First things first…

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What am I seeing this week: SDR as a critical GTM function

Why do I love working in an SDR organisation?

Why don’t I move into Sales leadership?

Yeah, you do this right now, but what do you want to do in the next?

I get asked these three questions, in differing combinations, every couple of months. I don’t get mad; I need to communicate better how critical the SDR role is in a Go To Market engine.

And the following sentences will help begin that conversation.

Sales Development is a leading indicator of your organisation’s relevance in the marketplace. Plain and simple. Marketing creates demand. Sales development are the ones that genuinely convert that demand. If organisations don’t want your meeting, it’s because a combination of your Ideal Customer Profile and the Total Addressable Market is wrong to your messaging is wrong. This needs to be functioning, or revenue will not start to be recognised.

So what is the recommendation? How about having SDRs being the conduit between sales and marketing?

Sales Development is about rippin’ dials, a/b testing your messaging and driving your company’s relevance; they are converting demand. Most importantly, you want your sellers to focus on what they do best..selling.

But most critically, Sales Development needs to sit at the Go To Market leadership table.

The job of the week from Nobel Recruitment

Book of the week