Last week I spoke on a panel at the Salesloft Rainmaker event on the topic of perfecting the handoff of a prospect from the SDR to the AE. The handoff can make or break the sale. This is a topic often left orphaned by sales leaders and something that needs far more attention than it […]
A new sales leader reached out this week to ask when she should hire her first sales development representative (SDR). What a great question, and luckily, it’s a pretty black and white answer. Let’s start with when it’s not time to hire your first SDR. It’s too soon to hire your first SDR when: You […]
There are lots of other creative, low-cost ways to keep your SDRs engaged and happy. SDR ruts are avoidable if you are deliberate about the culture you create, and make the right investments of your time and energy into systematically building in ways to sustain the ongoing efforts of the role.
I am a believer that SDRs have the most difficult job on the sales team—trying to break through to busy buyers to get that first “yes”, drawing them into qualifying questions and gaining commitment on the next steps. This stuff isn’t easy. As a sales leader, you have to head ruts off at the pass.