SDR Huddle

Four Ways to Find and Work With Great Mentors

If you are looking to break into tech, launch a startup, or accelerate your sales career, it is essential that you find great mentors that can share direct and actionable feedback to help you grow throughout your career . Techstars... Continue Reading →

Have What it Takes?

As a manager of a SDR team and a former SDR myself, I am quite familiar with the question, “What do you want to do next?” It’s an inquiry often asked of SDRs but rarely asked of account executives, pre-sales... Continue Reading →

3 Ways to Finding and Having a 1 on 1 Conversation with a Mentor

A rule of thumb for being successful is to find a mentor who is successful and learn from them. Success leaves crumb trails. But, it seems as if anyone can label themselves an expert in anything. (I just updated my... Continue Reading →

When you fail 90% of the time

The hardest thing about sales is never giving up. Always staying positive. So many people talk about having 'thick skin', 'grit', and being able to bounce back from failure, but few can actually follow through with it. In baseball, if... Continue Reading →

Reflection = Progression

SDR? AE? BDM? SVP? Hustler...? Safe to say, I hadn’t had much exposure to the world of Inside Sales prior to Refract. I’d worked in field and event sales before this role, but entering the world of SaaS was a... Continue Reading →

3 Ways To Differentiate Yourself From 100,000 SDRs

Fun fact: I did a quick search on LinkedIn to see how many SDRs there are right now, and between Sales Development Representative and Business Development Representative, I found 74.1k reps, just in the US. I’d estimate there are well... Continue Reading →


When I first began applying for SDR jobs fresh out of school, I was already longing to have the titles and positions that came next. Account Executive. Customer Success Manager. Hell, Vice President of Sales. Those titles were desirable, they carried... Continue Reading →

3 Reasons Why Every Sales Development Manager Should be Calling Behind Their Team’s No-Shows

This article is not about qualification (BANT, ANUM, or the new "right" way of qualification), nor justifying your team is at X% on completion. This is about how to improve your completion rate; even if it is 1%. If your... Continue Reading →

From Greenish to Leanish

So, here it goes. I'd like to share in my experience to date in the SDR role. I don't think I'm "green".  Not really sure if I was what you might call "green" when I walked in the doors. New to this... Continue Reading →

The Balance Between Being a “Boss” and a Friend

To share more than just my own opinion, over the past 3 days, I have interviewed 6 different sales leaders and my very own team of SDRs and interns. It starts on the very first day I think that a... Continue Reading →

The 5 Worst Types of People to Prospect

While sales isn’t the easiest career out there, it is definitely one of the most rewarding. The only way you can expect one of your accounts to close is by first having prospected it. But you’ll soon learn that not... Continue Reading →

It’s about the Journey not the Destination

Sales Development never ends… Remember when you were in High School sitting in Earth Science class and you thought,“Why am I learning this?..I will never use this in real life!”. Well it was true. Personally, I haven’t needed to know... Continue Reading →

With Sales, Confidence is Key

I’ve been thinking about what makes salespeople successful a lot lately. One thing has been made very clear to me: Confidence is key. Think about the last time you accomplished something critical to your job. Maybe it was a project,... Continue Reading →

The SDR Guide to Customer Success

What, exactly, is customer success? You are certain to find conflicting answers to this question. While some write it off as SaaS jargon, the latest buzzword, or another Bay Area euphemism, others are quietly seeing the power and effectiveness of... Continue Reading →

How to NOT be Stood Up for a Discovery Call

How many of you remember being stood up for a date at the movie theater in high school? If you are under the age of 30, as I assume many of you are, this took the form of a last-minute... Continue Reading →

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