How BDR Enablement Is Different Than Sales Enablement with Charlie Herzog #014

In this episode I’m researching what’s working on the frontline with an actual practitioner. This is someone that I have worked with personally and have seen first hand the incredible impact his focus on BDR enablement has had on a large team of over 40 global BDRs.

Charlie Herzog is the Global Manager of BDR Enablement at Tricentis.

During our interview Charlie talks about all things BDR Enablement. How it's different from Sales Enablement, what he focuses on, and the types of activities he engages in on a daily basis.

We also get into how he made the transition from BDR to BDR Manager and eventually to a Global BDR Enablement Manager position. Anyone that wants to go down the same path will want to stick around until the end because Charlie shares exactly what you should do now if you are a BDR or BDR Manager looking to pivot their career into enablement.

#salesconsultantpodcast #bdr #sdr #salesenblement #salestraining

Time Stamps:

[00:00] We waste no time jumping right into the first question. Having someone dedicated to BDR Enablement isn’t something you see a lot of so I wanted to start by understanding what part of the organization he rolled into which is Marketing Operations.

[2:30] Over 100 Aes and over 40 BDRs. There was no specialized BDR enablement role when he joined.

[4:00] The number one focus in his role is “Process & Training” and what its sole purpose is.

[5:40] The difference between Sales Enablement and BDR Enablement

[9:00] Talks about how much time he focuses on call training vs email and other types of enablement.

[12:30] Explains the work he does around onboarding being that he trains every new hire. Then shares how he works with the BDR managers providing ongoing support to help develop reps and prepare them for the next step.

[20:10] Why Charlie made the pivot in his career from BDR Management to BDR Enablement

24:00] How his mom being a high school science teacher for 40-years influenced his ability to help people learn.

29:00 How practicing improve can help salespeople become better.

[32:10] Walks us through how he mastered domain expertise early in his career. Sales skills are important but you also have to know your market, your product and your personas. Charlie talks about how he takes a popular culture approach.

[39:45] Charlie’s parting advice to anyone thinking about making the pivot into BDR Enablement.

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