Benvenuto: Having SDRs shadow AE deals directly improves lead pipeline quality
Tony Benvenuto · How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic · Dec 30, 2021 · at 17:17
Tony Benvenuto (VP of Global Sales at Seismic) details the benefits of deal shadowing for sales development representatives.
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“We love the mentor system or buddy system, if you will, and allowing them to get deeper and really ride shotgun on a deal... SDRs and BDRs typically don't dive deep in any type of you know, demoing or, you know, procurement cycles, things like that. Negotiations. You let them ride shotgun and hear this front to back. All of a sudden the light bulb is going to go off. I throw over higher quality. It's not so much a volume game anymore, and I'm invested.”
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