Meet JC Vazquez

🚀 Role: Business Development Manager
📅 Years in Sales: JC started as a BDR intern and has grown through the ranks, eventually becoming a BDR Manager—bringing years of frontline experience and leadership insight to the role.

What He Does Best: Coaching BDRs to break through the noise and prospect with purpose

🔹 Prioritizes intent-based prospecting, focusing on warm signals, not cold volume

🔹 Turns new reps into pipeline machines by helping them master both the art and science of sales

🔹 Coaches reps to use Gem-E as a copilot, not a crutch, automating the busy work so they can focus on booking calls

🔹 Builds repeatable playbooks around win-backs, closed-lost, and past champions to create early wins

🔹 Encourages reps to “own their business” and show up every day with a plan, flexibility, and drive

<div class="pro-tip"> "Being a great BDR isn’t just about tactics. It’s about showing up with drive, owning your territory, and using every tool available to break through the noise." </div>

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What Sets the Best Reps Apart

Break Through the Noise: Stand Out with Strategy and Substance

Prospecting is louder and more crowded than ever. JC emphasizes that to stand out, reps need to go beyond volume and focus on making meaningful, personalized outreach that aligns with the prospect’s needs and intent.

✅ Actionable tips:

• Use intent-based signals to prioritize accounts.
• Send LinkedIn videos or voice messages to stand out.
• Don’t just “spray and pray”. Ensure messaging aligns with a prospect’s role and goals.
• Think of yourself as a consultant, not just a seller.

Balance the Art and Science of Sales

The best BDRs balance creativity and data. JC teaches his reps to keep quality high while also hitting the necessary volume. Leaning into both the art and science of the role.

✅ Actionable tips:

• Track and hit activity goals (calls, emails, social touches).
• Focus on quality. Tailor your message to the buyer.
• Use creativity to test new approaches (e.g., new subject lines, videos).
• Consistency + personalization = results.

Drive, Discipline, and Daily Planning: The Core of Top Performers

Being a great BDR isn’t just about tactics, it’s about mindset. JC says drive, organization, and adaptability are what truly set top reps apart.

✅ Actionable tips:

• Time block your day and stick to it.
• Be flexible—adjust based on intent signals and market movement.
• Show up every day with a plan.
• Drive can’t be taught

AI Won’t Replace You. But Reps Who Use It Might.

Worried AI is going to take your job? JC says it won’t. AI is here to be your copilot. The best reps stay human but let the tech do the heavy lifting. Reps don’t need to choose between AI and human touch, it’s both. Reps can lead with empathy and creativity while letting AI streamline the busy work behind the scenes.

✅ Actionable tips:

• Think of yourself as the quarterback: AI supports you, but you lead the play.
• Use tools like Gem-E to assist with research and outreach setup.
• Stay human: make real connections and bring emotional intelligence to every call.
• Think of AI as your support team, not your replacement

From BDR to BDR Manager: How to Earn Your Shot at Management

If you want to move into leadership, start by mastering your own process. JC emphasizes the importance of understanding, articulating, and teaching your workflow as the first step to leading others.

✅ Actionable tips:

• Document your process and refine it until it’s repeatable.
• Be able to explain why you do what you do.
• Help others—start mentoring before you get the title.
• Leadership isn’t just about performance—it’s about influence.

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Build Repeatable Playbooks

Closed Lost, Win-Backs & Warm Starts: Hit the Ground Running

JC recommends that new reps start with closed-lost and win-back opportunities. These are warm accounts that already know your product. From there, expand the circle of influence and layer in signals.

✅ Actionable tips:

• Revisit closed-lost and win-back accounts (there’s often still interest.)
• Identify new contacts within those accounts and engage them.
• Use UserGems to find past champions or new roles at those accounts.
• Leverage generative AI messaging when appropriate, especially in learning-focused industries.

Make Gem-E Your Copilot: Personalization at Scale

<div class="pro-tip"> 💡How Gem-E Automates This Process: These signals are automatically stacked, ranked, and surfaced to sales teams. Instead of manually combing through CRM and outreach tools, reps get a prioritized list of prospects along with pre-written AI-driven messaging. </div>

JC’s team uses Gem-E not as a replacement, but as an embedded part of the process. It runs in the background, supporting reps by handling the legwork and helping them personalize faster and smarter.

✅ Actionable tips:

• Build Gem-E directly into your cadence and workflows.
• Let it tee up tasks so reps can focus on the human element.
• Make sure messaging is customized once Gem-E identifies the target.
• Make “co-pilot” your mindset! Partner with AI.