Sales Development Representative
also referred to as: sdr · sdrs
41 statements across 27 episodes · 13 bullish · 9 bearish · 25 people on the record · first statement Mar 13, 2017 by Will Dinkel · across every show →
Everything said about Sales Development Representative, oldest first
Mar 13, 2017
Mar 13, 2017 positive
Nov 8, 2017 negative
Badshah: Outbound SDR models trap SaaS startups in crowded competitive echo chambers
“What we learned is as having an SDR and going completely outbound, that's when you're going to run into all of that competition, right? Because everybody is sitting in that echo chamber. But if you can have a good product with a very simple value prop and let …”
Jun 2, 2018 positive
Aug 24, 2018 positive
Bendov: Early Gong Scaled Demo Requests via Self-Scheduling With Zero SDRs
“One of the things that helped us early on is, is a tool for self-scheduling. When I was still doing some of the sales, instead of like having SDRs, we didn't have any. So we just put like a self-scheduling kind of website and we started getting like lots of de…”
Jun 16, 2019
Jul 19, 2019 positive
Groove uses a weighted point system to compensate its SDRs
“SDRs have a meeting goal, and we use a point system, which I think is the way to go. Basically, if they, if there's certain competitors that we think we could win against more, we go after them, and they get more points or certain sizes, or they get a top 10 l…”
Jul 19, 2019 neutral
Aug 3, 2020 negative
In-house SDR teams of recent college grads struggle with high rejection
“So part of the problem that a lot of our clients have before they start working with us is they they'll try to build it internally. They'll build an SDR team. They'll hire people out of college. And a lot of times people don't realize how hard it is. It's toug…”
Aug 3, 2020
SalesRoads hires experienced career prospectors rather than recent college graduates
“We actually hire people that are later stage in their career, love prospecting, if you can believe that, they love cold calling, they love going out and hunting for things, and they've done it successfully throughout their career”
Dec 29, 2020 negative
Chernis: The traditional outbound SaaS sales funnel is completely broken
“I'm hell bent on upending the SaaS sales model funnel model. I think it's completely broken and old. In Dinosauric even, right? It doesn't apply anymore. Nobody wants to receive those cold calls. Nobody wants a bank of SDRs smiling and dialing, who also, by th…”
Feb 21, 2021
Feb 24, 2021
Feb 24, 2021
Sambucci: Outsourcing SDRs fails if you lack baseline sales messaging
“I think the mistake in outsourcing is I don't have any leads and I don't have any customers and I don't have time to do the SDR work, so I'm going to outsource. That's just shoveling your problems off on somebody else. So outsourcing, I think, should be used s…”
Aug 27, 2021 positive
Donati: Optimal Budget SDR Tech Stack Is Usher Connect, Apollo, and FreeAgent
“If you're looking for the quickest out of the gate, easiest adoption, SDRs don't have a learning curve and they use it within three days and know what they're doing. I would hands down say Usher Connect for social selling for like automation on LinkedIn. Apoll…”
Aug 27, 2021 positive
Aug 27, 2021 negative
Donati: SDRs should be paid for SQLs and demos, not closed deals
“So if you want as many calls, the right person, right company, don't pay for ops, pay for SQLs, right title, right company, get as many people to take as many demos as possible. And don't yell at the SDR if they don't close, that's not their job.”
Aug 27, 2021 neutral
Aug 27, 2021 positive
Donati: Early Founders Should Hire an SDR Before Hiring an AE
“So if I had to draw the perfect plan, first and foremost, you hire an SDR before you hire an AE. I said it. Literally, 90% of people I talk to don't do that. They start with an AE and then they work backward. Hire an SDR. You founded this company. If you can't…”
Aug 27, 2021 neutral
Aug 27, 2021 positive
Sep 14, 2021 neutral
Nov 5, 2021 negative
Mar 21, 2022 positive
Mar 21, 2022 positive
Medina: Outreach reduced SDR-to-AE ratio to under 1:1, targeting 1:2
“Oh, it's less than one to one. So last time we talked, I think it was, you know, over one to one and a half or so SDR per AE, and now we're dialing that down significantly to less than one SDR, and we're gonna get to one SDR per two AEs.”
Mar 31, 2022
Aug 19, 2022 neutral
Jacoby: Strong accents do not determine an offshore SDR's success
“I could put you on the phone with two SDRs. One would have an accent that's strong and the other one would have an accent that's weaker. And you would be surprised sometimes like That's not the determining factor of success. There's X factors. There's emotiona…”
Nov 6, 2022 positive
Nov 24, 2022 negative
Early-stage sales teams often erase marketing gains by ignoring buyer context
“A lot of time, early stage companies will have a complex buyer journey that they've done a really good job. Like the marketers have done a great job. Teeing up this person to talk to sales and then sales will have no idea of all that historical context and the…”
Jun 16, 2023 negative
Jun 30, 2023
Van Voorhis: Standard SDR expectation is 100 activities per day
“I expect SDRs to do 100 activities per day. It's my standard. Sometimes we dial that down, depending on the organization and the type of outreach we have to do, but for the most part, my general is, let's get them to a hundred activities per day.”
Jun 30, 2023
Van Voorhis: A 1:1 SDR-to-AE ratio increases CAC by idling expensive AEs
“SDRs are cheaper than AEs. So when you have the one-to-one ratio, you're, this is not full CAC, but it is impacting CAC. Your CAC is increasing because you have higher more expensive employees who are sitting around not doing demos.”
Jul 18, 2023 positive
Smajic: High-growth companies are twice as likely to deploy outbound SDRs
“50% of the pipe soars from marketing and it dropping with deal size. So you need to do something else than just rely on marketing, right? And what that is, is actually that you need to have this SDR team. No big news, but it is actually Two X likely that SDRs …”
Jul 18, 2023 neutral
Sep 5, 2023 neutral
Feb 15, 2024
Prados: Review Wave SDRs make 100 to 200 calls daily to hit OTE
“Early on, you know, it was like, you got to do a hundred, a 150 calls a day. Now we have technology and auto dialer stuff, so our new guys, you know, up to 200 calls you know, early on, but, you know, once they get good, it can come down to, you know, a hundre…”
May 23, 2024 negative
Jul 18, 2024
Stack Overflow outbound SDRs target companies with over 5,000 active users
“The outbound SDR process is we're saying, okay, what are the big companies over 5000 you know, users that we can go after, and then in the context of, you know, getting them to pitch the product, and our SDRs go make those outbound calls and go do them systema…”
Feb 4, 2025 negative
Jun 11, 2026 positive
Komoni argues SDRs and BDRs are the true heartbeat of a company
“And I learned that SDRs or BDRs, whatever you want to call that that frontline, that spear is actually the heartbeat of the company. And I think many founders forget that many entrepreneurs forget that. I respect that job more than any other job since. Because…”