That BDR who effortlessly hits quota? They’ve mastered three specific habits most BDRs never learn. After working with hundreds of BDRs at Lusha, I’ve identified what separates elite performers: smart targeting, efficient personalization, and systematic resilience. These learnable skills deliver 2.3x higher meeting rates and 89% quota attainment.
You know that BDR on your team who seems to effortlessly hit quota every month? The one who gets prospects to actually pick up the phone and want to talk?
That person isn’t just “naturally good at sales.” They’ve figured out something that most BDRs struggle with for their entire 14-month tenure.
Yes, 14 months. That’s how long the average BDR stays in the role before moving on, and 52% don’t even make it to 12 months. Some get promoted to AE (the dream), others burn out, and many jump ship hoping the next company will be different.
I’ve worked with many BDRs over the past few years in my role at Lusha, and I keep hearing the same story. 50-90% of sales reps say reaching decision-makers is harder now than it was five years ago. Your prospects are drowning in 147 sales emails per week, LinkedIn response rates have tanked to 1-3%, and about 70% of the buyer’s journey happens before they even want to talk to you.
You’re not failing because you’re not trying hard enough. The game has changed, and some BDRs have figured out how to win at it.
The daily grind I see wearing BDRs down
I’ve sat in on countless team meetings where BDRs are drowning in activity metrics. Let me paint you a picture of what I see every day:
You wake up knowing you need to make 50+ calls, send 100+ emails, and somehow book meetings with people who don’t want to talk to you. The pressure is constant.
75% of BDRs struggle to find high-quality leads, while 60% struggle to write effective sales emails. You’re expected to hit specific targets like “50 SQL’s in a month” without a clear roadmap of how to get there.
I’ve watched BDRs get told “just hit quota and you’ll be promoted to AE in a year,” but I’ve also seen the reality: the average BDR spends 16 months in the role before getting promoted, and that’s IF they get promoted at all.
Meanwhile, I’m seeing sales teams with the highest turnover rate of any industry, and I’m watching talented BDRs either burn out or leave for “better opportunities” that often turn out to be more of the same.
This isn’t sustainable. And the BDRs I work with who thrive have figured this out. They’ve developed three core habits that make the grind feel less like grinding and more like building something.
Habit 1: They’re ruthless about who gets their time
I’ve seen average BDRs treat prospecting like a numbers game. Make more calls, send more emails, cast a wider net. It’s exhausting and ineffective.
Elite BDRs? They’ve learned that 61% of BDRs report that their primary challenge is identifying and qualifying leads. So they’ve gotten ruthless about who deserves their attention.
They’d rather have 20 conversations with people who might actually buy than 100 conversations with people who never will. This isn’t being lazy. It’s being smart about where your energy goes.
Top-performing BDRs spend 43% more time on prospect research than average performers. They know that five minutes of research can save you 50 minutes of wasted calls.
What smarter targeting actually looks like:
Hunt for intent signals.
Stop dialing random lists. Look for prospects actively researching topics related to your solution. With Lusha’s AI chat, you describe your ideal customer in plain English and get a curated list of prospects showing buying signals. Plus, Lusha’s playlists keep delivering fresh leads daily based on your criteria.
Verify everything before you dial.
Nothing kills momentum like dead numbers and bounced emails. Every bad contact is time you’ll never get back. Lusha’s verified contact data means you’re reaching real decision-makers, not dead ends. Plus, Lusha helps you segment prospects by company size, industry, or tech stack so every list feels laser-focused.
Focus on trigger events.
Look for prospects with clear reasons to buy right now: recent funding, product launches, job changes, or competitor mentions. These create urgency that cold lists can’t match.
Use social selling strategically.
B2B sellers active on social platforms are 66% more likely to hit their quotas. Use LinkedIn to research prospects and establish familiarity before outreach.
When you start targeting smarter, your conversations get better. Your conversion rates improve by an average of 127%. And suddenly, hitting quota doesn’t feel like you’re pushing a boulder uphill.
Habit 2: They make every prospect feel like the only one
I’ve watched BDRs send templated emails and seen their response rates hover around 2%. I know you’ve experienced this too–that sinking feeling when you realize “thinly customized GenAI content will degrade purchase experience for 70% of B2B buyers.”
Your prospects can smell a template from miles away. They get dozens of emails that all sound the same. But personalized emails deliver 6x higher transaction rates than generic ones.
I’ve seen elite BDRs who don’t spend hours crafting individual emails. They’ve mastered efficient personalization. They know that mentioning a prospect’s recent funding round hits different than mentioning their job title.
How to personalize without losing your sanity:
Research smart, not hard.
Look for recent news, mutual connections, or industry challenges. Even noting a company’s new hire can make an email feel 10x more personal. Lusha gives you deep company insights, org charts, and tech stack visibility, so you understand your prospect’s business challenges instantly. Plus, Lusha’s Chrome extension lets you research prospects right from LinkedIn or your CRM without switching tabs.
Write messages that feel human.
Reference specific situations: “Congrats on your recent Series A” or “I saw your team is now using [Tech X].” With Lusha’s decision-maker mapping and technology insights, you know exactly who to approach and what tools they’re already using. Plus, Lusha integrates with your email tools so you can personalize at scale without copy-pasting between platforms.
Use frameworks, not scripts.
Have templates ready but always insert unique hooks: a personalized stat, mention of a recent blog post they wrote, or reference to industry challenges they’re facing.
Actually listen on calls.
The most effective BDRs are those who can tailor their approach to the specific needs and pain points of their target accounts. Ask questions that matter and position your solution to address their exact needs.
When you personalize at scale, response rates jump to 3-5x higher than industry average. You’re not just another BDR in their inbox. You’re the one who “gets it.”
Habit 3: They turn rejection into rocket fuel
I need to talk about the part nobody wants to discuss: rejection is brutal when you’re living it every day.
I’ve seen BDRs face an average of 42 rejections before getting one “yes.” I’ve watched them make 8 to 12 attempts to reach a prospect, and this is before negotiations even begin. You’re going to get hung up on, harsh “not interested” responses, and days where it feels like the world is conspiring against you.
What separates the elite BDRs I work with: they don’t let rejection slow them down. They’ve learned to extract value from every interaction, even the painful ones.
How top performers bounce forward:
Every “no” is market research.
After a rejection, ask yourself why. Was it price? Timing? Hidden objections? Keep an objection log to turn recurring pushback into training data. Lusha’s conversation intelligence automatically captures and organizes insights from your calls, including objections and next steps, so you can learn faster and improve with every interaction. Plus, Lusha’s team features let you share successful approaches with your entire BDR team.
Track what actually matters.
Monitor email open rates, reply rates, call answer rates, and meeting-booking rates to see where the bottlenecks are. This feedback loop dramatically boosts conversion over time. Lusha’s analytics show you what’s working and where to adjust, giving you clear data to improve your approach. Plus, Lusha’s reporting helps managers spot trends across the entire team and coach more effectively.
Never let your pipeline run dry.
80% of sales need five or more follow-ups, yet most reps give up after two attempts. Top BDRs schedule follow-ups diligently, so when one lead goes cold, they already have others warming up. When prospects go cold, Lusha suggests new opportunities to keep your pipeline moving, ensuring you never start from zero. Plus, Lusha’s CRM integrations automatically sync your prospect data and activities so nothing falls through the cracks.
Stay persistent, not pushy.
Frequency and persistence are two of the most valuable attributes of any BDR and can be the difference between a great salesman, and an inadequate one. But know when to give prospects space and reload that energy into securing other deals.
Top performers maintain 3.2x more active prospects in their pipeline than average BDRs. They understand that consistent activity, not perfect calls, drives results.
What happens when you get all three right
These habits don’t just add up. They multiply. When you’re talking to the right people, with the right message, and you’re constantly getting better at it, the job fundamentally changes.
I’ve seen BDRs who master these three habits, and their results speak for themselves:
- 2.3x higher meeting booking rates
- 31% shorter sales cycles
- 89% quota attainment (versus 43% for average performers)
- 4.2x more likely to be promoted within 18 months
- 67% more in total compensation over their first three years
Your conversations become more natural. Prospects start taking your calls. Meetings actually happen. And quota starts feeling achievable instead of impossible.
More importantly, I’ve watched them stop dreading Monday mornings. The work becomes engaging instead of exhausting.
Thoughts
I’ve learned that the BDR role is tough. In most cases, it’s designed to be a stepping stone, not a career. But the habits you develop here determine whether you step up or step out.
The most successful BDRs I work with are lifelong learners who turn curiosity about their prospects into deeper conversations. They invest in the right tools, build feedback systems, and stay organized.
At Lusha, I’ve watched our platform evolve around these three core habits that I see successful BDRs develop. Whether you’re prospecting smarter with AI-powered list building, personalizing at scale with comprehensive prospect intelligence, or staying resilient with conversation insights and pipeline recommendations, we help BDRs work smarter at every step. Plus, Lusha integrates with all the tools you’re already using, so you don’t have to change your entire workflow to see results.
From what I’ve seen, 90% of firms now use multiple lead-enrichment tools. The BDRs who figure this out early are the ones who get promoted to AE roles. They’re the ones who build careers, not just survive quotas.
Ready to stop grinding and start growing?
See how Lusha helps BDRs master these three habits and turn prospecting from a chore into a competitive advantage. [Start your free trial →]
BDRs FAQ
Q. What is the average tenure of a BDR?
A. The average BDR stays in their role for about 14 months, with 52% not making it past 12 months. For those who do get promoted to Account Executive, it typically takes 16 months in the BDR role.
Q. What are the biggest challenges BDRs face in 2024?
A. The top challenges include: 61% struggle with identifying and qualifying leads, 75% have difficulty finding high-quality prospects, 60% struggle with crafting effective sales emails, and reaching decision-makers has become 50-90% harder than five years ago.
Q. How many follow-ups does it take to reach a prospect?
A. It takes an average of 8-12 attempts to reach a prospect, and 80% of sales require five or more follow-ups. However, most BDRs give up after just two attempts.
Q. What’s the difference between a good BDR and an elite BDR?
A. Elite BDRs focus on three core habits: they’re selective about prospect targeting (spending 43% more time on research), they personalize at scale (achieving 3-5x higher response rates), and they systematically learn from rejection. They maintain 3.2x more active prospects in their pipeline than average performers.
Q. How can BDRs improve their email response rates?
A. Personalized emails deliver 6x higher transaction rates than generic ones. Focus on trigger events, reference specific company situations, and use frameworks rather than scripts. Avoid templated content, as it degrades the buyer experience for 70% of B2B buyers.
Q. What tools do successful BDRs use?
A. 90% of firms use multiple lead-enrichment tools. Successful BDRs leverage AI-powered prospecting, verified contact data, conversation intelligence, and analytics tools to work smarter, not harder.
Q. How long does it take to see results from better BDR habits?
A. BDRs who master elite habits typically see 2.3x higher meeting booking rates, 31% shorter sales cycles, and 89% quota attainment. They’re also 4.2x more likely to be promoted within 18 months.
Q.What’s the best way to handle rejection as a BDR?
A. Treat every “no” as market research. Keep an objection log, track what’s working, and maintain consistent follow-up. The average BDR faces 42 rejections before getting one “yes,” so persistence with the right approach is key.
Q. How do BDRs get promoted to Account Executive?
A. 69% of companies have a BDR-to-AE promotion path, with 57% using step promotions. Focus on quota attainment, develop strong pipeline management skills, and demonstrate ability to personalize at scale while maintaining high activity levels.
Q. What’s the ROI of investing in BDR tools and training?
A. Companies that emphasize quality BDR practices see increased efficiency, improved conversion rates (up to 127% improvement), and stronger customer experience. The investment pays off through higher quota attainment and faster career progression.
Angela Kean is Director of Enterprise Sales at Lusha, where she helps sales teams streamline their prospecting and accelerate revenue growth. With years of experience working directly with BDRs and sales development teams, she’s passionate about helping sales professionals build sustainable, successful careers.
