Secrets of Scale: Building an SDR Function That Really Delivers

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For most B2B SaaS start-ups & scale-ups, an SDR team is an essential component of a successful GTM execution strategy. But, sales dev is rarely plug n play. Spinning up an outbound team that can continually deliver on their ORM figure, or an inbound team that knows how to convert MQLs to SQLs at scale is far from easy.

In this episode of Pete Digs Deep, we are going to tackle each of these issues in turn, addressing such questions as:

  • When & why should you move to a sales dev model
  • How to build an SDR coaching program that pays off
  • How to think about prospecting rhythms & cadences
  • Why you can still hook increasingly hard to reach leaders with an outbound SDR team
  • How scale is impacted by the sales dev MO



NED at Kluster

Pete Crosby is a Non-Executive Director at Kluster- a computer software company which enables world-class revenue reporting and forecasting for SaaS & Tech businesses. He just also happens to be Chair at the Manchester Revenue Collective, Founding Member at the London Revenue Collective, and Coach & Consultant at Scalewise! His well rounded and extensive experience makes him the perfect host of these riveting debates. You can rely on Pete to leave no stone unturned and really dig deep into the issue at hand.

Outreach, the leading Enterprise ready Sales Engagement Platform, accelerates revenue growth by optimizing every interaction throughout the customer lifecycle. The platform manages all customer interactions across email, voice and social, and leverages machine learning to guide reps to take the right actions.


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Seismic is the industry-leading sales enablement and marketing orchestration solution, aligning go-to-market teams while empowering them to deliver engaging buyer experiences that drive growth. Seismic’s Storytelling Platform TM delivers innovative capabilities for marketers to orchestrate content delivery across all channels, and for sellers to engage with prospective buyers in a compelling, resonant manner at every step of the buyer journey.

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