Donati: Optimal Budget SDR Tech Stack Is Usher Connect, Apollo, and FreeAgent
Gino Donati · Former Top Sales Rep Will Help You Hire First SDR at Your SaaS Company for $2,500/mo · Aug 27, 2021 · at 4:00
Gino Donati, founder of Seed to C, responds to Nathan Latka's question about the cheapest and quickest MVP sales tech stack for early SDR hires.
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“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. Apollo is great. It has the data and the enablement packed into one. And then CRM. I like free agent CRM because their price point, there's also, you know, Salesforce, HubSpot, all of the, all the other ones. That, that would be the cheapest, quickest, easiest learning curve for an SDR.”
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More from Gino Donati
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…”
Donati: Early-stage startups should keep accounts with AEs for the first year
“If I am starting up, And you have those flagship accounts. I would say leave all accounts with an AE for the first year. Let them expand those.”
Donati: SaaS Startups Must Build Sales Ops and Tech Stack Before Hiring SDRs
“Don't throw bodies at problems. Properly prepare. Set up your sales ops, set up your tech stack, and then hire bodies last.”
Donati: SDR comp should be split 50/50 base and OTE
“So I would always say rule of thumb SDR split half base, half OTE.”
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.”