Fougere: Pipeline generation cannot be outsourced to SDRs
Dan Fougere · Dan Fougere, CRO @Datadog: Why Discounting is Dangerous and Contract Sizes are Misleading | E1229 · 20VC with Harry Stebbings · Nov 22, 2024 · at 16:04
Dan Fougere, former CRO of Datadog, explains why Account Executives and sales leaders must generate their own pipeline rather than delegating it entirely to Sales Development Representatives.
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“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.”
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