The Business Development Manager (BDM) Chief challenge • Onboarding new reps quickly while continually optimizing outreach and aligning with account executives (AEs) Goals Key metrics • Increase rep performance and • Amount of sourced pipeline outbound lead performance • Conversion from pipeline to • Obtain accurate intelligence on revenue (win rate) top accounts • Contribution of total pipeline • Perform optimal outreach that maps to the prospect’s specific • Average opportunity value persona and challenge Winning with intent data By leveraging intent signals, you can identify in-market accounts, align with AEs, and pursue outreach with a customized, more meaningful approach. The real win? A reduced sales cycle, a better experience for your prospects, and ultimately, more wins for the revenue organization. ThThe Big Book oe Big Book of Intf Intent ent 1212