its-not-the-sdrs-fault 
Partners in Excellence
OCTOBER 9, 2022
I’ve always had a contrarian opinion about the roles of SDRs and AEs. It might work better, though. Let’s dig into it a little. I tend to argue the responsibility for finding the opportunity and managing it is the responsibility of the AE. As a result, we set both up for failure. I don’t buy that.
SaaStr
JUNE 16, 2023
SDRs, BDRs, SEs, etc. So it often adds at least 20% or so to the model. First, there’s a good chance it’s at least 1% your fault. Rarely in an auto accident is one party truly 100% at fault. Dear SaaStr: How Many Sales Reps Do I Need? More than you probably would think. Because that’s more than now. Bigger deals?
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SaaStr
MAY 7, 2022
Q: Dear SaaStr: How Hard is it for SDRs to Move into AE roles? It’s a well-proven path. If you want to get into SaaS sales, start at SDR and knock it out of the park. The only real issue is if the SDR team is large enough, there aren’t enough promotion slots to go around in many cases.
Martech
MARCH 11, 2024
While this approach works well for roughly 5% of actively in-market buyers, it creates a poor experience for the remaining 95% of future customers who aren’t yet ready to buy. But for everyone else, it’s a pretty crappy experience. However, this ignores the majority of potential customers. Adtech We will still need adtech.
Partners in Excellence
JULY 21, 2019
What do Uber drivers and SDRs have in common? Uber has made it very clear, autonomous vehicles are their future. Even though Uber tries very hard to create a great customer experience, the majority of it is influenced by the drivers. And it’s enabled them to launch and build a huge revenue generating machine.
SalesLoft
APRIL 28, 2020
The traditional SDR metrics that leadership tends to value most are calls, emails, and social touches. Are your SDRs building warm relationships and evangelizing the company and product? . Do your SDRs know the talk track inside-out? . Guest post by Bryan Elsesser, Senior Director of Sales Development at Aircall.
SaaStr
JUNE 23, 2021
If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. Our product does [key feature]” — when it doesn’t. I need to know for real if it solves my problem — or not. Not only does that make the company look insecure — it makes me want to go test the competitor instead. Sales is there to serve.
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