BombBomb Development Representative Action Plan
The Resource Hub Role-Based Content Development Representative Action Plan

Development Representative Action Plan

What to say, when to send, and how to see success with video in every development representative role

Welcome to the Development Representative Action Plan.

Standing out in BDR, SDR, or Partner Manager roles is an everyday battle. But video can change everything for you and set you apart — no matter what role you’re in.

In this Development Representative Action Plan, we’ll show you when to send video messages and what to say for optimum success. Best of all — you’ll be able to watch examples from development representatives and partner managers — just like you — who are thriving with video!

Let’s get started!

BombBomb has been an incredible tool for me to be able to reach out and bring a personal touch to such an impersonal medium like email.

Chris Stathos

Partnership Development Manager, Kansas City Chiefs

BDRs & SDRs

If you’re a BDR or SDR, odds are you’re making calls or crafting emails all day with the goal of connecting with prospects and setting appointments with them. While you’re doing this, others in your same role are doing the same.

So how do you stand out? With video. And here’s when (and how) you can implement it in different stages of your sales process…

  • Outbound Prospecting
  • Lead Response
  • Appointment Setting

Outbound Prospecting

One of the most effective places to use video is inside outbound prospecting sequences. While many of your competitors will be cold calling and sending out plain-text emails, you will be able to differentiate yourself by “putting a face to a name” and showing that you are a real and trustworthy person.

WHEN TO USE:

Cold outreach efforts, LinkedIn prospecting

In your video, you should…

  • Include a whiteboard with your recipient’s name or company logo. Or use a screen recorder to showcase your prospect’s LinkedIn profile to get their attention.
  • Use the EVA (Empathy, Value, and Action) Framework - Empathize with your prospects, provide value, and include a clear call to action.
  • Keep your prospecting video under a minute long.

TIP:

Keep an eye on your tracking to see when your email is opened or video is played to follow up accordingly.

Lead Response

If you have a form on your website where warm leads can submit their contact information, this is a great place to insert a video. It allows your team to follow up with these individuals in a personable and memorable way. Because speed to lead is key, this video can be done quickly. Your team can either insert a prerecorded video or create a personal video through their mobile device or webcam.

WHEN TO USE:

Responses to inbound lead inquiries

In your video, you should…

  • Start off with a friendly and personalized (if possible) greeting.
  • Tell your recipient why you’re reaching out and how you can help them.
  • Invite them to set an appointment and further the conversation.

TIP:

You can record an evergreen lead response video to use again and again with new leads. Just don’t include a specific name, and you can still create a video that feels personal to each recipient. You can also set up these videos to send out automatically when you receive a new lead inquiry.

Appointment Setting

We get it. In today’s age, people are busy, and they can spot a sales email from a mile away. But with simple video email, your team will have a much better chance of attracting qualified prospects and getting them to agree to set an appointment with you.

WHEN TO USE:

Appointment-setting outreach

In your video, you should…

  • Give a brief background of your previous interactions and conversations with the recipient. Do additional research on each prospect and use it in your video to really connect with them.
  • Make sure your call to action to set an appointment is clear.
  • Say thank you.

TIP:

Once the appointment is set, introduce your prospective customer to their Account Executive in a quick handoff video, like this one.

Partner Managers

Partner Managers also serve a key development role in businesses — one rooted in establishing and cultivating relationships with other organizations in hopes of turning them into partnerships. What better way to create and establish these connections than with video?

So, here are instances in which you can use video to create and develop partnerships...

  • Prospective Partner Outreach
  • Introduction
  • Partnership Contract Walkthrough
  • Problem Troubleshooting
  • Check-In

Prospective Partner Outreach

Businesses receive tons of partnership requests each day. So how do you make yours stand out? By making your partner outreach messages more personal with video. This allows you to put a face to the name and really show the value in starting a partnership with your company.

WHEN TO USE:

For outreach with prospective partners

In your video, you should…

  • Personalize your message by greeting your recipient with a whiteboard with their name or company logo.
  • Talk to the value and opportunity that comes from partnering with your company.
  • Close with a clear call to action to further the conversation in a meeting.

TIP:

Use this video as an opportunity to provide enough value for your potential partner to book an introductory call with you. Show them how they would benefit from a partnership.

Introduction

Once a partnership is confirmed, it’s your turn to introduce yourself and how you’ll be working together going forward. Video is a good way to do this because it makes a great first impression and helps you build trust with each new partner you’re working with.

WHEN TO USE:

After a partnership is confirmed

In your video, you should…

  • Introduce yourself, so partners know who they will be working with from here on out.
  • Set expectations for the partnership.
  • Address next steps and encourage them to reach out with any questions.

TIP:

Be sure to really showcase your excitement and gratitude for each partnership opportunity to continue to cultivate strong relationships with partners.

Partnership Contract Walkthrough

Another key component of your role is finalizing any necessary contracts with partners. But complex documents, like contracts, can be hard to explain with merely plain text. By sending a video message to do this, you’re able to really walk people through what the contract entails, offer clarification, and welcome any additional questions they have.

WHEN TO USE:

When sending a contract to a partner

In your video, you should…

  • Say thank you to your partner for the opportunity of working together.
  • Introduce and explain the partnership contract.
  • Welcome any questions they may have on the document.

TIP:

Walk your partner through a contract with a screen recorder.

Troubleshooting

Inevitably, there will be changes to be made or bumps along the way in a partnership. Video can make troubleshooting any issues seamless by making communication clearer. That way nothing gets lost in translation and solutions are communicated quickly and effectively.

WHEN TO USE:

To address any partnership issues

In your video, you should…

  • Express your appreciation for their partnership.
  • Explain the issue at hand.
  • Share possible solutions.

TIP:

Be sure to approach your video message with empathy to come to a solution easily for both parties.

Check-In

Lasting partnerships are all about strong relationships. It’s important to communicate with partners regularly to continue cultivating each and every connection your partnerships are dependent on. Video can help you do that authentically.

WHEN TO USE:

To check in regularly with partners

In your video, you should…

  • Ask how your recipient is doing, and if there is anything you can do to support the partnership.
  • Express appreciation for the partnership.
  • Keep your message personalized to your recipient.

TIP:

Good opportunities to check in include thank-yous, partnership updates and anniversaries, and holidays.