The Orientation Funnel You have literally spent hours getting to this point. You worked the phones. You met in person. You showed them everything you have to offer. You have negotiated terms. They signed on the dotted line. Sound familiar? I bet you thought I was talking about a prospect. Nope. I am talking... Continue Reading →

When Should You Build an SDR Playbook (And What Information Should You Include)? The short answer to this question is ASAP, however, the more practical answer might be once your sales team experiences some initial traction from either Inbound or Outbound Sales. The key here is to make it repeatable, scalable, and to shorten the... Continue Reading →

For most sales teams in the Tech Startup world, SDR's are primarily built for two main reasons -- qualify inbound leads and generate outbound conversations. The task is pretty simple. Go after your target accounts, find the right contacts, and figure out the best way to intrigue them enough to take a call. For some... Continue Reading →

I started my sales development career more than a year and half ago and have never been more pleased with the decision I made. I’ve prospected into enterprise accounts and trained next level SDR’s, but one aspect remains consistent throughout it all, the childlike love I have for getting the next big account or seeing... Continue Reading →

To be honest I’ve never been much of a Celtics fan (or a Lakers fan for that matter), but as a kid I used to re-watch the playoff match-ups between the Showtime Lakers and the Celtics on a near weekly basis. I found it fascinating how Larry Legend, while clearly outclassed athletically, was able to... Continue Reading →

I spent the first 3 months of my job as an SDR doing the most self destructive thing an SDR can do; sending generic sales emails in bulk. Colossal waste of time. I’ve been an SDR for almost two years now, and the most important thing I’ve learned so far is time is money. The... Continue Reading →