Summary
In this conversation, Cedric interviews Catherine about sales development and leadership.
They discuss the qualities of a good sales development leader, the importance of creating a welcoming environment for new hires, and the need for collaboration between sales, marketing, and revenue teams.
They also touch on the importance of quality over quantity in sales, the role of research and trigger events in outreach, and the evolving models of mid-market and enterprise SDRs.
They conclude by discussing the role of AI in the future of sales development.Takeaways
Chapters
00:00 Introduction and Background
00:59 Qualities of a Good Sales Development Leader
02:44 Onboarding and Welcoming New Sales Development Representatives
04:06 Collaboration with Sales, Marketing, and Revenue Operations
05:34 Moving Beyond Metrics and Focusing on Quality 08:16 Personalization and Tailoring Outreach
10:41 Using Trigger Events to Drive Outreach
12:07 Educating Prospects and Building Relationships
14:17 Balancing Personalization and Efficiency
16:44 Approaching Prospects from Top-Down or Bottom-Up
19:28 Ideal Setup for Sales Development Pods
21:00 Collaboration Between SDRs and Account Executives
22:45 Differences Between Mid-Market and Enterprise SDRs
26:39 Commissioning and Incentives for SDRs
28:30 One Revenue Goal and Target for the Organization
32:33 The Role of AI in Sales Development
