Building the SDR Team of the Future

We know the effectiveness of SDR teams has plummeted:

• SDRs now drive just 18% of pipeline down from 40% in 2022 - Insight Partners
• 73% of SDRs missed quota in '22 - Benchmark Research Partners
• Pipeline values are down 50-100% YoY - Ebsta

So what can you do about when your resources are getting cut?

Well the first thing is to watch this webinar, as an exceptional panel of SDR leaders and demand gen experts share their practical advice for 'doing more with less'.

You can watch the full panel here.

And if you don't have the time to watch the whole webinar, here are 10 quick take-aways:

📉 Effectiveness Decline: The effectiveness of SDR teams has dropped significantly, with only 18% of the pipeline coming from these teams, down from 40% two years ago.

👥 Cross-Functional Alignment: Success requires a holistic approach where marketing, sales, SDRs, and revenue operations work together on account-based strategies.

📊 Lean Teams: High-performing SDR teams are lean and focus on doing more with less, utilizing AI to streamline processes and reduce non-pipeline generating activities.

💬 Value Over Volume: The focus is shifting from high-volume activities to high-value interactions, with SDRs needing to add value and build deeper connections with prospects.

🛠️ Technological Integration: Tools like Gong for conversational intelligence and AI for list building and content creation are essential for enhancing SDR efficiency.

🧠 Skill Development: Continuous skill development, particularly in questioning and understanding customer pain points, is crucial for SDR success.

📈 Role Evolution: The role of SDRs is evolving towards more strategic functions, such as campaign coordination and data analysis, requiring a broader skill set.

🎯 Targeted Outreach: SDRs need to be highly targeted in their outreach efforts, focusing on high-value accounts rather than a broad, volume-based approach.

🚀 Career Pathing: Companies need to provide clear and realistic career paths for SDRs, including opportunities beyond traditional sales roles, such as customer success and marketing.

🤖 AI Integration: AI will not replace SDRs but will support them by automating repetitive tasks, allowing them to focus on more complex and value-added activities.

If you want more help in driving an effective and efficient revenue engine, fuelled by exceptional content experiences for your prospects...talk to us today!