SDRs and AEs can improve their success by stopping aiming directly at the pin, and instead thinking about the people around their target buyer that are trusted and will provide valuable endorsements.

The outreach bullseye template helps SDRs and AEs to evaluate and prioritise possible routes to prospect into their target accounts.

Its too easy to fall into an internally-focused view of our prospecting channels. Inbound, outbound, nearbound, inbound-led outbound….

If we put our customer at the centre of the process we look at things in a very different way and start to align our efforts.

Whenever you launch an outbound campaign go back to basics with the pipeline pyramid.

Build your campaign foundations with the ICP, the Buyer Personas, and a strong value proposition and offer.

SDRs are having fewer quality conversations per day, and AEs at Outreach and Salesloft are struggling to meet quota.

Is this the end of the role of the SDR as companies take control of their buying process?