First things first…

Yesterday, I spoke at the BDR summit; it was a great experience! André, Sara and I wrapped up the event by discussing our career journeys. I felt we provided some insights into navigating a career journey, and the Q&A was good. Thank you to Antonio for organising such an incredible event!

Content of the week

• Building trust through grit-based authenticity: GTM Unleashed podcast

• Building ABM on Linkedin

What am I seeing this week: New SDRs building sequences are a mistake

New SDRs building sequences is a mistake

Would you give your 16-year-old the keys to the Ferrari?

This is what I mean...

New to the workforce, SDRs have a lot on their plate, and then we expect them to write their sequences.

That is a recipe for disaster!

Especially as the news has broken around bulk sending being prohibited on Google mail servers

Here is what you, as leaders, should be doing:

1. You, as a leadership team, build Sequences based on Persona/use case/vertical
2. Sequence committees are instituted where senior SDRs refine and iterate existing sequences and suggest new ones
3. New SDRs should be making calls, handling objections, booking meetings

Only after some time do SDRs graduate to be able to write their sequences.

Is it best to give SDR confidence in driving before you provide them with responsibility for suped up racing car building SDR cadences?

Let me know what you think in the comments section below!

Five Questions of the Week: Alison McCabe

This week, we are speaking with the incredible Alison McCabe! Alison will discuss how she longer sweats the small things and who some of the leaders she has looked up to in her leadership journey!