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.

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.

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?