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We asked Kier Johnson, BDR Manager at Zendesk, how he switched gears and changed the tier. Here’s a summary of what he said –
Enterprise companies can be a bear to get in touch with. Whether it’s contactability issues or related to current world events, sometimes it’s just time to pivot strategies.
So, after our BDRs struggled to get traction with big enterprises during COVID-19, we decided to do something we wouldn’t typically do and go after lower-tier customers. And it’s been working for us.
On the other hand, while our BDRs typically focus on acquiring new business, we started focusing on current clients. So we aligned our BDRs to lower value customer accounts to see if there were opportunities for upselling.
We also doubled down on outbound and kept calling and emailing even though it was tough. We had a solid finish to the quarter – our efforts paid off in the end.
Want more of Kier’s prospecting insights? Check out his full article.
Check out more Quick Answers here.
Amy Ingraham
25/9/25