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.

What is the value that your SDRs are taking out to their prospects in their outreach? A webinar or product datasheet is not a valuable offer.

In this article we’ll look at what makes a valuable offer and how to arm your SDRs with something that buyers would feel stupid to say no to.

As the role of the inbound and outbound BDR becomes increasingly blurred, do we need to look again at how we structure our BDR teams?

I look at the rise of the digital SDR and how this might change how we hire.

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?