out. Or first I look at the pipeline to see what looks promising and where I might get in more easily today. What do you do?

29:49Nicole: Well, my workday: I'm not a morning person, you know, and I really need …

29:54Dominka: You start at 12.

29:56Nicole: No, that doesn't work, then I wouldn't get everything done. But first I have to wake up. I used to be a complete tea drinker. Then, when I started working here, I went back to coffee. Converted. And then I first have to drink my coffee, and in parallel I check my emails and look: Okay, can I already reply to any emails? And then I also look: What needs to be done today? What are the priorities in the projects? How many contacts do I need to reach, or do I need to open new contacts? Just so I get an overview.

30:43Dominka: An overview is important for you, so you just know … Yes, I think so too. I do that very often too, maybe it's not good, but it's already become a habit for me: that in the evening before falling asleep I look at my calendar again and just get an overview of the next day. I think that's important, so as not to lose yourself and to make the best use of your time.

31:12Nicole: Right, that probably also gives me that sense of security: Okay, I know what's waiting for me tomorrow. Then you can fall asleep.

31:20Dominka: Yes, exactly. Or not.

Nicole: Or not.

31:26Dominka: Tell me, if you think about any tools or resources, or whatever you need to have a successful day or to work successfully and efficiently: What would be the things where you say, it doesn't work without that?

31:39Nicole: Yes, well, especially before I start a conversation, I mean when I already have the contact on the line, it's important for me: I only need 10, 15 seconds so that I know: Okay, what can I roughly say? What can I roughly expect? What do I need from the contact? What feedback do I need? What do I have to ask? I always have that a bit in the back of my mind, and it's important to me because it gives me that sense of security again. And what's also very important: managing your time.

32:16Dominka: And you do that successfully?

32:18Nicole: Not every time, because of course there are also the briefings with our clients, and all sorts of things come in. We also have internal meetings and so on. But it can all be done. It's all doable, but you have to be able to manage your time.

32:39Dominka: Yes, I think that's always a topic.

Nicole: Yes. You try.

32:50Dominka: Do you set goals for yourself?

32:53Nicole: Goals, yes. I'd say I'm pretty driven, but I do it somehow calmly. I have my goals: Okay, I want to keep getting better. I want to keep getting better. When I notice, okay, no meetings are coming in, then: Okay, what's wrong here? I've done something wrong. I want to change something right away, I want to see right away: What can I change in my pitch, or what can I do differently? Or also discuss with the project managers what can be done better. And ultimately also for the client. It also depends on what the client's goal is. That's meetings, of course, but what does he hope to get out of working with us?

33:42Dominka: Yes, I think it's good that you want to work on yourself or on your pitch. But I have to disagree a bit there. It's not always down to the person doing it. There are a lot of objective factors that simply influence whether it doesn't work out or whether it's just not the right time. And you can always map that nicely. Anyone who's a fan of analysis sees it very quickly and can maybe take some of the stress off themselves and say: Hey, look, I make a certain number of calls, and they actually work pretty well. I reach a certain number of contacts, and that's also at a number where you should actually be satisfied. The pitch apparently isn't working, because none of the contacts is interested. Is my pitch bad? Could be, but 2 months ago it was actually still pretty good. Maybe I'll change it. I changed the pitch, and it's still maybe not optimal. It may well be that the market simply isn't ready for it at the moment, or people are caught up in a completely different subject area, because political events are also playing a role at the moment. Or because the weather has been bad for months and people simply don't feel like investing, and so on. You also always have to look at objective things before you completely turn yourself inside out and ask: Hey, what did I do wrong? Maybe it's not directly down to you, but also down to the preparation beforehand. Maybe the leads are very badly pre-sorted. That can be the case too. You keep getting new batches of leads and then look again: How do I qualify them? If they're simply badly pre-qualified, that's a problem. But if you notice over several calls that they're simply not the target group that's optimal for the client, then that's a valuable insight you bring back too. And you should see it that way. Of course, in the long run it's a bit annoying when you don't set up any meetings or close any deals, but now and then that's just how it is. It goes up and down in sales. It's never constant.

36:09Nicole: Yes, I can only agree with you there. We had that recently on a project too, exactly the same. I doubted myself, and then, when I talked to the project managers, they said: But Nicole, we changed this, changed that, we adjusted this. You've got the quota, you've got everything, it all fits. So it's not you.

36:28Dominka: Good. It's good to be self-critical. That's definitely true.

Nicole: Yes.

36:33Dominka: We talked about how sales wasn't really where you saw yourself. Now it's a bit different.

36:44Nicole: Yes, well, I now see myself more in this field.

36:47Dominka: Okay. I'm very glad.

36:52Nicole: I mean, I'm happy with what I do. What I also quite like is that it's not monotonous. There's always something going on. Every day is different. Briefings come in, and the people you talk to are always different too. Sometimes they're in a better mood, sometimes in a worse mood. So it's dynamic, and that's what I need.

Dominka: Great.

Nicole: And that's why I like it, too.

37:19Dominka: You can actually say: When you start for the first time, as a rookie or newcomer in sales, you don't have to be born for it, to know from the very beginning: Yes, I want to do this. The two of us are an example of how it really just came with time.

37:44Nicole: Yes, definitely.

37:45Dominka: Okay, for you it's a bit fresher, for me it's been a few years now. But you actually find your way in sales pretty well if you just stay consistent, I'd say. And keep building a routine, but don't drown in it either, so don't really always, always, always run the same pattern. It's also important to change that up now and then.

38:16Dominka: What else did I want to ask you?

Nicole: Have we covered everything already?

38:20Dominka: I think so. No, but we still have a game. Kim has something completely different …

Nicole: Oh yes.

Dominka: I hope we don't embarrass ourselves now.

Nicole: Let's hope so.

38:28Dominka: In front of an audience. We've been given a few terms here, by Kim, and we're actually supposed to play Alias now (a word-guessing game). Alias, sales edition.

Nicole: Yes.

38:51Dominka: We now have to explain the terms we've been given here without using the words written on the cards. And whoever wins … Kim, is there a prize? Yes? There's a prize. There's a secret prize. Maybe we don't even want to get it. But the point is simply to go through a few terms from sales life, to see whether the two of us even have a clue what we're doing. Let's see. And, who wants to start? You.

39:35Nicole: Okay, good.

39:37Dominka: And I have to guess the word. I'm totally nervous. I want to win.

39:40Nicole: I just want to do my best. Okay, 45 seconds.

39:46Dominka: Okay. 45 seconds per term? No? For everything? For everything? Wait a sec. Okay. Yes, go ahead.

39:58Nicole: Okay, here I go. It's a preparation phase, and it starts …

40:04Dominka: Setup?

40:05Nicole: No, rather when you first get a job as a BDR.

40:10Dominka: Onboarding?

40:11Nicole: Yes. It's part of our job, calls. They're not …

Dominka: Cold calls?

Nicole: Yes, but in German.

Dominka: Kaltakquise (German for cold calling).

40:22Nicole: Yes. I work from the …?

40:29Dominka: Home office.

40:34Nicole: They're our …

Dominka: Contacts.

40:38Nicole: Pipedrive is …?

Dominka: A CRM.

40:42Nicole: And we generate …?

40:52Dominka: The highest goal of a call is …?

Nicole: A meeting.

Dominka: Exactly. There are 4 countries, no, there are 3 countries.

Nicole: DACH region.

41:06Dominka: Exactly. You're very friendly on your calls because you have a certain empathy … no, because you want to get past a certain gatekeeper. What's it called?

Nicole: The switchboard.

Dominka: Say it differently.

41:28Nicole: Telephone switchboard.

41:29Dominka: No. Your phone has bad … in the basement.

Nicole: Reception.

41:37Dominka: Okay, good. How do you manage … What do you do all day? What do you do on the …

41:45Nicole: Making calls?

Dominka: No.

Nicole: Having phone calls?

Dominka: Just the first word.

Nicole: Telefonate (German for phone calls)?

Dominka: Yes, singular.

Nicole: Telefonat (a phone call). Okay.

41:57Dominka: Look at that. Yes.

42:00Nicole: You won.

42:01Dominka: Did I win or not? I explained it badly. That's not fair. She won.

Nicole: Okay, awesome.

42:17Dominka: No, Nicole won, because I didn't explain 2 terms well. I'm giving her the win, because I don't know what Kim has prepared as a prize, and then maybe I don't even want it.

Nicole: Thank you.

42:32Dominka: But yes, I put up a good fight.

42:35Dominka: Nicole, I hope that with this episode we've shown people a bit that even perfectly ordinary introverted people, who actually wanted to become tax advisors, can be very successful in sales. And if anyone doubts whether they should start as a BDR and whether they can really find their way: I think it's really, really easy, with a bit of technique you pick up along the way and a bit of hard work, to get really good at it. And that you can really master the supreme discipline of sales, right? Good. That's it from us today. Kim gave us a great game and also did a nice intro for us. I think we had fun. I hope this isn't your last time joining us on the podcast. Do you have a message?

43:43Nicole: Yes, go for it. Go for it. If I managed it, anyone can. I thought I'd never make it.

43:52Dominka: She doesn't mean you should all get married (in German, "sich trauen" means both "to dare" and "to get married"). She means you should dare to just pick up the phone and make calls, right? Okay, good. That's it. See you.

Nicole: See you.