Episode 83: Zoom's Top Enterprise BDR, Chris McKenzie: Getting In The Strategic Zone

Chris McKenzie is currently the number one Enterprise Business Development Representative (BDR) at Zoom Video Communications, based in Denver, Colorado. Zoom is an information and technology services company that helps businesses and organizations bring their teams together via their reliable cloud platform for video, phone, content sharing, and chats. In this capacity, Chris is responsible for sales outreach, pipeline development, research, and strategy formulation, among other tasks. Chris is an experienced BDR with a demonstrated history of success optimizing enterprise workflow and connecting Fortune 500 enterprises with cloud applications that fit their business needs.

In this episode, Chris speaks to how he has been able to sustain tremendous success early in his sales career. He credits his balanced methodology of strategic thinking with a quality over quantity approach. In fact, while Chris is compensated on a quantity-based quota, he understands that the opportunities he creates in the sales process must also be quality leads that can lead to potential sales for his account executives. Chris has found success working on international markets and focusing on leveraging data to find leads that are more likely to convert into sales. Chris is a firm believer that the more at-bats he can garner, the more at-bats his AEs get, which leads to more revenue for his organization.

Chris shares his favorite sales story, one that involved working with an organization under the umbrella of the United Nations, helping on a global scale. In this instance, Chris was able to aid a representative from the Democratic Republic of Congo to communicate with his colleagues in Switzerland to resolve an ongoing crisis.
Chris goes on to identify three keys that he attributes to his success, including having a tried and true sales process, leveraging data, and collaborating with other departments within his organization. Chris talks about his goals for the future, including his plans to expand on his startup BDR training program.

Finally, Chris provides actionable advice for BDRs looking to continue to improve within their careers. He urges them to have an analytic mindset and understand the data behind successful conversions to understand what activity yields those results. Second, he suggests reaching out to successful BDRs, listening to podcasts, reading books, and getting a more diversified education in order to create an approach that can help optimize their process.

What We Covered:

00:24 – Scott takes a moment to thank today’s sponsor, Outreach
00:39 – Scott Ingram welcomes today’s guest, Chris McKenzie
00:54 – The top three things Chris attributes to his sales success
01:04 – Number 1: Having a tried and true process
01:22 – Numbers 2: Leveraging data
01:49 – Numbers 3: Collaborating with other departments
02:28 – Chris provides an example of how he leverages data and collaborating with others
04:31 – Chris’ role at Zoom Video Communications
07:27 – Scott takes a moment to promote today’s sponsor, Outreach
08:20 – Chris quantifies his sales results
09:03 – Chris’ sales origin story
11:07 – How Chris has been able to sustain success early in his sales career
17:29 – Chris’ quality over quantity, results-oriented approach
22:16 – Chris’ favorite sales story
24:55 – Scott tells his favorite Zoom story
27:21 – Chris’ proudest accomplishment
28:18 – Challenges Chris has faced throughout his career
31:25 – What drives and motivates Chris
33:15 – The details of Chris’ goal-setting process
34:29 – Chris describes a typical day in the life
36:57 – Chris details his planning process
41:11 – Maintaining focus and staying in ‘the zone’
43:02 – The books, news, podcasts, and trade information that Chris consumes
44:35 – Scott announces a special giveaway for listeners
45:35 – Tools and apps that Chris uses on a daily basis
49:30 – Other habits and routines that Chris attributes to his success
50:56 – One of Chris’ beliefs that the average BDR would think is crazy
53:54 – An average BDR’s belief that Chris believes is crazy
54:30 – Greatest lessons Chris has learned throughout his career thus far
55:54 – Chris’ future career plans
56:24 – Advice Chris would give to an upstart BDR
57:59 – Chris expounds on his startup BDR training program, Equality
59:59 – Advice Chris would give to an established, yet struggling, BDR
1:01:05 – What Chris would want to know about top BDRs in other organizations
1:02:16 – Chris’ actionable challenge to the audience
1:04:01 – Scott thanks Chris for joining the show

Tweetables:

“The market for the previous company’s software and the market for Zoom is international. So, I did something that no one else was doing. I would work until 10 pm Eastern time because then I would have access to the Indian markets.” (12:40)

“I feel like the way to quantify at-bats is it’s not by the cold calls you make, it’s by the conversations you’re having.” (15:37)

“I think my motivation evolves throughout my tenure in an organization. So, when I first come into an organization my motivation is to make a positive impact, positive impression, get my name out there, hit quota.” (31:39)

“I think BDRs especially don’t necessarily focus on leveraging the channel.” (50:02)

“It’s very easy to be busy in this [BDR] role, but it’s not so easy to be productive.” (57:20)

Links Mentioned:

[email protected]
Sales Success Stories Podcast
Daily Sales Tips Podcast
Outreach
Chris McKenzie on LinkedIn

What We Covered:

Tweetables:

Links Mentioned:

Tools Mentioned:

Books Mentioned:

Podcasts Mentioned: