Sales Development Representative
also referred to as: sales development reps · sdr · sdrs
38 statements across 11 episodes · 15 bullish · 6 bearish · 11 people on the record · first statement Aug 2, 2023 by Lori Jiménez · across every show →
Everything said about Sales Development Representative, oldest first
Aug 2, 2023
Jiménez: Incentivize SDRs on sales stage progression to ensure high lead quality
“And I think the way to mitigate that is a few ways is having, you know, a qualification criteria that has to be met. So if it's a band, if it's a, you know, whatever the structure is that identifies kind of the core drivers of that call. But also I think what …”
Feb 14, 2024 negative
Feb 14, 2024 positive
Apr 12, 2024
Jun 7, 2024 positive
Jun 7, 2024
Jun 7, 2024 positive
AI will eliminate SDR busywork to enable human personalization
“I do think where it will help SDRs though, is eliminate a bunch of the busy tasks. And so like the hardest part about being an SDR is the little details that you have to pay attention to all day, every day. And that could be. Cleaning and scrubbing your accoun…”
Jun 7, 2024 negative
Jun 7, 2024 positive
Jun 7, 2024
Sales leaders should rely on SDRs to discover software tools
“One thing about tools in general with my SDR is like, I usually rely very heavily on them because they are the ones that are in the weeds all day, every day. And like, they're trying to make their lives easier too. And so when they come to me with a tool that …”
Jun 7, 2024
Outbound SDR teams are more successful reporting into sales
“Now, if you have a big outbound org, there's more of like an art to sales development at that point, you have to be a lot more proactive in the way that you're engaging cold accounts. You need to be able to educate them on a product. They probably have no idea…”
Jun 7, 2024 positive
Jun 7, 2024
Inbound SDR teams perform best when reporting to marketing
“If you're a heavy inbound org for SDR there's a lot more science to it. And being really tightly aligned with the team that's driving the funnel Is where you have that feedback loop that is so important. And so when you think about an inbound funnel you're thi…”
Jun 7, 2024 positive
SDRs should host podcasts interviewing target buyer personas to generate leads
“You choose your ICP. Start a podcast interviewing the world's biggest and best in that ICP. If I worked for you, this is what I'd do. You'd give me a segment. I'll start a podcast interviewing the biggest, I don't know, CHROs in software companies between 505,…”
Jun 7, 2024
Jun 7, 2024 negative
Expecting SDRs to heavily qualify leads at target accounts is bad practice
“Actually, so there's one where AE's pushed back a lot saying that they, the SDR needs to go do more qualification and needs to go you know, warm the deal up more for them. And I think To me, that's BS because if I'm a good AD, I want to take any conversation t…”
Jun 7, 2024
Jun 7, 2024 positive
New SDRs should copy top performers completely before trying to innovate
“To go find the top performer on the team and shadow them and copy every single thing that they do. And then from there, Add your own little secret sauce and figure out like what your expertise are. I think too many times people come in trying to reinvent the w…”
Jun 7, 2024 positive
Jun 7, 2024
Bad SDR hires are identified by month two via input KPIs
“Month two. And it's not even usually based off of the S two performance. It's usually based off of their ability to master the KPIs that come before that. So how many calls are they making a day? How many emails? We expect a certain amount of accounts and cont…”
Jun 7, 2024
SDR interviewing requires evaluating traits, not past sales performance
“When you're interviewing salespeople, you can actually ask like, what was your quota attainment? What's the biggest deal that you've ever sold? Right? Like there's like, you ask for experience and it's like the complete opposite for sales development because y…”
Jun 7, 2024 positive
Jun 7, 2024
Rippling uses fast-start spiffs requiring 50% quota in week one
“We've done a lot of spiffs that are what I'll call a fast start. And so we'll Want people to get, you know, halfway to their quota by week one of the month. And so then they're like already pacing and set up for the rest of the month.”
Jun 7, 2024
Cold calling is the hardest SDR skill
“I'd say the hardest part about SDR is the cold calling. And there tends to be a lot of resistance with that. It's much easier to hide behind sending emails. Right. And so if you find people that have already built their confidence and found their voice over th…”
Jun 7, 2024 positive
Rippling offers lateral career transitions outside sales for high-performing SDRs
“Our promotion path is not just to AE. There's different routes where people can go across the business because My commitment to them is, you know, if you're a good contributor to the team, you're positive, at least performing the best that you can, like we wil…”
Jun 7, 2024 positive
Relevancy in interview email tests predicts SDR success
“Being able to be relevant with your information of why you're reaching out to a company, why you're reaching out to that persona specifically and seeing someone connect those dots in their email is, is a Good sign that they will be a good SDR.”
Jun 7, 2024 neutral
Jun 7, 2024
Proactive SDRs who reach out to VPs early become top performers
“And the ones that immediately put time on my calendar, I swear are the ones that end up being successful. And it's not because of anything I did like at all, it has to do with like their proactiveness and the fact that they actually give a shit about their car…”
Jun 7, 2024 positive
Former recruiters make the best tech sales development representatives
“My favorite hires that I've ever made are people that actually come from recruiting that want to make the transition into tech sales. And a lot of that is because They're super organized. They're making calls all day to people who are probably not in the marke…”
Nov 22, 2024 negative
Fougere: Pipeline generation cannot be outsourced to SDRs
“Asking somebody else to do PG for you is like asking them to go to the gym for you. I think it creates, I don't think it creates the right culture to think that this is something that can be outsourced. And so the way I look at it is PG is everybody's job.”
Dec 20, 2024
Jan 24, 2025 negative
Founders Should Avoid Hiring a Sales Leader in the First Years
“Don't hire a leader yet. Hire individual contributor. At first just hire SDRs and you be the rep so that you get, I think for an early stage company, the CEO really has to develop the plays, figure out the message, at least that initial message.”
Jan 24, 2025 positive
Account Executives Who Prospect Convert Non-AE Leads at Higher Rates
“If sales reps are doing the work to generate their own meetings and their own pipeline, man, when they get pipeline from their SDRs or from marketing or from partners, they'll treat it like gold because they know how much work and how hard it is to get that. A…”
Sep 1, 2025 bearish
Stebbings: AI agents will replace junior marketers and SDRs within 12 months
“Most 25, twenty-six-year-old marketing managers or SDRs, I'm sorry to say it, they're not brilliant. They do not love the craft. They are not better than a phenomenal agent will be in the next 12 months. They will be replaced.”
Mar 2, 2026 positive
Mar 21, 2026
Mar 21, 2026
Figma shifted its SDR team to manage small transactional renewals
“Recently we made a new shift, and we said even that we're gonna kind of take the focus away from, and we're using them now in a more pointed way on existing customers and managing small you know, transactional renewals to get those off the plates of some of th…”